Channel Partner Manager (GSI & Alliances)
New
US - Eastern - Remote; UK - RemoteFull-TimeManager
Salary not disclosed
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Job Details
- Experience
- 5+ years
- Required Skills
- Business Development
Requirements
- 5+ years of demonstrated success in B2B tech channel sales, software solution management, or working with Value-Added Resellers (VARs) and tier-1 partners.
- Proven track record of exceeding quotas.
- Ability to build an operational partner architecture that anticipates global business challenges 12-24 months out.
- Outstanding written, verbal, and interpersonal communication skills.
- Proven experience planning and managing a systematic approach to demand generation, co-marketing initiatives, and joint pipeline development loops.
- Demonstrated capacity to pivot roles including program manager, technical business analyst, or business development lead.
- Proactive and innovative mindset to drive divisional pipeline priorities through sales programs and strategic alliances.
Responsibilities
- Design and execute the global co-sell and commercialization roadmap for designated cloud marketplace and system integrator ecosystems.
- Lead and execute an annual and quarterly business planning process using a strategic planning model to identify key go-to-market strategies and clear revenue metrics.
- Provide regular, high-integrity weekly forecasts of partner sales within your designated region, maintaining a real-time, updated view of partner pipelines, deal flow, and historical metrics.
- Structure, negotiate, and execute complex Cloud Partner Private Offers (CPPOs) and multi-party enterprise transaction models to close new accounts and expand existing partner revenues.
- Design and lead joint programs with Sonatype partners to generate net-new business in existing enterprise footprints and break into untapped vertical markets.
- Build, maintain, and scale the partner sales enablement framework, utilizing internal tools to track partner certification progress, tier achievements, and training status.
- Collaborate with Global teams to ensure all upcoming and newly launched products have appropriate partner-facing go-to-market enablement tools, communications, and marketing collaterals.
- Conduct continuous recruitment, validation, and performance assessment of partners against defined tier requirements and regional corporate growth objectives.
- Partner closely with Sales, Marketing, Product, Solution Engineering, and Customer Success teams to orchestrate successful cross-functional joint campaigns.
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