Job Summary
• This role is responsible for maintaining partner account plans for sales growth, sharing complex information regarding the organization’s offerings, and fostering strong partner relationships. The role owns the overall commercial performance of assigned partners, including planning, execution, and ongoing performance management across the full partner lifecycle.
• The role handles intricate contract negotiations, tailors solutions to customer needs, and converts leads into joint sales activities while managing the sales funnel. The role acts as the primary internal and external point of accountability for partner results, program compliance, and revenue contribution.
• The role recruits new partners and conducts training sessions to ensure effective representation of the organization.
Responsibilities
• Serves as the expert to the partners for advanced information regarding the organization’s offerings, promotions, and configuration.
• Builds strong relationships with partners at various organizational levels, including senior executives, to strengthen collaboration and align business goals.
• Handles contract negotiations and manages terms and conditions to ensure they meet both partner and organization expectations.
• Collaborates with partners to tailor solutions that meet specific customer needs, including customization of products and services to align with client requirements.
• Collaborates with seniors to develop and maintain partner account plans to promote sales growth.
• Owns partner performance management, including target setting, performance tracking, business reviews, and execution of corrective actions to ensure agreed objectives are achieved.
• Ensures partners meet program requirements, readiness criteria, and compliance standards, supporting them in maintaining eligibility for incentives, benefits, and compensation.
• Identifies new partners that align with the organization's strategic objectives and fosters their integration into the sales ecosystem.
• Transforms potential leads into joint sales activities with partners while managing the organization’s sales funnel.
• Acts as the internal owner of assigned partners, coordinating cross‑functional teams (e.g., sales, category, operations, marketing, and support) to deliver a consistent and effective partner experience.
• Works with a team of sales professionals to achieve assigned quotas and partner‑driven revenue targets, while engaging in transactional and relationship selling in adherence to legal requirements.
• Conducts training sessions for partners on the latest products, services, and industry trends, empowering them to effectively represent the organization to clients.
Education & Experience Recommended
• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
• Typically has 4–7 years of work experience, preferably in enterprise selling, channel & alliance, or a related field, or an advanced degree with 3–5 years of work experience.
Preferred Certifications
• NA
Knowledge & Skills
• Account Management
• Automation
• Business Development
• Business Planning
• Business To Business
• Channel Sales
• Partner Performance Management
• Channel Program Governance
• Customer Relationship Management
• Market Share
• Marketing
• Merchandising
• Outside Sales
• Product Knowledge
• Sales Management
• Sales Process
• Sales Prospecting
• Sales Strategy
• Sales Territory Management
• Salesforce
• Selling Techniques
• Value Propositions
• Forecasting & Pipeline Management (Partner‑Led)
• Cross‑Functional Leadership
Cross‑Org Skills
• Effective Communication
• Results Orientation
• Learning Agility
• Digital Fluency
• Customer Centricity
Impact & Scope
• Impacts multiple teams and may act as a team or project leader providing direction to team activities and facilitating information validation and team decision‑making processes. The role influences outcomes across multiple functions without direct authority and is accountable for partner‑driven business results.
Complexity
• Responds to complex partner and business issues requiring judgment, prioritization, and alignment across multiple stakeholders within established guidelines and strategic frameworks.
Disclaimer
• This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.