Partner Business Manager - Networking

• Develops and nurtures a strategic/mutually beneficial relationship with the partner or with a targeted set of resellers, distributors, Systems Integrators (SIs) and/or Independent Software Vendors (ISVs) and their ecosystem partners to drive additional revenue with joint sales efforts
• Coordinates all company activities with the partner, including education, marketing, executive briefings, business planning and client engagements
• Serves as the expert to the partner for a wide range of complex information regarding product, services, and software transitions, promotions, and configurations
• Integrates company offerings to become a key part of the partner's business and solutions
• May be brought in by partner to sell company brand to end customers
• Establishes and maintains account plans to promote sales growth
• Leverages partner solution stacks, partner intellectual property, and other capabilities (off-shore/near shore, etc.) to broaden the company footprint in targeted industries and/or customers
• Achieves assigned quota for company products, services and software
• Transactional and relationship selling within, and directing, a team of selling professionals
• physically visits partner customers at their offices
• Grow the company business overall and the company's share of business by developing deep strategic relationships with partners
• Creates, fills-in and manages the company's funnel for deals with partners and transforms potential leads into joint sales activities
• Actively engages company resources and senior executives to build strategic relationships with the partner which ensures long- term business opportunities for the company
• Provides the business rationale and risk assessment for making company investments in the partner
• Works with largest partners accounts with a high strategic value or high risk to the company
• Ensures that partners are compliant with legal and SBC practices
• May drive SOW growth with distributors who are managing partners on behalf of company
• May recruit and develop business relationship with new partners

• University or Bachelor's degree
• advanced degree or MBA preferred, or equivalent experience
• Typically 3-5+ years or more of selling experience at partner level
• Deep understanding of the IT industry, competing vendors, and the channel
• Deep understanding of the company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model
• Deep understanding of the company's products, software, and services
• Ability to motivate partner's sales force
• Coordinates and directs efforts across company sales teams
• Deep understanding of pipeline management discipline and ability to explain benefits to partners/sales teams

Accountability, Active Learning (Inactive), Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity

• Health & Wellbeing
• Personal & Professional Development
• Unconditional Inclusion