Partner Business Manager

About the Role
This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an office.

Job Description
As a Partner Business Manager, you will serve as a trusted adviser to Partners, developing mutually beneficial relationships that align with business priorities. You will drive end-to-end revenue, profitability, and pipeline through joint business plans and data-driven sales efforts. This role requires you to effectively communicate both global and local business strategies to help Partners sell products and services, thus creating a scalable selling ecosystem. You'll need to develop knowledge of Partner priorities, industry trends, and technology to distinguish from competitors. Coordination and execution of activities with the Partner while leveraging specialists when needed are essential functions. This position focuses on selling to customers through the Partner, acting as an extension of the salesforce.

Responsibilities

• Provide resources and guidance to the Partner (e.g., Value Added Reseller (VAR), Distributor, SI, ISV, Managed Service Provider) on emerging trends that align with business priorities, working to create a mutually beneficial future plan.
• Drive end-to-end revenue, profitability, and pipeline by implementing joint business plans and data-driven sales efforts with the Partner.
• Articulate both global and local business strategies to effectively "sell with," "sell to," and "sell through" the Partner, forming a scalable selling ecosystem.
• Develop an understanding of Partner priorities, industry trends, IT landscape, IT investment strategy, and communicate the value of the portfolio and solutions to differentiate from competitors.
• Demonstrate business and sales leadership through building mutually beneficial relationships with one or multiple Partners to enhance market share.
• Coordinate activities with the Partner, leveraging specialists when necessary; drive marketing strategy through the customer.
• Execute strategy, programs, and systems with and on behalf of the Partner to ensure accelerated financial outcomes and build partner loyalty.
• Tailor selling solutions to meet the Partner's customer profile using products, services, and technology alliances to achieve assigned quotas.
• May recruit and develop business relationships with new partners to boost partner commitment.
• Spend time monitoring Partner sales floor to help develop the pipeline.
• Ensure that partners are aware of and compliant with SBC requirements, including applicable legal obligations.

Education and Experience

• Preferred University or Bachelor's degree, or equivalent experience.
• Typically requires 2-5+ years of selling experience.
• Experience in developing positive relationships and effective problem solving for customers.

Knowledge and Skills

• Technology Acumen: Familiarity with current technology trends and related strategies and ability to articulate them to the Partner.
• Sales Acumen: Skill in influencing the Partner to take actions that enhance value, along with a strong ability to identify opportunities, utilize selling platforms and resources, and formulate solutions to grow business.
• Account Management: Understanding of business and financial principles to collaboratively develop strategic plans with the Partner.
• Portfolio Knowledge: Knowledge of products and their customer value in comparison to competitors, ensuring the best product selection to maximize value.
• Partner Industry Acumen: Insight into Partner industry trends, competitors, and channel dynamics.
• Partnering Acumen: Develops relationships within the partner and internal community, integrating sales engagement efforts effectively.
• Sales Forecasting: Ability to anticipate partner needs and proactively forecast sales quotas.
• Communication: Clear and effective communication skills, both verbal and written.
• Time Management: Skill to prioritize and meet deadlines effectively.
• Creativity and Entrepreneurship: Ability to innovate and think outside traditional solutions, proactively advancing sales efforts.

Impact/Scope

• Handles Partners with mid-levels of annual revenue, primarily focusing on T2 partners.

Accessibility
The company is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you require accommodations during any stage of the application or interview process, please submit your request by completing our secure form.

What We Can Offer You

• Health & Wellbeing: A comprehensive suite of benefits supporting physical, financial, and emotional wellbeing for team members and their loved ones.
• Personal & Professional Development: Investment in your career growth, with specific programs designed to help you achieve your career goals.
• Unconditional Inclusion: Commitment to fostering an unconditionally inclusive workplace that celebrates individual uniqueness. Flexibility to manage work and personal needs.

Equal Employment Opportunity
The company is an Equal Employment Opportunity/Veterans/Disabled/LGBT employer. We do not discriminate based on race, gender, or any other protected category. Our goal is to be a global team that reflects our diverse customer base, fostering an inclusive environment to continue innovating and growing together.