Associate Channel Partner Manager
1 week ago
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 Web Engage platform.
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 Web Engage 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 effortsIdeal 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/Saa S 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 Saa S 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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