Associate Channel Partner Manager

2 weeks ago

Bengaluru, India WebEngage Full time

Essential Functions and Responsibilities:

  • Formulate and implement an automated and highly scalable partnership for GSI’s/SI’s, Marketing Agencies, Consulting firms and Value-Added Resellers to enable them to quickly get onboard so they can co-sell services with the WebEngage platform.
  • Take handover of enabled and onboarded partners from partner development managers
  • Develop relationships, initiatives, and programs for long-term sustained account success
  • Create GTM plans with the partner and execute Account Mapping to start biz dev
  • Create a Customer point of view along with the partner of the solution we are jointly offering and build what the pitch be at a GTM level and Product packaging level (Product + service)
  • Co-sell along with your partners in the respective territories and drive channel sales to meet your closure targets
  • Upon closure and billing ensure that your partners are assisting in payments and collections
  • Coordinate with partners to identify & qualify potential opportunities (eg. RFIs/RFPs and direct deal registrations) and drive deals to closure with the sales teams, achieving high deal close rates with long-tail partners.
  • Identifying the right opportunities, framing deal structures, negotiating & closing out of deals with a focus on business development and sourcing deals
  • Prepare pitch decks and presentations, proposals, RFI/RFP responses along with your partners and internal teams
  • Work with marketing to provide self-service collateral, campaign & event marketing offerings that allow the partners to drive demand for WebEngage solutions (eg. roadshows, webinars, email campaigns, PR etc.)
  • Manage and collaborate with the partners to define and execute joint sales and Go to Market (GTM) programs
  • Manage your partner accounts and pipeline on Salesforce (CRM and Partner management platform)
  • As an ongoing partner management exercise plan and execute partner events and workshops
  • Conduct Partner Planning & Goal Setting QBR’s, Cadences and Annual meetups
  • Will have to negotiate hard on partner deals and partnership clauses to meet the company's expectations, and be able to handle objections and solve problems
  • Will be working with multiple teams/depts internally on a daily basis
  • Will require to have strong reporting and analytical skillset for tracking and reporting partner progress and growth
  • You will not sell directly but through partners along with internal sales teams and will focus primarily only on pipeline and funnel creation in the region from the partners.
  • Lastly, build a healthy partner ecosystem to lead new market penetration efforts


Ideal Candidate:

  • 4-6 years in Business Development, Channel Sales, Alliances or Partnership Programs of which min of 4 years managing enterprise accounts
  • Experience partnering with SI/Consulting firms, Agencies and VAR companies to build and go-to-market joint solutions.
  • Experience working with Enterprise clients through partners and channel relationships or direct sales
  • Business development or direct sales (quota carrying) background
  • Rich personal network of contacts within the Software/SaaS partner ecosystem, SI/Consulting firms, Marketing Agencies
  • Is competitive and has a track record of over-achieving quota
  • Proven track record of enterprise sales and partnerships experience, excellent communication skills, and a deep understanding of selling SaaS products through partners to the enterprise market
  • Proven ability to navigate within multiple groups in a Partner and end customer
  • Have experience, understanding and exposure to Digital Transformation projects
  • It will be ideal to have global GTM and account management experience where they have worked with C-level execs
  • Intellectual curiosity - you love to ask questions and are genuinely interested in learning your partner's and customer’s needs
  • Hardworking - you’re one of the hardest-working people you know
  • Competitive - you want to win and nothing can stop you
  • Build Mentality - have a 0 – 1 mindset
  • Articulate - you have strong interpersonal skills and can communicate effectively
  • Passionate - you are excited about technology, software, and how it helps businesses succeed


Required Education:

UG: Any Graduate

PG: Any Postgraduate (MBA Preferred)

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