Strategic Partner Director - GSI

IFS•Itasca, IL

6d•$185,000 - $200,000•Hybrid

About The Position

The Partner Director will be accountable for building and managing relationships with specific, named Partners to develop joint go-to-market motions that generate demand, drive revenue to IFS, and provide value to our customers. This includes but is not limited to meeting specified sales quota targets and enabling Partners to successfully sell and implement IFS software and related transformation programs. The Partner Director's will maintain responsibility for specific, named Partners in North America and will serve as the primary steward of named North American partner activities. This role will drive the IFS strategy into the Partner organizations, nurture and maintain executive relationships, and expand the IFS knowledge footprint across the Partner landscape. Tasks include but are not limited to: · Building key relationships with Partner executives (Partner teams, Industry-specific Consulting Leaders, Sales Leaders, Practice Leaders, etc.) to produce a high level of reliance and drive revenue growth · Developing and executing the strategy and annual business plan for the partnership · Ensuring Partners are enabled to successfully sell and deliver services to existing and prospective customers sell and deliver services to existing and prospective customers · Collaborating with partners to identify and prosecute joint sales opportunities · Planning and promoting growth of the partner’s certified resource pool and related Practice build · Evangelizing IFS within the Partner · Evangelizing the Partner within IFS · Conducting revenue forecasts for partner-directed transactions · Engaging with sales executives and directors to drive IFS revenue · Developing a deep comprehension of the partner’s services demand, capacity and related capabilities · Engaging and coaching Pre-Sales and Sales Teams on identifying opportunities that are aligned to the business plan and strategy · Developing and executing joint sales and marketing campaigns with Partners that increase brand awareness and drive incremental revenue to the organization · Developing and owning relationship maps, ensuring related cadences are successfully executed Primary Duties and Accountabilities: · Developing and managing Partner relationships that produce meaningful outcomes for IFS, the Partner, and customers · Gaining sales intelligence from the Partner for joint accounts and opportunities to improve positioning within pursuits · Source new directs and opportunities from the Partner to build a strong pipeline · Performing ongoing business planning, QBRs and business review cycles · Actively driving Partner engagement in promoting of customer opportunity pursuits · Identifying new business and revenue opportunities for IFS and the Partner via demand generation plans and activities · Coordinating regularly scheduled Partner Status Meetings · Forecasting pipeline status and revenue from partners on a weekly, monthly, quarterly and annual basis · Overseeing related Training and Certification programs · Develop and manage the IFS and Partner’s annual business plan · Serving as the primary Point of Contact for day-to-day business needs between IFS NA and the Partner · Negotiating, securing, and managing Partner contracts and all other related needs of the relationship · Develop extensive knowledge of the Partner’s organization, market position, and capabilities to articulate the joint value proposition of the Partnership Key Functions: Build partner engagement, capacity and a high dedication relationship with IFS through: · Joint Partner strategy and business plan development · Coaching and guiding Partners to develop, grow and operate an IFS-focused business. · Personal contact with each managed Partner, delivering proper Partner resources, and being the conduit for user-friendly relationships with the Partner · Linking the right resources to grow the Partner’s impact to IFS · Maintaining visibility into the Partners’ IFS pipeline and delivering resources needed to assist them with moving the sales and deployment opportunities to close · Coordinating activities within IFS to drive successful Partner sales and delivery outcomes while ensuring customer satisfaction · Collaborating with the Partner to develop innovative solutions leveraging IFS technology · Implementing global IFS policies and procedures to ensure profitable growth · Developing Partners to promote IFS priorities and demand-focused needs · Effectively managing and coaching the Partner sales teams in closing IFS opportunities · Participating in efforts to establish and refine global partner programs, policies, procedures, and approaches

Requirements

At least 5 years of experience working at a large, global consulting firm, in a client-facing or sales role; or at least 5 years of experience managing GSI partnership sales for a technology company
Experience holding and overachieving annual sales quota
Experience building, growing, and managing trusted customer and/or Partner relationships
Excellent communications skills with the ability to produce high-quality verbal and written materials
Experience working with enterprise technology providers
Ability to pitch IFS products, differentiators, and strategies to partners
Ability to establish and manage trusted relationships with senior business leaders
Strong Business Acumen
Strong commercial/sales business development background and expertise
A solid knowledge of marketing programs, events, and promotions, joint customer engagement with Partners
Collaborating with and influencing various stakeholders in a matrixed environment
Hands-on, self-directed professional who plans, prepares and executes professionally
Meet targets and goals with limited supervision and with limited resources, within a matrixed organization
Projecting executive presence sufficient to interact and influence, C-Suite
High levels of energy, passion, and initiative
Residence location in the USA

Responsibilities

Building key relationships with Partner executives (Partner teams, Industry-specific Consulting Leaders, Sales Leaders, Practice Leaders, etc.) to produce a high level of reliance and drive revenue growth
Developing and executing the strategy and annual business plan for the partnership
Ensuring Partners are enabled to successfully sell and deliver services to existing and prospective customers sell and deliver services to existing and prospective customers
Collaborating with partners to identify and prosecute joint sales opportunities
Planning and promoting growth of the partner’s certified resource pool and related Practice build
Evangelizing IFS within the Partner
Evangelizing the Partner within IFS
Conducting revenue forecasts for partner-directed transactions
Engaging with sales executives and directors to drive IFS revenue
Developing a deep comprehension of the partner’s services demand, capacity and related capabilities
Engaging and coaching Pre-Sales and Sales Teams on identifying opportunities that are aligned to the business plan and strategy
Developing and executing joint sales and marketing campaigns with Partners that increase brand awareness and drive incremental revenue to the organization
Developing and owning relationship maps, ensuring related cadences are successfully executed
Developing and managing Partner relationships that produce meaningful outcomes for IFS, the Partner, and customers
Gaining sales intelligence from the Partner for joint accounts and opportunities to improve positioning within pursuits
Source new directs and opportunities from the Partner to build a strong pipeline
Performing ongoing business planning, QBRs and business review cycles
Actively driving Partner engagement in promoting of customer opportunity pursuits
Identifying new business and revenue opportunities for IFS and the Partner via demand generation plans and activities
Coordinating regularly scheduled Partner Status Meetings
Forecasting pipeline status and revenue from partners on a weekly, monthly, quarterly and annual basis
Overseeing related Training and Certification programs
Develop and manage the IFS and Partner’s annual business plan
Serving as the primary Point of Contact for day-to-day business needs between IFS NA and the Partner
Negotiating, securing, and managing Partner contracts and all other related needs of the relationship
Develop extensive knowledge of the Partner’s organization, market position, and capabilities to articulate the joint value proposition of the Partnership
Joint Partner strategy and business plan development
Coaching and guiding Partners to develop, grow and operate an IFS-focused business.
Personal contact with each managed Partner, delivering proper Partner resources, and being the conduit for user-friendly relationships with the Partner
Linking the right resources to grow the Partner’s impact to IFS
Maintaining visibility into the Partners’ IFS pipeline and delivering resources needed to assist them with moving the sales and deployment opportunities to close
Coordinating activities within IFS to drive successful Partner sales and delivery outcomes while ensuring customer satisfaction
Collaborating with the Partner to develop innovative solutions leveraging IFS technology
Implementing global IFS policies and procedures to ensure profitable growth
Developing Partners to promote IFS priorities and demand-focused needs
Effectively managing and coaching the Partner sales teams in closing IFS opportunities
Participating in efforts to establish and refine global partner programs, policies, procedures, and approaches