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Job Description:
- Create a detailed onboarding process for new partners that covers business agreements and contracts, sales enablement, marketing enablement, and installation enablement.
- Collaborate with Channel Partner Advocate, Channel Management, Field Sales, Education Consultant, Marketing, Field Engineer, Customer Support, and Legal teams to define the onboarding process.
- Work to develop and manage ecommerce affiliate partners that drive sales via our ecommerce web store
- Create a tracking mechanism to report on a new partner’s onboarding progress
- Build and Create Channel Pipeline, and work with Direct sales team to close through partners to drive growth
- Collaborate with Inside Sales and Enterprise Sales teams and Region heads to identify geographies which need additional partner and identify potential new partners to drive growth.
- Be cognizant of potential channel conflict with established partners and effectively manage any channel conflict by fostering excellent communication both internally and externally.
- Working in conjunction with Direct Sales team, establish and maintain productive, professional, and influential relationships with key executives at impactful channel resellers leading to a deep understanding of partner business organizations.
- Ensure continual partner sales team readiness and work to build partner self-sufficiency via training.
- Track and engage non-medallion partners to increase activity levels with a goal to move them to a medallion tier.
- Meet and exceed assigned top line revenue goals for each partner while maintaining a profitable bottom line.
- Develop an understanding of the software solution & ability to incorporate it into an organization’s larger portfolio of sales offerings with as the priority.
- Aggressively grow partner sales pipeline within our solutions through independent partner sales activities.
- Immediately respond to all partner inquiries and develop a Deal Registration lead process for partners
- Ensure partner compliance with executed agreements and partner and Affiliate program.
- Build reseller mindshare and pipeline opportunities with coordinated sales outreach programs utilizing internal resources from Channel Marketing, reseller marketing, and sales teams to reach new customers.
- Regularly evaluate market conditions and recommend necessary changes to partner coverage and partner programs to the Head of Channels.
Skills and Qualifications Needed:
- Minimum of 3 plus years relevant sales and channel experience
- Working US or European Hours –
- Experience selling/supporting technology with HEAVY emphasis on Software subscription solutions that required coordination with installers/others on-site.
- Very detailed oriented
- Experience creating cross-functional processes
- Minimum Bachelor’s degree in business or marketing.
- Experience working with technology focused channel partners.
- Experience in negotiating and structuring new and existing partnerships.
- Leadership skills and a developed sales acumen.
- Developed analytical skills for tracking and interpreting partner KPI’s and recommending action based on those interpretations.
- Willingness and ability to host and lead compelling presentations of our software and hardware offerings to partners.