About The Position
This Partners Sales Manager role is responsible for developing and scaling our strategic partner relationships with Global System Integrators, Resellers, Value Added Resellers, Delivery Partners and Alliance Partners. This person will assist in building out new partner recruitment strategies, programs and the supporting infrastructure along with coordinate cross-functional resources to ensure alignment of partner activities with the strategies that exist within NiCE Actimize channel organization. To thrive in this role, this individual must be able to establish deep relationships with resources both internally and within the partner. The ideal candidate must feel comfortable working in a fast-paced environment with limited structure.
Requirements
- 10+ years of technology sales experience
- 5+ Years working with partner channel sales
- 2+ years sales experience with AWS Services and Marketplace
- Comfortable with sales process including forecasting and working through deal negotiations
- 5+ Experience working with channel partners.
- Proven success in executing large, complex deals led by Partners in collaboration with Corporate field Sales teams
- Understanding of fundamental financial modeling for deal development and negotiation
- A. / B.S. from an accredited college; preference for Program and Project Management,
- Travel up to 30% of the time
Nice To Haves
- Graduate degree
- AWS Sales or Technical Certification
- Sales experience selling through AWS Marketplace
- Channel experience with a Software SaaS provider in a Partner Sales or Development Role
- Comfortable presenting on stage and to executive leadership teams
Responsibilities
- Establish and manage relationships inside NiCE Actimize partner ecosystem to drive strategic initiatives that deliver profitable revenue growth, innovation, and market expansion
- Develop joint business opportunities and execute development programs for ecosystem growth
- Collaborate with and support NiCE Actimize Partner and Alliance Leaders on their partnership growth initiatives
- Effectively build and manage ongoing relationships with partner executives, sales and client account teams
- Lead the orchestration of training and enablement for partners on NiCE Actimize company products, services, and Go-To Market
- Build and manage relationships with NiCE Actimize sales teams, ensuring they understand the value of your partners and how we jointly GTM
- Lead efforts to scale our partner sales activities, including pipeline generation and management
- Provide overlay sales support on partner co-pursuits
- Engage with clients onsite to establish various use cases and quantify the value behind them.
- Hold in-depth, value-oriented conversations with government agency leadership, architects, and line-of-business users
- Identify NiCE Actimize pipeline opportunities that are ideal candidates to be put through NiCE Actimize's AWS Marketplace then manage and assist in tracking and forecasting those opportunities in the Marketplace
- Work collaboratively with NiCE Actimize Customer Success Managers on issues and escalations that involve Partners, by coordinating necessary communication and escalation directly with the Partner to resolve the issue
- Develop and improve processes to drive greater sales efficiency by aligning with other functions (marketing, sales engineering, legal) to reduce cost and remove delays.
- Produce a framework to measure sales productivity to help management make informed decisions around hiring and budgeting
- Understand the overall sales process and details of each stage to be a trusted advisor and provide insight and strategies to increase win rates, productivity, and profitability of sales through the opportunity process
- Own and manage the partner pipeline within your assigned territory, ensuring that partners are actively progressing opportunities toward closure with NiCE Actimize Field Sales in alignment with mutually agreed timelines
- Collaborate with NiCE Actimize Field Sales and Partners to accurately forecast Partner led deals
- Proactively surface and resolve Partner led deal blockers, both in resell and delivery motions for committed opportunities in the quarter. Partner closely with NiCE Actimize field sales teams to develop and execute effective close plans that ensure Partner led timely deal completion
- Collaborate with partners to develop and execute joint go-to-market (GTM) plans, tailored to business objectives and regional market dynamics. Plans should include clear deliverables for execution on a quarterly and semi-annual basis
- Serve as a strategic internal advocate for your partners within NiCE Actimize. Ensure that field sales teams fully understand the unique capabilities and geographic strengths your partners bring to joint sales motions and opportunity development
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What This Job Offers
Job Type
Full-time
Career Level
Senior
