Руководитель партнерской группы

Регион: МоскваТребуемый опыт работы: Более 6 летПредполагаемый уровень месячного дохода:

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Are you looking to be a part of an exciting and growing busiess
of ERP and CRM solutions? Leading International Company is looking
for an experienced and highly-motivated Sales- and Partner Manager
who will set strategies for the sales business and manage a team of
Specialists Sales Resource and Partner Account Managers.

Role Purpose:

The ERP Sales and Partner Manager role adds value to Company by
leading a well-managed Company sales business resulting in
long-term, predictable revenue growth for the subsidiary. Success
is measured by:

  • Revenue targets that meet or exceed year-end growth projections
    (+/-5%) across and per segment, with both new and existing
  • Growth in new customer adds for both Company ERP and CRM
  • Rolling 4 quarter pipelines that are 2x to 3x revenue targets,
    with +/-5% forecast accuracy/
  • System Integrator and Independent Software Vendor partners
    recruited and activated.
  • Partner Service Plan penetration and renewal rate targets that
    are met or exceeded.
  • Partner satisfaction/

In order to meet these objectives, you will need

  • Develop a comprehensive sales strategy that aligns with the
    overall strategy and the Enterprise, Midmarket and Small Business
    sales strategy, with a particular focus on the key verticals..
  • Develop a comprehensive partner strategy that sets the vision
    and direction for channel partner capacity planning, partner
    segmentation, competitive recruitment/selection,
    activation/engagement, readiness and marketing, and incorporates
    inputs from all areas of the subsidiary business.
  • Provide vision and leadership that drive consistency and
    predictability within the sales- and partner business, enabling
    team members to perform at their best.
  • Develop high-performing teams and team members who are
    considered to be the best solution- and partner sales assets in the
  • Collaborate effectively with Company Leadership Team members
    and drive integration and orchestration of the business across
    segments and business groups.
  • Build Subsidiary-to-Region/Corporate connections.
  • Drive customer and partner reference relationships by ensuring
    high levels of satisfaction.

Key Accountabilities

  • Define the overall strategy for the fiscal year, including
    goals, objectives and success measures.
  • Lead channel partner capacity planning efforts in close
    collaboration with the Leadership Team and the Small &
    Midmarket Sales & Partner Group Lead.
  • Define the budget requirements needed to meet the goals,
    objectives and success measures.
  • Ensure that the strategy is clearly understood by all Partner
    Team members in the subsidiary.
  • Negotiate budget and resource requirements.
  • Ensure the successful implementation of relevant programs and
    initiatives in the subsidiary.
  • Ensure that pipeline/business reviews between PAMs (Partner
    Accounts Managers) and partners are being held.
  • Ensure PAMs qualify, own and drive opportunities to close.
  • Analyze data related to partner pipelines and PQPs (Partner
    Qualified Prospects).
  • Prepare partner data for the Lead’s Mid-Year Reviews and ROB
    meetings (and participate in meetings as needed).
  • Define actions needed to close gaps identified in partner
    revenue goal attainment.
  • Remove barriers that are hindering the success of Partner Team
    members in the subsidiary.
  • Ensure team members receive detailed and timely information on
    new product and services/support offerings.
  • Determine and define yearly commitments for team members.
  • Coach and mentor team members.
  • Identify readiness requirements for Partner Team members and
    ensure barriers to taking part in readiness programs are
  • Take part in pipeline and opportunity/deal reviews with
    subsidiary Leadership Team members.
  • Meet regularly (formally and informally) with subsidiary
    Leadership Team members to ensure that orchestration and
    optimization goals are being met.
  • Meet with partner executives to discuss the status of the
    partnership on a regular basis.

Lead role and responsibility, expectation-setting discussions
with partners.

  • Accompany PAMs on partner visits and partner visits with
  • Organize and facilitate executive meetings between partners and
  • Represent Company/ at partner events.

Key Success Criteria

  • Through-partner revenue targets are met or exceeded.
  • Partner satisfaction as measured by high satisfaction survey
    scores and positive anecdotal feedback from partners.
  • Partner Service Plan penetration rates of 100% for all Tier 1
    and Tier 2 partners in the subsidiary, 60% for all Tier 3 partners
    and 30% for all Tier 4 partners.
  • Partner Service Plan renewal rate of 75% (and Partner Service
    Plan penetration rate of x% in newly recruited/activated
  • The Partner Teams meet or exceed joint partner/Company PSP
    (Partner Solution Plan) commitments (as measured by revenue impact,
    CPE (Customer Partner Experience) awards, partner adoption of the
    Company platform, partner investment in resources, partner
  • The partner capacity plan component of the strategy clearly
    defines the # and type of partners needed to achieve revenue and
    growth targets for the business in the subsidiary.
  • Partner Business Planning (PBP), including PSPs (Partner
    Solution Plans), is completed for 100% of all Tier 1 and Tier 2
  • Year-over-year % increase in WHI (Workgroup Health Index) and
    Manager Feedback (if applicable) scores/ratings, with the Partner
    Team Lead – achieving at or above average scores against the
    Worldwide and/or Regional average.
  • Key partners in the subsidiary rank their partnership with
    Company as 1 of their top 3.

Knowledge, Skills and Experience:

  • Essential Experience
    • 8 to 10 years of through-partner or direct sales management
      experience, leading teams of channel sales professionals, with an
      in-depth understanding of Enterprise and Upper Midmarket
    • Extensive experience leading through-partner or channel sales
      teams who had to rely on a range of internal individuals – direct
      sales, technical specialists, services, support – to achieve their
    • Preference will be given to candidates who can demonstrate
      knowledge of the business drivers within a variety of vertical
      industry markets. (Local Hiring Manager to include specific
      vertical requirements as needed.)
  • Technical /Functional Skills
    • Proven experience with ERP and/or CRM technologies. A general
      understanding of Company technologies and licensing programs would
      be a distinct advantage.
    • An overall passion for sales within a technology environment
      and for the business value it drives.
  • Personal Attributes
    • Highly motivated leader with a mature and positive attitude, a
      passion for managing people, and working with customers and
      partners on driving the sales of Company to meet customers’
      business challenges and opportunities.
    • Strong business and financial acumen are required.
  • Qualifications
    • Degree qualified (bachelor’s degree typically required,
      Master’s/MBA preferred), with 8 to 10 years of proven ERP/CRM
      solution sales leadership experience.
    • Additional direct sales, business development or consulting
      qualifications centered on driving business value through the use
      of technology in multiple industry vertical markets would be
      beneficial. (Local Hiring Manager to include specific vertical
      requirements as needed.)


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