Partner Manager

Our client is the leading provider of cloud communications solutions that support organisations in providing the best customer engagement and experience.

What we are looking for...

Due to rapid global expansion, they are on the lookout for a talented Partner Manager to join their US sales team based in Reston, Virginia. As a Partner Manager, you will be responsible for planning and executing business plans with partners who sell solutions and services. You will work closely with our partners to follow funnels and pipelines and ensure any support required is provided.

This role will manage partner sales across the business with our large clients. The role involves large elements of travel, as the jobholder will be expected to spend 50% of their time embedded with the client.

The ideal candidate will be technically astute and able to manage all customer queries. We are looking for someone with experience in channel sales who has a track record for managing client relationships and consistently meeting revenue targets.

Key Responsibilities of the role...

Partner planning

• Achieve revenue & margin targets from new customers on a monthly, quarterly and annual basis.
• Create and maintain documented account development plans.
• Work with marketing or other internal departments to proactively identify and target customers.
• Build sales approaches for specific customer accounts.
• Develop and maintain an adequate pipeline of opportunities.
• Provide accurate forecasting of opportunities by effectively progressing sales opportunities.
• Keep internal systems and contacts up to date with progress.

Partner relationships & satisfaction

• Regularly meet and build effective relationships with existing and potential partners.
• Drive the promotion and sale of additional services to or through the partners.
• Maintain a detailed knowledge of partner objectives and key personnel.
• Set customer expectations during sales, delivery and throughout the contract.
• Coordinate internal teams to deliver to partner expectations.
• Escalate on behalf of the customer as required.

Bid/tender management

• Work closely with presales, delivery, support and any bid-related teams to effectively create, sell and deliver new business wins.
• Motivate and coordinate virtual bid team to deliver a quality bid/tender ahead of deadlines.
• Qualify prospective partner accounts fully in order to ensure all likely partner questions/interests are addressed constructively during the sales process.

Product and sales expert

• Maintain a broad understanding of key products and technology relevant to our services.
• Maintain a good understanding of industry developments.
• Illustrate business advantage of our products and services to customers and other sales colleagues.
• Contribute thought and expertise to brand/marketing activities as required.
• Mentor and advise other sales colleagues in order to assist their development/closing of opportunities.

About you...

• Bachelor s degree in a relevant subject.
• Good experience of managing partners and closing major accounts.
• Experience of selling to channel/indirect customers.
• Demonstrable experience of meeting or exceeding sales targets.
• Good interpersonal skills, including effective influencing and negotiating.
• Good communication skills.
• Numerate, able to provide accurate cost models and achieve margin targets.