Partner Sales Manager

About the Role

Note: We have multiple positions open for West Regional PSM, Central Regional PSM and East/Northeast PSM.

The Partner Sales Manager at Omnissa is an amazing opportunity for the sales professional who has a history of completely dominating their territory and who wants to make an impact on building an industry-leading channel for the EUC industry leader. The Partner Sales Manager (PSM) for Omnissa will lead the channel business across multiple (7 - 10) sales teams in the assigned territory. The position will be building and managing key relationships with some of the biggest resellers and solution providers in the business. In this role, you will work with cross-functional teams from Omnissa's Field Sales, Systems Engineering, Partner & Field Marketing, Alliances and other partner teams, as they will be key resources for you to leverage to attain and exceed sales performance goals. The PSM is responsible for meeting and exceeding the assigned quota for the region. PSMs will grow the channel business in their regions through driving strategic partner planning, enablement, sales acceleration and pipeline generation activities.

Responsibilities

• Work with partners to drive partner-initiated pipeline growth and at bats for Omnissa products and solutions
• Develop key focus partners in regions to maximize Omnissa's revenue potential
• Conduct business planning, marketing/demand generation activities to drive partner initiated business within the regions focus partners
• Drive account mappings and field sales engagement with partners to build joint selling engagement opportunities across Omnissa sales teams and the focus partners within the region
• Deliver enablement sessions to train our partners field sales/SE staff
• Leverage your existing strong relationships with key decision makers within the regions focus partners to drive partner mindshare and set Omnissa as a strategic partner within the partners business
• Work closely with Regional Sales Managers and Sales leadership to grow revenue in each territory by focusing on National and Regional resellers
• Develop and implement regional business plan with input from Regional Sales Managers
• Possess in-depth knowledge of key competitors and demonstrate the ability to articulate Omnissa's advantageous position to end users and partners
• Manage Deal Registration, Non-Standard Pricing, Spiff Payments, and Sales process
• Exceed territory quota

Who You Are

• Hard working, self-driven and highly motivated individual with great team spirit
• Great relation and reputation with key partners in assigned region
• Able to present in front of bigger audience and hosting events with and for partners and end-customers
• Able to identify and initiate deals with partners, work on deals and close them with a partner in close sync with Omnissa Account Teams

Ideal Background

• Experience working with local regional channel partners
• Effective at quarterly and yearly planning of sales activities
• Ability to implement marketing plans and coordination of marketing activities
• Able to identify, develop and acquire new partners
• Display repeated success in encouraging existing partners in their sales activities
• Ability to execute channel programs and drive sales and product trainings
• Strong presenter on reseller and end-customer events
• Successfully run sales activities with partners
• Strong analytic and forecasting capabilities

Job Requirements

• 10+ years of experience working with resellers as a Channel Account Manager
• Hunter mentality ability to get in front of partner executives and show the value of Omnissa to their business
• Executive Level relationships with key partners in the region
• Understands the reseller business model and how Omnissa fits into that model
• Team Player able to work well with all functional groups within Omnissa
• Track record of success and over-achievement in previous positions
• Expert in Salesforce.com
• 50%+ Travel is required

Location

Preferred locations: Southern California, Northern California, Phoenix, Boston, New York, Austin, or Chicago. But open to other locations as well.

Location Type: Remote

Education

Bachelors preferred, or equivalent combination of education and relevant professional experience.

Pay

This role is eligible for commission and the typical On-Target Earnings (OTE) range is USD $195,787 $326,300 per year. Actual compensation offer may vary from posted hiring range based upon geographic location, work experience, education, skill level, or other relevant factors.

Benefits

In addition to competitive compensation, Omnissa offers a variety of benefits such as employee ownership, health insurance, 401k with matching contributions, disability insurance, paid-time off, growth opportunities, and more.