Senior Partner Develop Specialist

Connection•Merrimack, NH

1d•$26 - $33

About The Position

Working under minimal supervision of the Manager, Product Manager or Manager, Senior Product with a dotted line to the Product Manager for daily assignments, the Sr Partner Development Specialist (PDS) acts as the subject matter expert resource for Account Managers on pre-sales questions related to the assigned partner and/or product line. Referring only exceptional problems and issues for management review or approval, the Sr PDS provides guidance and/or suggestions to the Account Managers on partner resources, pricing programs, cross-sell and up-sell opportunities, advanced services, assessment opportunities, and any other pre-sales inquiries for that partner’s portfolio. Job responsibilities include delivering training, battle-cards, and playbooks to our sales force on related topic(s). The Sr PDS drives partner program initiatives as determined by the Product Manager while considering the needs of the partner. As the subject matter expert, the Sr PDS provides feedback to both the partner and Product Management group on the programs and resources. At times, the Sr PDS participates in conference calls with external customers and their assigned AMs to provide basic information on the partner's solution(s) and programs. Additionally, the Sr PDS is responsible for remaining abreast of partner programs, technology solutions and market trends within the supported product line/ partner portfolio.

Requirements

Advanced Microsoft Office skills to include creating presentations, creating documents in Word to included advanced formatting, creating spreadsheets to include the use of macros.
Working knowledge of Connection programs including E1, Business Objects, Callback, etc.
Aptitude for technology
Attention to detail in composing, keying, and proofing professional business materials
Negotiation skills with ability to secure best purchasing agreement for customers and company
Adept at proactively finding business opportunities within existing customer base
Understanding inside sales strategies and upselling for upgrades and other add on products
Advanced knowledge of assigned Partner's program development with ability to work towards goals
Advanced knowledge of marketing products
Business acumen with ability to understand the assigned Partner’s strategic vision
Adaptable with ability to switch tasks based on shifting priorities
Interpersonal skills with ability to work well with all levels of the organization
Excellent verbal communication skills with ability to present professional demonstrations
Intuitive with ability to perceive others' feelings and motives quickly from subtle signals
Articulate with ability to express oneself clearly and professionally in written and oral communication
Organized with ability to document activities, anticipate problems, plan schedules and monitor performance according to priorities and deadlines
Quick study with ability to master a situation or learn new things with minimum direction or training

Responsibilities

Acts as the subject matter expert to Account Managers for pre-sales questions relating to their assigned product(s).
Utilizes Partner tools and teaches Account Managers on how to use said tools; includes things such as service plan look ups, companion parts, technical spec look ups
Explains technical specifications in laymen’s terms to internal and external customers
Reviews quotes to identify potentially better options, such as different, more impactful solutions through assessment of other sku availability that may better meet the needs of the customer
Identifies upsell/cross sell opportunities when working with Account Managers’ customer quotes
Assists in the development of sales tools as well as to identify gaps in existing tools and resources, in an effort to make it easier for sales to quote solutions to their customers
Coordinates partner resources for the Account Manager both internally and externally
Works with Purchasing group to continually improve Sales process around speed to price
Coaches Account Managers on how to apply for partner pricing programs
Identifies opportunities through open quotes/pipeline management that are eligible for Special Pricing
Delivers both formal and informal trainings to Sales/TSG on partner solutions
Drives program initiatives for a particular partner including campaigns, incentives, pricing programs, and sales enablement. Executes on strategy that is created by the Product Manager through communication to sales.
Develops and delivers trainings and row meetings for Account Managers
Reports on and tracks incentives, pricing programs, etc.
Utilizes Workfront to request marketing materials including flyers
Updates to company intranet and social media platforms
Enters SPIFs into Optymyze
Manages pricing programs working with the partner to obtain information including vendor rebates and ensures program loaded into E1 and Callback
Assists Product Manager with any program when aligning to revenue generating activity
Proactively engages with partner field community and balances the needs of Connection and the partner
Knowledge of partner contacts based on area of responsibility
Assists and fosters of relationships between sales and partner
Identifies gaps in partner’s toolkit and works with partner to create additional/improved resources
Provides consistent feedback to partner on programs
Interacts with the Account Manager and the external customer explaining in basic, non-technical terms, the general overview of the solution that the Account Manager is presenting to the customer.
Utilizes knowledge of partner solutions to answer basic questions for internal and external customers via phone or Webex type solution
Stays up to date on programs, technical knowledge, market trends and operational models.
Utilizes vendor tools/portals
Takes trainings available through partner portal
Takes quarterly training and familiarizes oneself with terms and conditions of partner programs
Performs all other duties or special projects as assigned.