Channel Partner Account Executive

1 month ago

Hartford, United States BlueCrest Full time

DEPARTMENT SUMMARY

 

  • This role will report to the NA Sales Organization and be responsible for building and executing a comprehensive channel strategy to maximize delivery of BlueCrest technology and service sales through the partner ecosystem and expanding the BlueCrest client base.

 

POSITION SUMMARY

  • The Partner Channel Executive is responsible for managing the North America BlueCrest partner ecosystem to achieve business objectives. The Partner Channel Executive is expected to be capable of understanding strategic business direction, develop effective go-to-market strategies and drive and operationalize this strategy into execution plans driving the required outcomes.
  • The Partner Channel Executive will own critical channel executive relations, be responsible for development and management of each partner as measured by the partnership agreements and identify and deploying expansion or recovery tactics as needed.
  • The Partner Channel Executive is the leader that builds and maintains relationships with the regional sales teams, support teams, cross-business unit sales teams, customer marketing and service teams  on behalf of the channel partners to formulate strategies for account development and expansion, client satisfaction and loyalty

 

CORE RESPONSIBILITIES 

  • Evaluate current channel partners, structure, relationship and status identify strengths, gaps and positioning in overall NA GTM plan
  • Develop Strategic 3 year plan for the channel, aligned to NA product and GTM plans which enables potential channel expansion, minimizes potential for channel contention, and creates value for NA
  • Ensure highly optimized operational plan to develop, manage, report and measure the Partner Channels effectiveness and contribution to NA attainment.
  • Sales Growth - Achieve growth in sales attainment (written business) from all partners, with special focus on competitive targets and new clients
  • Revenue Growth - Achieve consistent year-on-year growth from all partners, as applicable to the partner agreement, while maintaining or improving gross margins
  • New partner onboarding responsibilities include contract negotiation, onboarding, process documentation for internal constituents and partners, training, identification of resources and alignment of these in support of the channel partner. Document and agree to key performance indicators.
  • Training & Development - Ensure development plans are in place and executed so that partners receive required timely support.
  • Sales Reporting & Pipeline Management - Ensure timely/accurate recording, tracking and reporting of partner sales activities and customer information through ongoing usage of sales automation and defined reporting KPIs. Provide an accurate forecast of channel sales results by partner and product. At all levels, review and analyze the sales pipeline to provide an accurate forecasting of monthly results that roll-up to the region.
  • Formulation, execution and tracking of QBR’s with partners as a vehicle for providing structured reporting and feedback, identification of areas of strength and improvement, program modifications which may be required, incorporating sales incentive programs etc.
  • Consistent and effective execution of sales methodologies and use of systems (salesforce.com, D365).
  • Communication – Demonstrate strong executive communications and leadership skills. Strong English language skills, written and verbal are required using standard technology tools.

 

 

KEY RELATIONSHIPS

The role will report to the SVP of Sales for North America and collaborate with Sales, Pre-sales, Market, Service and Product Management.  This Sales Leader will be responsible for Developing and maintaining critical partner executive relationships.

MINIMUM:

  • 5-10 years experience building and managing a successful Partner Channel, including personal territory management
  • Strategic relationship building, interfacing with multiple sales channels, matrixed organizational relationships and business partnering with accounts.  Strong business acumen, problem-solving, and conceptual selling.  Project management, multi-resource and multi-channel team selling.
  • Excellent interpersonal and communication skills, along with the ability to represent BlueCrest at highest customer management levels.  Strong executive presentation skills required including usage of
  • Excels in matrixed organizations and managing key relationships.
  • Work Environment/Physical Demands - Frequent travel to interact with customer/prospects across the assigned geography. Candidate must effectively work in an agile work environment using a variety of communication tools.
  • Total solution selling experience involving software, service and technology including various financial models.
  • High level of proficiency with sales CRM systems such as Salesforce.com, Microsoft D365, Microsoft productivity tools (Powerpoint, MS Word, Excel)

 

 

PREFERRED:

  • Bachelor’s degree
  • General Print and Mail industry knowledge and knowledge of the competitive technology providers is valuable but not required.

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