Job description
Develops and nurtures a strategic/mutually beneficial relationship with the partner or with a targeted set of resellers, distributors, Systems Integrators (SIs) and/or Independent Software Vendors (ISVs) and their ecosystem partners to drive additional revenue with joint sales efforts. Coordinates all company activities with the partner, including education, marketing, executive briefings, business planning and client engagements. These jobs focus on selling to customers, typically through work that occurs outside the company offices.
Responsibilities
· Serves as the expert to the partner for extremely complex information regarding product, services, and software transitions, promotions, and configurations.
· Promotes company offerings to become a key part of the partner's business and solutions; May be brought by partner to sell company brand to end-customers.
· Establishes and maintains account plans to promote sales growth.
· Achieves assigned quota for company products, services and software.
· Transactional and relationship selling within, and influencing, a team of selling professionals; physically visits partner customers at their offices.
· Creates, fills-in and manages company funnel for deals with partners and transforms potential leads into joint sales activities.
· Actively engages company resources and senior executives to build strategic relationships with the partner which ensures long- term business opportunities for company.
· Provides the business rationale and risk assessment for making company investments in the partner.
· Ensures partners are compliant with legal and SBC practices.
· May drive SOW growth with distributors who are managing small partners on behalf of company.
· May recruit and develop business relationship with new partners.