Partner Channel Manager

Role Overview

• Take charge of acquiring and managing partnerships, including business planning, metric/goal establishment, integration of offerings and solutions, marketing, sales enablement, and other essential aspects, with a keen focus on key success priorities.
• Monitor and report on metrics/goals, such as ARR growth and customer adoption, while identifying opportunities for improvement and driving alignment.
• Manage key alliance relationships, partnership planning, goal setting, and operational execution with partners.
• Leverage experience to help develop a tailored pitch strategy. Conceptualize and guide the process to create the presentation materials and engagement strategy of key decision-makers.
• Cultivate strong relationships with key stakeholders in partner organizations.
• Collaborate with team members to define go-to-market strategies and priorities.
• Identify and oversee opportunities for joint business growth through integrated solution offerings and go-to-market initiatives, such as co-marketing, co-selling, field teaming, and sales.
• Define joint value propositions, sources of differentiation, messaging, positioning, and, in some cases, packaging and pricing with ecosystem partners.
• Develop and implement a strategic rollout plan from signed contract through integration, ensuring ongoing education involving all stakeholders.
• Provide thought leadership, strategic insight, and clear communication to the team and company regarding various partnership initiatives.

Requirements

• 7-10 years of sales experience within a significant software/integrated payments organization in a fast-growing environment.
• Experience in managing and scaling a partnership organization for a multi-faceted sales structure, consistently increasing bookings.
• Entrepreneurial with a bias for action
• Previous experience working with partners such as Microsoft, Sage, or NetSuite and their associated Value Added Resellers.
• An understanding of the ERP partner ecosystem and how it operates.
• Demonstrated commitment to disciplined processes, including forecasting with sales tools, sales methodology, sales operations, compensation alignment, and organization structure design.
• Industry experience in application software or technology in higher growth mid-cap or growth venture environments, with a strong preference for software experience.
• Dual expertise as a strategic and tactical sales executive with the ability to act as a change agent, making a professional and resourceful impact on the organization.
• Proven success in developing and delivering strategic plans with leading tech companies (ISVs) as well as mid-sized SaaS vendors for significant business impact.
• Strong planning, financial, and analytical skills, with a proven ability to apply business acumen to complex situations with competing priorities.
• Exceptional organizational leadership skills, including strong written and oral communication abilities; adept at building relationships with customers, vendors, and employees at all levels.
• Please note, this role will require ~30% travel.

Tech Stack

• ERP

Benefits

• Health insurance
• Retirement plans
• Paid time off
• Flexible work arrangements
• Professional development