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Roles and responsibilities

You will enable and manage business growth plans through existing and new MNO partners within region, and other selected non-MNO Partners. Consistently improve value positioning within the partner channel and capital efficient scale-up of our Go-to-market.

You will manage all aspects of the partner commercial, contractual and offering readiness. Coach and enable partner sales, product and marketing managers to structure their efforts for improving sales outcomes and you will be one of Soprano’s most visible champions with the partner ecosystem.

KEY RESPONSIBILITIES

This includes but is not limited to:

Partnerships & Strategic Deals

• Provide relationship and performance governance for existing MNO partners and selected alternate partners.
• Provide industry-aligned sales enablement material and subject matter expertise to partner sales and product teams.
• Lead Partners to ‘productise’ offerings that represent the full capability of Soprano group. Updating contractual, commercial, product/technical readiness and GTM strategies to support effective GP growth via Partners.
• Identify & target new partnership opportunities in MNOs and selected ISVs (and their major reseller/integration ecosystems)
• Build organisational capability for large deal identification, key buyer access and use case value priming across both new business pursuits, and targeted existing accounts – executed via partners.
• Identify and develop new or innovative business models that yield step-change in opportunity and profitable revenue generation.
• Elevate relationship with strategic partners (and clients) to the most influential levels to facilitate decision making and action in key areas of opportunity.
• Lead large-deal positioning strategy for qualified partner opportunities, contributing to business proposals and ultimately conclusion of sales orders in collaboration with Regional Sales Directors.
• Bring best practice strategic deal value delivery at all stages of the sales cycle. Where appropriate, make use of structured sales methodology for explicit need identification and value delivery.
• Drive collaboration across multiple parts the business to affect the outcomes required to serve strategic requirements while staying aligned to product roadmap initiatives.

Desired candidate profile

SKILLS & EXPERIENCE TO SUCCEED

• Conduct all client interactions in a professional and appropriate manner
• An eye toward delivering business value with a world-class team.
• Must be independent and self-directed.
• Superior research and analytical skills to track and predict trends.
• Must have excellent interpersonal skills and the ability to persuasively sell ideas.
• Strong business knowledge, understanding of a variety of business practices, and familiarity with the company’s industry.
• Must be able to collaborate with executives, creative teams, research and development, and product development teams.
• Experience insights-led “solution” selling, including preparing and presenting ideas and investment propositions to large global companies
• Experience in Marketing, Product Management, Solution Consulting or similar subject matter-led roles.

WHY WORK FOR SOPRANO:

• Work for a leader in the CPaaS industry: We are a leading enabler for enterprise communications, with a customer-centered approach that allows us to reach significant results with our clients and partners.
• Our focus on Technology: We pride ourselves on building technology for the future of communication that creates richer meanings, deeper trust and better connections.
• Global presence: Soprano is headquartered in Sydney, but we have a global presence in Europe, North America, South America, New Zealand and Southeast Asia
• Collaborative and inclusive environment: We are committed to a workplace environment where every employee is respected and empowered to be their best selves at work.
• Training and Development: We’re a small company with global presence that allows you to gain valuable insight and exposure to various markets worldwide