We’re seeking a Manager, Strategic Partnerships with an exceptional track record to join our sales team and contribute to the growth of Advantive’s business through the development and maintenance of channels, partnerships, and alliances. As an integral member of the organic growth team, the Manager of Strategic Partnerships plays a key role in sales deployment planning, execution on bookings-growth plays, and speaks on behalf of the company with external audiences. The Manager of Strategic Partnerships will report to the VP of Revenue Operations.
Responsibilities
- Create, maintain an inventory of existing partnerships and execute on a prioritized commercial development plan for each
- Work closely with sales and product management to identify and prioritize execution of potential partners to close distribution / geography gaps and drive lead flow
- Negotiate successful partnerships including defining incentives and aligning with our global sales strategy
- Identify and prioritize alliance partners in new industry segments that can influence lead flow and retention, executing on a commercial development plan for each
- Work closely with professional services to identify opportunities with potential services partners to augment services capacity and drive lead flow
- Plan and execute go-to-market strategies and activities for key partners
- Manage partner relationships and ensure a high a level of partner satisfaction
- Accurately capture demand and provide reporting to management on partner success
- Achieve quarterly and annual bookings quota, new logo objectives, and goals for partner-connected sales
- Instill disciplined cadence of partner pipeline reviews with prioritized partners
- Engage and support corporate acquisition strategy as needed
Competencies
To perform the job successfully, an individual should demonstrate the following competences:
- Focus on scalability – Demonstrated experience in implementing effective and repeatable frameworks to ensure consistent and scalable enablement
- Leadership – Ability to lead cross-functional teams through influence and alignment to expected outcomes
- Communication – Strong ability to communicate complex ideas effectively across different levels of the organization, comfortable and confident communicator with large audiences e.g. SKO
- Adaptability – Comfortable working within fast-paced environments and rapidly changing priorities; able to ‘go deep’ on projects requiring depth of thought, while elevating to provide summaries and insights to executive teams
- Prioritization – Ability to focus and deliver in a proactive manner on what matters most by focusing on initiatives that are most impactful to sales productivity
- Analytical – Quantitative mindset and analytically savvy to connect programs to measurable, quantifiable outcomes and in determining impact
- Collaboration – Must have excellent interpersonal skills and the ability to work effectively with various stakeholder across the organization including sales, marketing, and product
Qualifications
Minimum qualifications:
- Bachelor’s degree or equivalent experience
- 4+ years of experience in partner management and development
- Experience in partner process and systems design and implementation, ideally in Salesforce.com ecosystem
- Experience with working with partner agreements
- Experience operating in the enterprise software space, specifically within a PE-backed company
- Effective communicator with the ability to articulate a clear vision and value proposition to potential customers, partners, and sales team
- Ability to orchestrate production of deliverables across multiple organizations
- Strong executive presence with excellent verbal and written communication skills with the ability to articulate sales performance to leadership
- High energy, driven, and confident with the ability to establish instant credibility and rapport with stakeholders, customers, and your team
- Open, engaging, action-oriented leader who inspires and holds others accountable, listens well, and has a high EQ
- Ability to travel up to 50%
Preferred qualifications:
- Experience with acquisition integrations
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Last updated on Sep 27, 2024