About the Role:
This role has been designed as "Onsite" with an expectation that you will primarily work from a partner/customer office. As a Partner Business Manager III, you will serve as a trusted adviser to the Partner and develop mutually beneficial relationships aligned with business priorities. Your primary focus will be to drive end-to-end revenue, profitability, and pipeline through joint business plans and data-driven sales efforts. You will articulate both global and local business strategies to effectively engage with Partners and create a scalable selling ecosystem.
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Responsibilities:
- Serve as a trusted advisor to the Partner (e.g., Value Added Reseller (VAR), Distributor, SI, ISV, Managed Service Provider) regarding emerging trends in the Partner's ecosystem in alignment with business priorities, helping to create a mutually beneficial future plan.
- Drive end-to-end revenue, profitability, and pipeline by creating joint business plans and leading 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, creating a scalable selling ecosystem.
- Develop knowledge of Partner priorities, industry trends, IT landscape, IT investment strategy, business priorities, and Technology to communicate the value of the portfolios and solutions, differentiating from competitors.
- Demonstrate business and sales leadership by building mutually beneficial relationships with Partners to grow market share.
- Coordinate and execute activities with the Partner, leveraging specialists as needed, including sales cadence, education, marketing, executive briefings, proactive forecasting, business planning, and client engagements.
- Drive marketing strategy through the customer.
- Implement strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and develop partner loyalty.
- Tailor selling solutions to fit the needs of the Partner’s customer profile, including products, services, and technology alliances to achieve assigned quota.
- Potentially recruit and develop new business relationships with partners, working to increase partner commitment.
- Monitor Partner sales floor to help develop the pipeline.
- Ensure Partners are aware of and compliant with SBC requirements for Partners, including applicable legal obligations.
Education and Experience:
- University or Bachelor's degree preferred, or equivalent experience.
- Typically 4-8+ years of selling experience.
- Solid experience in selling to partners is desired.
Knowledge and Skills:
- Technology Acumen: Solid awareness of current technology trends and related strategy with the ability to articulate these to the Partner.
- Sales Acumen: Able to influence Partners to take actions that create increased value. Effectively exercises selling skills to identify potential opportunities and propose solutions.
- Account Management: Understanding of business and financial fundamentals to create strategic plans aligned with customer and strategies, enhancing business opportunities.
- Portfolio Knowledge: Understanding of products and their value to customers relative to competitors.
- Partner Industry Acumen: Awareness of Partner industry trends, competitors, and the channel.
- Partnering Acumen: Ability to build understanding and relationships with both partner and internal business communities, fostering integrated sales engagement efforts.
- Financial Acumen: Understanding of financial accounting concepts to assess customer financial health and position solutions effectively.
- Sales Forecasting: Ability to anticipate partner needs and proactively forecast sales quota.
- Communication: Professional and effective verbal and written communication skills.
- Time Management: Ability to prioritize tasks and meet deadlines effectively.
- Creativity and Entrepreneurship: Capacity to innovate and take proactive steps to advance sales efforts.
What We Can Offer You:
Health & Wellbeing
We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial, and emotional wellbeing.
Personal & Professional Development
We invest in your career because your growth contributes to ours. We offer programs that help you achieve your career goals, whether you aim to become an expert in your field or apply your skills in another division.
Unconditional Inclusion
We embrace individual uniqueness and celebrate a diverse workforce. Our flexible policies support your work and personal needs, enabling us to make bold moves together as a force for good.
