Partner Business Manager

About the Role
This role has been designed as ‘Onsite’ with an expectation that you will primarily work from an office. The Partner Business Manager acts as a trusted adviser to the Partner, developing a mutually beneficial relationship in alignment with business priorities. You will drive end-to-end revenue, profitability, and pipeline through joint business plans and data-driven sales efforts, while articulating both global and local business strategies.

Responsibilities:

• Serves as a trusted advisor to the Partner (e.g. Value Added Reseller (VAR), Distributor, SI, ISV, Managed Service Provider) aligning with business priorities.
• Drives end-to-end revenue, profitability, and pipeline through joint business plans and leading data-driven sales efforts.
• Articulates global and local business strategies to effectively 'sell with,' 'sell to,' and 'sell through' the Partner, creating a scalable selling ecosystem.
• Develops knowledge of Partner priorities, industry trends, IT landscape, investment strategy, and Technology to differentiate from competitors.
• Demonstrates business and sales leadership by building mutually beneficial relationships with Partners to grow market share.
• Coordinates activities with the Partner, using specialists as necessary, including marketing, forecasting, business planning, and client engagements.
• Drives and implements strategy, programs, and systems with the Partner to ensure accelerated financial outcomes and build loyalty.
• Tailors selling solutions to the partner’s customer profile including products, services, and technology alliances to achieve assigned quota.
• May recruit and develop business relationships with new partners, increasing their commitment.
• Monitors Partner sales floor to help develop the pipeline.
• Ensures partners are compliant with SBC requirements, 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 strategy, ability to communicate these effectively to the Partner.
• Sales Acumen: Influences the partner to create increased value; adept in identifying opportunities and proposing solutions.
• Account Management: Understands business and financial fundamentals for strategic planning with the partner.
• Portfolio Knowledge: Familiarity with products and their customer value relative to competitors.
• Partner Industry Acumen: Understands Partner industry dynamics, trends, and competition.
• Partnering Acumen: Builds relationships with Partner and internal teams to integrate sales strategies.
• Financial Acumen: Knowledgeable in financial accounting concepts to assess customer’s financial health and position solutions effectively.
• Sales Forecasting: Anticipates partner needs and actively forecasts sales quotas.
• Communication: Exhibits professional, clear, and effective verbal and written communication.
• Time Management: Prioritizes effectively to meet deadlines.
• Creativity and Entrepreneurship: Innovates and takes initiative to advance sales efforts.

Impact/Scope:

• Responsible for accounts with a mid-level range of annual revenue.
• Assigned an average or higher size quota.

Complexity:

• Primary focus on partner sales within the SMB segment.
• Targeting partners with mid-level specialization and commitment.

What We Can Offer You:

• Health & Wellbeing: Comprehensive suite of benefits that support physical, financial, and emotional wellbeing for team members and their loved ones.
• Personal & Professional Development: Investment in your career with programs to help you reach your goals, whether that means becoming a knowledge expert or applying your skills in a different division.
• Unconditional Inclusion: A culture that celebrates individual uniqueness and values varied backgrounds, providing the flexibility to manage work and personal needs.

Job: Sales
Job Level: Specialist

The company is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate based on race, gender, or any other protected category and all decisions are made on qualifications, merit, and business need. The company is committed to fostering an inclusive environment where everyone can innovate and grow together.