Develops knowledge of Partner priorities, industry trends, IT landscape, IT investment strategy. Coordinates and executes activities with the Partner, leveraging specialists when needed. Aligns field sales to drive increased value for pipeline and revenue/profit growth while leveraging the collective strength of the partner ecosystem.

Leads strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty. These jobs focus on selling to customers through the Partner as an extension of the salesforce.

Responsibilities

• Provides resources and guidance to the Partner (e.g. Value Added Reseller (VAR), Distributor, SI, ISV, Managed Service Provider) on where to play within emerging trends in Partner’s ecosystem in alignment with business priorities. Works with the Partner to create a mutually beneficial plan for the future.
• Drives end-to end revenue, profitability, and pipeline by implementing joint business plans and data-driven sales efforts with the Partner.
• Articulates both global and local business strategies.
• Develops basic knowledge of partner priorities, industry trends, IT landscape, IT investment strategy, and Technology and communicates value of the portfolios and solutions to better differentiate from competitors.
• Demonstrates business and sales leadership by building mutually beneficial relationships with one or many Partners to grow market share.
• Coordinates activities with the Partner, leveraging specialists when needed, including sales cadence, education, marketing, executive briefings, proactive forecasting, business planning, and client engagements. Drives marketing strategy through the customer.
• Enacts day-to-day strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty
• Tailors selling solutions to fit the needs of the partner’s customer profile including products, services and technology alliances to achieve assigned quota.
• May recruit and develop business relationships with new partners, working to increase partner commitment.
• May spend time monitoring Partner sales floor to help develop pipeline.
• Works to ensure that partners are aware of, and compliant with, SBC requirements for Partners, including applicable legal obligations.

Education and Experience

• University or Bachelor’s degree preferred, or equivalent experience.
• Typically 1-3+ years of selling experience.
• Experience developing positive relationships and solving customer problems.
  
  Knowledge and Skills
• Technology Acumen: Basic awareness of current technology trends and related strategy and ability to articulate same to Partner.
• Sales Acumen: Able to influence the partner to take actions that create increased value. Effectively exercises selling skills such as identifying potential opportunities, utilizing appropriate sales platforms and resources, and formulating and proposing solutions with the goal of expanding business. Acts with a sense of urgency to build strong customer relationships and drive solutions for the partner.
• Account Management: Basic understanding of business and financial fundamentals to develop strategic plans with the partner that are aligned to customer and strategies, creating increased business opportunities and value
• Portfolio Knowledge: Basic understanding of products and how they can deliver value to customers in contrast to competitors. Ability to select the best product for the customer’s needs, maximizing value for both the customer
• Partner Industry Acumen: Basic understanding of Partner industry, trends, competitors, and the channel.
• Partnering Acumen: Builds understanding of and relationships with partner and internal community among all types and levels of the business, integrating sales engagement efforts. Basic understanding of the Partner’s relationships and needs.
• Financial Acumen: Basic understanding of financial accounting concepts such as income statements, balance sheets, revenue projections, etc. to assess customer financial health, identify potential risks, and position value propositions of solutions.
• Sales Forecasting: Ability to look forward and anticipate partner needs, proactively forecasting sales quota and effectively bridging sales gaps.
• Communication: Professional, clear, and effective verbal and written communication.
• Time Management: Ability to prioritize and effectively meet deadlines.
• Creativity and Entrepreneurship: Ability to innovate, think beyond proscribed solutions, and take proactive steps to advance sales efforts.
   

Impact/Scope

• Handles accounts with the lowest level of revenue.
• Primary focus for partner sales on SMB segment.
• Typically assigned lower than average quota.

Complexity

• Small Local or Country accounts; part of account team.
• Primary focus is less-strategic partners with lower levels of specialization.

Join us and make your mark!

We offer:

• A competitive salary and extensive social benefits

• Diverse and dynamic work environment

• Work-life balance and support for career development

Apply today for more information and a confidential chat!