Responsibilities:

• Establishes productive, professional relationships with key personnel in assigned partner accounts.
• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
• Sells through partner organizations to end users in coordination with partner sales resources.
• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
• Ensures partner compliance with partner agreements.
• Drives adoption of company programs among assigned partners.
• Proactively recruits new qualifying partners.
• Achieves assigned sales quota in designated partner accounts.
• Meets assigned expectations for profitability.
• Completes partner account plans that meet company standards.
• Maintains high partner satisfaction ratings that meet company standards.
• Completes required training and development objectives within the assigned time frame.

Requirements:

• Bachelor’s degree in Business, Computer Science, or related field.
• Ten (10) years of channel sales experience in a business-to-business sales environment.
• An equivalent combination of education and experience may be considered.
• SAAS or cloud technologies are required
• Knowledge of advanced strategic sales techniques.
• Advanced knowledge of industry software and hardware terminology and concepts.
• Strong customer-facing, presentation, and negotiation skills.
• Ability to effectively position and contrast competitive solutions to the customer.
• Ability to work effectively in a fast-paced, results oriented environment.
• Some travel required.
• Work is performed in an office setting.