Partner Business Manager (Arizona)

Responsibilities

• Serves as the expert to the partner for extremely complex information regarding product, services, and software transitions, promotions, and configurations.
• Promotes company offerings to become a key part of the partner's business and solutions; May be brought by partner to sell company brand to end-customers.
• Establishes and maintains account plans to promote sales growth.
• Achieves assigned quota for company products, services and software.
• Transactional and relationship selling within, and influencing, a team of selling professionals; physically visits partner customers at their offices.
• Creates, fills-in and manages company 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 company.
• Provides the business rationale and risk assessment for making company investments in the partner.
• Sets and manages the partner's sales pipeline to ensure timely deal closure.
• Ensures partners are compliant with legal and SBC practices.
• May drive SOW growth with distributors who are managing small partners on behalf of company.
• May recruit and develop business relationship with new partners.

Requirements

• University or Bachelor's degree.
• Typically 5+ years of leasing and/or channel experience.
• Experience selling to partners in a complex environment.
• Thorough understanding of the IT industry, competing vendors, and the channel.
• Thorough understanding of 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.
• Thorough understanding of company's products, software, and services.
• Able to communicate the strengths of company's offerings relative to competition, and overcome objections.
• Effectively sells company offerings by building strategic relationships with partner decision makers; aligning partner and company processes; and promoting company programs and offerings.
• Develops strategic plans with the partner to grow the size of the business and company's share.
• Partners effectively with others in the account to ensure coordinated efficient account management.
• Able to motivate partner's sales force.
• Coordinates and directs efforts across company sales teams and across business groups.
• Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members.

Qualifications

• Thorough understanding of company's products, software, and services.
• Effectively communicates the strengths of company's offerings relative to competition, and overcomes objections.
• Builds strategic relationships with partner decision makers; aligns partner and company processes; and promotes company programs and offerings.
• Develops strategic plans with the partner to grow the size of the business and company's share.
• Partners effectively with others in the account to ensure coordinated efficient account management.
• Motivates partner's sales force.
• Coordinates and directs efforts across company sales teams and across business groups.
• Understands pipeline management discipline and explains benefits to partners/other sales teams members.

Skills

• Thorough understanding of the IT industry, competing vendors, and the channel.
• Thorough understanding of 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.
• Thorough understanding of company's products, software, and services.
• Able to communicate the strengths of company's offerings relative to competition, and overcome objections.
• Effectively sells company offerings by building strategic relationships with partner decision makers; aligning partner and company processes; and promoting company programs and offerings.
• Develops strategic plans with the partner to grow the size of the business and company's share.
• Partners effectively with others in the account to ensure coordinated efficient account management.
• Able to motivate partner's sales force.
• Coordinates and directs efforts across company sales teams and across business groups.
• Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members.

Benefits

Health & Wellbeing: Comprehensive suite of benefits that supports physical, financial, and emotional wellbeing.

Personal & Professional Development: Programs catered to reaching career goals.

Unconditional Inclusion: Flexible work arrangements and celebration of individual uniqueness.

Pay

Annual Salary Range: USD 175,000 - 411,500 in Arizona.

Schedule

Hybrid role, based in Arizona.