Sr. Partner Account Manager

This is a partner management role to drive business growth and pipeline with resellers and distributors in support of the company's revenue goals. Managing all aspects of the partners in the region, this role is responsible for the execution of the company's partner strategy, developing plans focused on pipeline generation, marketing and enablement, and driving alignment with Field Marketing and Sales teams in KSA. This role is critical to the success of the Emerging Markets region, identifying, developing and driving pipeline with partners and to discover and deliver incremental, partner-originated revenue opportunities for the region.

Responsibilities

• Build a deeper, more strategic and sustainable partnership with KSA resellers and distributors, and prepare to increase market share against our core competitors.
• Responsible for meeting assigned sales and pipeline targets.
• Implement a structured and programmatic execution with a defined set of partners and in accordance with the company's Partner Network.
• Develop strategies and leverage company resources to generate incremental partner-originated pipeline and maximize sales volume and profit goals within selected partners.
• Effectively engage and build cooperative relationships with sales resources, including SC team, Value Engineering, Global Alliances and Program teams, Product Units, Field Marketing, Professional Services, Customer Services, Legal, and executives as required on a Middle East region wide basis.
• Understand the partners’ strategy, GTM and future direction.
• Communicate business plans and updates through regular team meetings, conference calls, and reviews.
• Own a KSA region partner forecast for the channel business.
• Ensure commitment from the partners for pipeline generation and revenue goals, focus and capabilities, across the KSA region business.

Requirements

• Preferably a Bachelor’s Degree or equivalent; further technology and/or business education is a plus.
• Requires a minimum of several years of related software, sales and partner management experience.
• Previous enterprise software sales and management experience (both direct and indirect).
• Experience of working with large software vendors particularly SAP, Salesforce, and Microsoft is attractive.
• Proven track record of managing partners as well as strong success in personally developing partner relationships/programs with demonstrable results.
• Knowledge of Enterprise Information Management or comparable market space, competitors, trends, and related industries.
• Proven history of being able to work independently and with cross-functional sales, marketing, and engineering teams to achieve company and departmental objectives.
• Strong business acumen and capable of developing and managing strategic plans with partner and company executives and challenging the status quo.
• Proven history of analyzing situations, employing creative and effective decision-making to solve problems/achieve results.
• Ability to excel in a team environment which emphasizes total cooperation and mutual respect.
• Outstanding written/verbal communication skills and excellent negotiating skills.