Partner Alliance Manager

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Requirements:

• Minimum 5 years prior experience working in a Sales, Marketing or Account Management role, ideally with software-based solutions and B2B environment.
• Previous experience of excelling in a channel /partner management role with accounting technology, system integrator and/or ERP partners.
• Track record of over-achieving quota in past positions.
• Experience of concurrently managing multiple partnerships.
• Experience working with CRM systems, such as Salesforce or HubSpot.
• Ability to travel 25-50% of the time (domestic & international travel).
• Experience in business intelligence, accounting technology and ERP solutions is desirable.
• Prior experience with HubSpot preferred.
• Prior experience selling and/or working within our target markets, such as Manufacturing, Distribution, Retail, Services, etc.
• Financial experience or exposure to, or knowledge of budgets, forecasts, and financial statements (financial planning and analysis).
• Bachelor's degree in Business/ Sales/ Marketing or equivalent. In lieu of education, equivalent experience required.
• Previous Sales Methodology (SPIN, Challenger, Force, Meddic) training highly desired.

Responsibilities:

• Proactively engage in the sales process and drive highly qualified opportunities to achieve revenue targets across assigned territory or named partners.
• Establish and manage relationships with new and existing channel partners in order to create new opportunities for these partners and Phocas.
• Proactively drive activities within channel partners that directly result in generation of pipeline and revenue.
• Identify, recruit and onboard new channel partners; provide product and program training for channel partners through webinars and demonstrations of our product offerings.
• Maintain and encourage effective working relationships across Phocas and partner teams to deliver a positive and mutually shared vision.
• Work with partners' customer account managers to proactively identify opportunities for further growth and/or attrition risk for Phocas products within their customer base.
• Work with Marketing to develop plans that support the partner network and generate deal flow.
• Collaborate with Phocas Account Executives on closing new business generated through partnerships.
• Attend trade shows and other industry events to showcase Phocas products/ solutions.
• Regularly review and measure partners progress to ensure they remain profitable and communicate those reviews with partnership and company leaders; reviews may occur monthly and/or quarterly.
• Provide regular reports on KPIs and/or partner strategy. Maintain accurate prospect, customer and pipeline records within our CRM systems.
• Keep up to date and understand competitive products and pricing strategies to ensure Phocas retains and grow market share.
• Stay current with Phocas software, system information, new features/enhancements and product offerings.