Partner Manager - GSI/ Consulting (B2B SaaS)

Responsibilities:
● Identify & Target Global System Integrators (GSI’s) in India, EMEA & SEA region to
recruit and enable them as Webengage partners.
● Develop relationships, initiatives, and programs for long-term sustained account success
● Implement the partnership recruiting & engagement program for those GSI’s to enable
them to quickly get onboarded for them to co-sell their software and services solutions
with the Webengage platform.
● Influence Sales leadership to partner for short and long-term revenue growth, while at
the same time, building sustainable, trusting relationships across the “GSI partners”
● Aligns closely with the regional alliance leaders to ensure the identification, pursuit,
closure, and tracking of customer opportunities
● Identifying the right opportunities, framing deal structures, negotiating & closing out of
deals with a focus on business development and sourcing deals.
● Define joint solutions, value propositions, and business models with individual partners
that result in both sides' positive return on investment.
● Ensure Practice Services Lines and Solution Centers are fully trained on the
Webengage platform and value prop so they evangelize WE with their sales teams and
clients.
● Manage and collaborate with GSI partners to define and execute joint sales and Go to
Market (GTM) programs
● Work with marketing to provide self-service collateral, campaign & event marketing
offerings that allow the partners to drive demand for Webengage solutions
● Propose business solutions in support of sales campaigns and serve as the domain
expert of proposed solutions to prospective clients.
● Recruit and convert an agreed-upon number of long-tail partners into the Managed
Partner Program each year.
● Build a healthy pipeline of deals through the partner and close deals through
them/directly to achieve quarterly revenue targets.

Requirements
● MBA Degree or equivalent business experience
● 5-8 years of total sales, business development, partnership & alliances experience
● At Least 4 years of partnership & alliance experience preferably within a GSI/SaaS/ISV
organization, with at least 1 year of experience in managing GSI partnerships.
● Ability to understand complex GSI relationships
● Experience in driving channel sales and conducting partner GTM activities and building
joint solutions
● Experience engaging and influencing C-level executives
● Experience owning, driving and managing partnerships against quarterly targets
● Excellent communicator and active listener with a strong sense of ownership in the work
● Negotiating contracts and growth plans with current and prospective GSI partners
● Proven ability to navigate within multiple groups in a Partner and end customer

● Ability to understand and apply procedures, regulations, and policies related to areas of
specialized expertise
● Ability to use a clearly defined methodology for establishing priorities
● Ability to proactively develop partner relationships by listening to, understanding and
anticipating, and providing solutions to partner and

Last updated on Jun 21, 2024