Partner & Alliance Manager

Role Overview

• Help to identify potential new partners and do due diligence on revenue potential. Identify average deal size, potential growth, background info on their products and gaps that TCP can fill. Coordinate meetings with their reps on specific opportunities and help with competitive positioning.
• Establish rules of engagement for new partners working directly with TCP sales team
• Establish communication protocols and sales process for new partners
• Work with Partner and TCP marketing teams to create GTM programs to drive demand, joint webinars, sales team training and value prop positioning
• Work with Enterprise and SMB teams to get rep to rep alignment and collaborative value messaging with new partners
• Answering sales questions for both new reps at TCP as well as new reps for Strategic Partners.
• Coordinating correspondence daily between departments and services for new and existing partners
• Identify as a subject matter expert and advisor to prospective Partners and their customers through knowledge of TCP value props and industry current trends, topics of interest
• Drive recurring subscription pipeline to TCP field reps via new prospects within assigned Partners.
• Expand current account revenue via cross-sell / upsell from accounts within defined partner accounts
• Achieve and exceed assigned Partner revenue quota by targeting existing TCP referral partner network and establishing new partnerships
• Coordinate onboarding of new customers and expansion sales with assigned Partner CSM(s)
• Proficiently uncover a partner/client’s key business objectives and challenges and then coordinate with TCP’s Enterprise and SMB teams with insightful, actionable recommendations
• Effectively communicate the features and benefits of our software products.
• Maintain an organized database of accounts, opportunities, and associated activities using Sales Force as system of record
• Coordinate our TCP sales team with the partners account executives and solutions consultant for product demonstrations and sales cycle execution
• Accurately manage, track, and precisely forecast revenue opportunities.
• Communicate a compelling and concise value proposition for potential partners and their prospects/customers.

Requirements

• Minimum of 6 years of direct or partner sales experience with exemplary track record of sales quota overachievement
• Prior experience selling the HCM application stack into Partner communities and/or direct sales to Commercial and State & Local Gov’t, K12 and Higher Education verticals a plus. Strategic mindset with ability to develop plans with key milestones and fluid alterations to achieve success.
• Ability to create and assess sales opportunities in prospective partner and customer organizations via a consultative approach leading to trusted advisor status.
• Ability to understand and effectively communicate all product and service offerings to customers and prospects
• Highly motivated, results-oriented, and high-integrity professional with quantifiable success in previous partner role endeavors.
• Must be able to work well under pressure, manage competing priorities, and meet deadlines.
• Demonstrated track record of success in achieving and exceeding assigned quota.
• Strong sense of accountability relative to goal attainment and supporting best practices/actions.
• Outgoing, high-energy personality who enjoys new “adventures” and helping others to solve problems.
• Proficiency using CRM automation tools like Salesforce
• Comfortable with demonstrating software products, stressing impact of features with relative value propositions.
• Prolonged periods sitting at a desk and working on a computer.
• Must be able to lift up to 15 pounds at times.
• This role requires 25% travel time.

Benefits

• Competitive salary with uncapped commission
• 20 Days of PTO (Paid Time Off) and 13 days of companywide holidays
• 8 hours to volunteer and impact the community
• Comprehensive benefits (Health/Dental/Vision/ 401K)
• The work/life set up you need to be successful.