Partner & Alliance Manager

TCP Software

About The Position

As a Partner & Alliance Manager, you will be responsible for prioritizing the retention and growth of the existing partnerships and expanding new partnership opportunities. New TCP partnerships can be sourced from enterprise and vertical specific HCM platform providers. Enhancing and establishing new partnerships within the Systems Integrators ecosphere will also drive significant referral revenue for TCP. You will be responsible for driving partner prospect/client adoption, cross-selling and expanding our solution portfolio within the partner account. You will proactively identify engagement opportunities, aligning TCP and Partner sales teams and ensuring successful sales cycle execution.

Requirements

Minimum of 6 years of direct or partner sales experience with exemplary track record of sales quota overachievement
Strategic mindset with ability to develop plans with key milestones and fluid alterations to achieve success.
Ability to create and assess sales opportunities in prospective partner and customer organizations via a consultative approach leading to trusted advisor status.
Ability to understand and effectively communicate all product and service offerings to customers and prospects
Highly motivated, results-oriented, and high-integrity professional with quantifiable success in previous partner role endeavors.
Must be able to work well under pressure, manage competing priorities, and meet deadlines.
Demonstrated track record of success in achieving and exceeding assigned quota.
Strong sense of accountability relative to goal attainment and supporting best practices/actions.
Outgoing, high-energy personality who enjoys new “adventures” and helping others to solve problems.
Proficiency using CRM automation tools like Salesforce
Comfortable with demonstrating software products, stressing impact of features with relative value propositions.

Nice To Haves

Prior experience selling the HCM application stack into Partner communities and/or direct sales to Commercial and State & Local Gov’t, K12 and Higher Education verticals a plus.

Responsibilities

Help to identify potential new partners and do due diligence on revenue potential. Identify average deal size, potential growth, background info on their products and gaps that TCP can fill. Coordinate meetings with their reps on specific opportunities and help with competitive positioning.
Establish rules of engagement for new partners working directly with TCP sales team
Establish communication protocols and sales process for new partners
Work with Partner and TCP marketing teams to create GTM programs to drive demand, joint webinars, sales team training and value prop positioning
Work with Enterprise and SMB teams to get rep to rep alignment and collaborative value messaging with new partners
Answering sales questions for both new reps at TCP as well as new reps for Strategic Partners.
Coordinating correspondence daily between departments and services for new and existing partners
Identify as a subject matter expert and advisor to prospective Partners and their customers through knowledge of TCP value props and industry current trends, topics of interest
Drive recurring subscription pipeline to TCP field reps via new prospects within assigned Partners.
Expand current account revenue via cross-sell / upsell from accounts within defined partner accounts
Achieve and exceed assigned Partner revenue quota by targeting existing TCP referral partner network and establishing new partnerships
Coordinate onboarding of new customers and expansion sales with assigned Partner CSM(s)
Proficiently uncover a partner/client’s key business objectives and challenges and then coordinate with TCP’s Enterprise and SMB teams with insightful, actionable recommendations
Effectively communicate the features and benefits of our software products.
Maintain an organized database of accounts, opportunities, and associated activities using Sales Force as system of record
Coordinate our TCP sales team with the partners account executives and solutions consultant for product demonstrations and sales cycle execution
Accurately manage, track, and precisely forecast revenue opportunities.
Communicate a compelling and concise value proposition for potential partners and their prospects/customers.