Partner Channel Manager

A global leader in business intelligence and analytics technology, we provide integrated reporting, analysis, and monitoring software that enables companies to analyze the data stored across their enterprise to make better business decisions.  Our business intelligence platform delivers actionable information to business users via e-mail, web, and mobile devices.  This is a senior partner manager role working with all partners, including regional resellers and large National SI’s (i.e. Accenture).   A minimum of seven years of enterprise software channels sales experience is required.  Knowledge of Business Intelligence is essential.    A proven track record selling Enterprise Software solutions is essential to this position.

Reporting to the VP of Channel Sales, the Partner Business Manager will provide strong leadership and drive incremental sales revenue by building strong partnerships with assigned  partners in the Central Region. You will be responsible for evangelizing our brand, engaging with direct and inditrect sales executives and customers to achieve revenue goals, developing quarterly marketing and sales plans, and acting as the primary point-of-contact for day-to-day  business operations. You will actively participate in sales and marketing programs designed to drive top line revenue, increase market share, attract/retain sales associate mindshare and  preference and maintain executive level relationships with key partner contacts. This is a high energy position requiring an individual to be extremely motivated and results-driven; it will also require someone who is equally comfortable working in a strategic and tactical capacity. As a member of the sales team, you will be a self-starter and possess a strong entrepreneurial spirit, self-motivation, and intense enthusiasm. A proven track record of success with the leading partners in the space, exemplary sales skills, and vision and patience, are all critical factors to successfully supporting the exponential growth of our company.

Responsibilities

• Create and drive sales enablement activities based on measurable and repeatable processes. Responsible for all development and enablement activities within the partner (sales, marketing, order placement, renewals, and services) community.
• Work with the partners to develop the business to be a highly profitable and strategic part of their overall business. Responsible for ensuring a strong relationship exists with partner senior management. Work closely with our channel marketing team to drive successful programs through the partner base.
• Create, implement and maintain an annual business plan with the partners that will establish and maintain high awareness of our value propositions across the partner organization including executive relationships. Lead quarterly business review meetings.
• Achieve key business goals and revenue quotas; manage marketing budgets; develop and deliver regular and ad hoc performance reporting. Ensure minimum partner certification and performance levels are met.

Requirements

• Strong channel background and experience in building and leveraging channel partners. 5+ years Technology Vendor experience (preferably in business intelligence or application software.
• Ability to build relationships and influence cross functionally; experience coordinating and leading executive level sales meetings and implementing quarterly business plans.
• Great relationship skills, tenacity, resilience and inter-personal/presentation skills. Group/Sales training experience a plus.
• Strong organizational skills with the ability to multi-task and set priorities.
• Bachelor’s degree or equivalent preferred, MBA a plus.