Manager - Delegate Oversight overseeing delegates and ensuring operational risk compliance at Waystone Management Company. Collaborating with teams for effective regulatory adherence and operational excellence.
About the role
- Senior Partner Ecosystem Manager driving sales through partnerships for Perforce’s data management brands. Collaborating with value-added resellers to enhance sales efforts and expand business reach.
Responsibilities
- Achieve and Exceed Sales Quotas
- Meet or exceed assigned sales quotas within the territory.
- Drive partner-driven sales activity to consistently achieve quarterly and annual sales targets.
- Expand and Optimize Partner Ecosystem
- Proactively recruit, qualify, and onboard high-potential partners.
- Develop and implement Partner Quarterly Business Reviews, ensuring mutual performance objectives and financial targets are met.
- Drive Lead Generation and Opportunity Development
- Generate leads and identify new sales opportunities within the partner ecosystem.
- Facilitate joint account planning with partners and Perforce sales teams to develop and close opportunities.
- Enhance Partner Sales Capabilities
- Execute plans to develop partners' sales, pre-sales, and delivery capabilities on the Perforce Solutions.
- Apply Perforce training programs to ensure partners are well-equipped to sell and support Perforce solutions.
- Foster Strategic Relationships and Partner Success
- Build and maintain strong relationships with key value-added resellers and systems integrators.
- Drive customer success, retention, adoption, and revenue growth through strategic partnerships.
- Lead Joint Marketing Initiatives
- Identify and execute joint marketing campaigns, win/success stories, and case studies with partners.
- Support co-marketing events to increase brand visibility and lead generation.
- Ensure Robust Governance and Reporting
- Provide regular governance of sales analysis, pipeline reviews, and revenue opportunities.
- Manage, track, and report on all partner activities and results using Salesforce CRM.
- Mitigate Partner Conflict and Foster Communication
- Manage potential partner conflict by fostering excellent communication and adhering to partner rules of engagement.
- Ensure seamless coordination with internal teams including direct sales, inside sales, marketing, and service resources.
- Stay Informed and Innovative
- Maintain in-depth knowledge of Perforce products and industry trends.
- Continuously seek innovative strategies to improve partner engagement and sales performance.
Requirements
- 10+ years of experience in partner sales with value-added resellers and/or systems integrators, with a proven track record of success.
- Demonstrated success in recruiting, developing, and managing relationships with VARs, GSI’s, and Technology partners at a senior level. Prefer US-Central territory experience.
- Strong strategic planning and execution skills, with the ability to drive complex sales cycles and exceed sales quotas.
- Proven history of exceeding software sales quotas through strategic partners, with expertise in enterprise, transactional, and subscription licensing sales models.
- Experience selling alongside partners at the CxO and Senior Sales Business Manager levels, with exceptional relationship-building skills.
- Strong technical understanding with the ability to translate technical capabilities into business value for partners and clients.
- Superior presentation, verbal, and written communication skills, with the ability to influence and engage stakeholders at all levels.
- Comfortable working with multiple internal teams, including senior executives, and building and maintaining relationships with clients and partners.
- Self-starter who is competitive, takes initiative, and thrives in a fast-paced, dynamic work environment, with a strategic mindset to drive new partner initiatives.
- Extensive experience managing, tracking, and reporting on partner activities and results using Salesforce CRM or similar platforms.
- Develop in-depth knowledge of Perforce products, industry trends, and competition, with the ability to stay current and adapt strategies accordingly.
- Preferably Bachelor's degree or higher
- Ability and willingness to travel approximately 50% of the time, including international travel as needed.
- Demonstrated ability to develop and implement innovative strategies for partner engagement and sales performance improvement.
Benefits
- medical
- dental
- vision
- retirement benefits
- life insurance
- wellness programs
- total time off
- other employee perks that may be offered by Perforce from time to time
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