Partner Sales Strategy Manager

1 week ago

Massachusetts, United States Connection Full time

Job Overview

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

This role is fundamentally about leveraging data through partnerships with product marketing teams and the partner's database teams to gather insights regarding a target customer's existing installations, recent product acquisitions, and anticipated future requirements. After conducting thorough data analysis, the SPM identifies gaps and potential customer needs, working in tandem with the FEM and the partner to formulate a strategic approach that directly addresses these identified opportunities. This includes crafting 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 excel in data analysis and collaboration with database teams to extract relevant information about the target customer's environment.
  • Collaborates with marketing to create actionable solution packages for sales, which may include white papers, customer-facing presentations, and reference architecture documentation. Inputs deal information into SalesForce, ensuring comprehensive account details (including Partner Rep, Partner SA, Field CTO, Field Executive, and CNXN account coverage data) and competitive insights are captured.
  • Facilitates significant sales growth of core and adjacent products and services.
  • Drives a robust top-of-funnel pipeline, as evidenced in SalesForce.
  • Proactively delivers actionable leads to sales through established sales plays.
Key Performance Indicators:
  • Pipeline metrics in SalesForce, achieving three times the target sales goals per sales play (based on required $GP, Revenue, and Bookings per quarter).
  • Creation of actionable, packaged opportunities with a 1:1 hand-off to sales, including essential documentation such as white papers and customer-facing presentations.
  • Deal Registration metrics, focusing on the number of deals registered each quarter.
  • Strong collaboration with the assigned ESG Partner BD Field Engagement Manager and partner CNXN PM, Sales, and Marketing teams.
Educational Requirements: Bachelor's Degree or equivalent combination of education and professional experience.

Certifications: Required partner sales and technical certifications or the capability to obtain them within six months of employment.

Experience Requirements: Minimum of 5 years of relevant work experience to qualify for the role; 8 years to achieve 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 the latest technologies.
  • Experience in partner relationship management and customer-facing roles, successfully leading technical discussions with senior executives.
  • Comprehensive knowledge of vendor-specific technologies and respective practice area solutions.
  • Proficient in account planning with experience in upselling and cross-selling strategies.
  • Ability to clearly articulate and demonstrate value propositions to customers.
  • Skilled in providing IT solutions tailored to customer needs.
  • Proven project management experience, meeting expectations for both internal and client-facing projects.
  • Action-oriented with strong execution capabilities.
  • Excellent interpersonal and proactive communication skills, capable of collaborating effectively with Account Managers and engaging customers.
  • Highly self-motivated and results-driven.
  • Exceptional time management and self-management skills.

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