Partner Sales Strategy Manager

2 weeks ago

Massachusetts, United States Connection Full time

Job Overview

The Partner Sales Play Manager (SPM) plays a pivotal role in enhancing our partner engagement strategy, working closely with the Partner Field Engagement Manager (FEM) and under the guidance of the Director of Partner Business Development.

This position is fundamentally about leveraging data analytics in collaboration with Connection's product marketing teams and partner database teams to uncover insights regarding target customers' existing installations, recent product acquisitions, and anticipated future requirements. After thorough analysis, the SPM identifies gaps and potential customer needs, collaborating with the FEM and partners to formulate a strategic approach that addresses these identified opportunities. This includes developing tailored 'sales plays' and facilitating a seamless transition to the Sales team for finalization.

  • Requires a comprehensive understanding of partner offerings, solutions, and the impact of digital transformation on customer business outcomes. The ideal candidate will be skilled in data mining and collaboration with database teams to extract relevant information about target customer environments.
  • Collaborates with marketing to create actionable solution packages for sales, including white papers, customer-facing presentations, and reference architecture documentation. Inputs deal information into SalesForce, ensuring comprehensive account details are maintained.
  • Drives significant sales growth for core and adjacent products and services.
  • Contributes to achieving a 3X increase in top-of-funnel pipeline, as recorded in SalesForce.
  • Proactively generates actionable leads for sales through established sales plays.
Key Performance Indicators:
  • Pipeline development as reflected in SalesForce, achieving 3X target sales goals per sales play based on required gross profit, revenue, and bookings per quarter.
  • Creation of actionable, packaged opportunities with a 1:1 hand-off to sales, including necessary documentation and resources.
  • Deal registration metrics, focusing on the number of deals registered quarterly.
  • Collaboration with the assigned ESG Partner BD Field Engagement Manager and partner resources to ensure alignment and support.
Educational Requirements: Bachelor's Degree or equivalent combination of education and experience.

Certifications: Partner sales and technical certifications are required, or the capability to obtain certification within six months of employment.

Experience Requirements: Minimum of 5 years of relevant work experience, with 8 years required for full proficiency.

Essential Competencies:

  • Proficient in Microsoft Office Suite, MS Teams, Cisco Webex, and relevant internal business systems.
  • Strong IT aptitude with a commitment to continuous learning and application of emerging technologies.
  • Experience in partner relationship management and customer-facing roles, adept at leading technical discussions with senior executives.
  • Thorough knowledge of vendor-specific technologies and related product solutions.
  • Proficient in account planning, with experience in up-selling and cross-selling strategies.
  • Ability to effectively communicate and demonstrate value propositions to customers.
  • Skilled in delivering IT solutions tailored to customer needs.
  • Proven project management capabilities, ensuring expectations are met both internally and externally.
  • Action-oriented with strong execution skills.
  • Excellent interpersonal and proactive communication skills, capable of collaborating with Account Managers and engaging customers effectively.
  • Highly self-motivated and results-oriented.
  • Exceptional time management and self-management abilities.

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