Job Description

Partner Manager - Global Channel Partners

As Partner Manager for Global Channel Partners you will be accountable for driving revenue - both through and with the Signifi's Channel Partner ecosystem - and for further developing our existing partnerships and prioritizing the selection of new partnerships. In the role, you'll have tremendous impact throughout Signifi but you'll be responsible for building-out, managing and scaling an ecosystem of vertical-specific Value Added Resellers (VARs) and Pass-through Resellers, which includes an emphasis on the following Verticals:

· Enterprise / Commercial Accounts

· Retail Accounts

· Public Sector Accounts including the US Federal Government

You'll also be responsible for:

· Developing partnerships with Minority Women-owned Businesses (MWBE) VARs to support diversity spend requirements of the US Public Sector, US Federal Contractors and US Enterprise Accounts.

· Identifying new local / regional / global Partners to extend our global footprint.

· Co-developing / implementing RTM strategies & tactics for the Global Alliance Partners, especially with regards to indirect procurement requirements.

This is a key relationship-centric role that will enable YoY revenue growth through strategic channel activities including Channel Partner Acquisition, Channel Partner Management and Channel Partner Enablement - especially by ensuring the sales multiplier effect is achieved through our Channel Partners. The Global Alliance Partners will be managed by your colleague.

You will have the unique opportunity to liaise across every level of the company - R&D, Product Development, Finance, Marketing and Support - and it's critical that you bring an entrepreneurial spirit so you are able to thrive in this type of environment. You will also be responsible for ensuring the right level of focus on different Channel Partners and Signifi products, developing/maintaining these strategic partnerships, ensuring that our GTM/RTM strategy is translated into operational / executable plans and then delivered in close collaboration with Sales.

Job Description:

· Must be a creative problem solver that has strong business, sales and planning acumen as well as a strong relationship management skills to drive Indirect Sales through Channel Partners. You will also have the opportunity to identify/develop new Channel Partnerships so you'll need to be self-reliant and results oriented, and have a track record of building credibility and delivering results.

· In this role:

o You will help drive the Channel Partner ecosystem business, focused on driving strategy, bringing partners to the table to develop deep relationships and then working with the Partner Manager for Global Alliances and Direct Sales Teams to formalize processes and drive enablement / engagement using a scalable, repeatable process.

o You will have direct influenceon the global RTM strategy via Local / Regional / Global Distribution Partnerships.

o You will help drive the Channel Partner ecosystem business, focused on driving strategy, bringing partners to the tableto develop deep relationships and then working with the Channel Partner Manager & Direct Sales Teams to formalize processes and drive enablement / engagement using a scalable, repeatable process.

o You will sustainChannel Partner enablement. Identify enablement needs for partners in the field and coordinate the internal resources to enable and activate partner sales reps in the field.

o You will drive strategic Channel Partner engagement. Identifies and aligns the right partners to the right customer opportunities with the right solutions. Coordinates and aligns partner activity with the Direct Sales Team. Includes conflict resolution, and engagement through partner events and activities.

o You will drive engagement with the Channel Partners. Drives awareness of the channel strategy, partner programand partner value. Coordinates and aligns partner activity in alignment with the account plans for the Direct Sales Teams. Includes active participation in field forecast reviews, team meetings and quarterly business reviews.

o You will collaborate with Channel Partners and Direct Sales Teams on Joint-Account Planning. This includes weekly forecasting, deal identification/verification, deal action plans and deal follow-up (i.e., deal hygiene).

o You will create/continually refine GTM Plans for the Channel Partners and collaborate with the Sales & MarketingTeams to develop differentiated MARCOM. Will translate the global GTM Strategy into executable localized/regionalized plans and then deliver against those objectives.

o You will createdifferentiated win strategies and value propositions for the Channel Partners and their Customers, and if needed, assist the Channel Partner in closing deals or crafting proposals.

o You will develop/implement/manage the Sales Acceleration Programs for the Channel Partners such as Deal Registration, Tiered Discounting, MDF/Rebates/SPIFFs.

– Analyze partner data to identify trends and opportunities to optimize the Sales Acceleration Programs

– Identify, validate, and implement new RTM opportunities.

– Manage reporting for internal stakeholders.

o You will identify key deals, manage pipeline events and strategically invest partner development funds to drive pipeline.

o You will develop/manage a framework for Channel Partner Accreditation/Certification, Partner Training, Partner Portal, etc.

o You will plan, coordinate, and participate in onsite events with our Channel Partners.

o You will establish Channel Partner QBRs and then drive action plans against their performance. In addition, you need to provide an analysis/report to Management with recommendations/plans and support any reporting requirements of the Alliance Partners

· You will work with Internal Stakeholders to build, deploy and operationalize the tools and systems for deal registration & teaming, deal management, proposal management, forecasting, reporting, & etc.

· At present This position will not have any direct reports.

Requirements:

· Previousexperience building a partner technology ecosystem and driving results through Channel Partners / VARs.

· Musthave experience working with Value Added Resellers (VARs), Pass-through Resellers and MWBE VARs.

· Must have experiencein the following Verticals:

o Enterprise / Commercial Accounts

o Public Sector Accounts

o US Federal Government

· Must understand all relevant selling motions (direct vs indirect and sell-to vs sell-through vs sell-with), including those where a VAR may sell into an Alliance Partner that is providing an IT Outsourcing Service to the Client.

· Must have strong internal stakeholder management skills.

· Mustunderstand how to financially architect new offerings such as a Managed Service or "as a Service" offering, especially to incent the Channel Partners to drive sales.

· Must have experience creating / integrating Sales Acceleration Programs for the Channel Partners. This includes joint-Account Planning, Targeted Selling and Forecasting.

· Must understand the Sales Acceleration Programs that are specific to other Channel Partners (Value-added Resellers) such as Partner MDF/Rebates/SPIFF, Partner Accreditation/Certification, Partner Training, Partner Portal, etc.

· Industry knowledge and experience with selling IT Managed Services, IT Asset Management (ITAM), IT Service Management (ITSM) Platforms or IT Operations Management.

· You must have exceptional relationship skills, be effective at building credibility with Alliance Partners and delivering results through influence - as the role requires meeting / presenting to the Alliance Partners, both locally and globally.

Success will be measured:

· Short-term (30-60 days):

o Partner dialogue. Initiating discussions with selected Partner(s) to identify needs and develop a framework to support.

o Tools/systems/process. Help develop plan for new or enhanced tools/systems/process with the Sales Operations Manager.

· Medium-term (90-180 days):

o Implement framework for selected Partner(s). Refine/adjust and implement improvements.

o Tools/systems/process. Help implement new or enhanced tools/systems/process (i.e., project-oriented results) with the Sales Operations Manager.

· Long-term (+180 days):

o Revenue generation

o YoY growth through the Channel Partners. [CB2]

Background:

At the heart of Signifi's performance is our unique direct business mode. "Direct" refers to Signifi's relationship with the Client - there are no intermediaries adding unnecessary cost or diminishing Signifi's understanding of the Client's needs and expectations. However, we now recognize the criticality of developing and maintaining strong relationships with Global Alliances and Channel Partners, and are now committed to building out an organization that will accelerate sales through the global reach of our Partners and their relationships with their Clients. This new organization will drive Indirect Sales through Global Alliances and Channel Partners across three Sales Verticals while our RTM Partnerships will enable Signifi to align with the needs of our partners and to deliver the best solution to the customer.

· Global Alliances

o Technology Partners (i.e., ITSM Partners such as Atlassian, BMC Remedy, Ivanti, ServiceNow, etc)

o IT Managed Service & IT Outsourcing Partners (e.g., Atos, Accenture, DXC, IBM, Unisys, HCL, NTT, Tata, etc)

o Public Sector / US Federal IT Contractors / System Integrators (e.g., Accenture, Dell, CACI, General Dynamics, etc)

o OEM Alliances (i.e., Clients/Partners that rely on Signifi to manufacture and deliver collaborative turnkey solutions)

· Channel Partners

o Value Added Resellers (VARs)

o Minority Women-owned Businesses (MWBE) VARs

o Pass-through Resellers

· Sales Verticals

o Enterprise / Commercial Accounts

o Retail Accounts

o Public Sector Accounts (including the US Federal Government)

· RTM Partners

o Distribution Partnerships (e.g., TD Synnex, Exertis, etc)

o 3PL/4PL Partnerships (e.g., DCC, DHL, TecEX/VatIT, etc)

[CB1]Note: At first, the Partner Manager for Global Alliances and the Partner Manager for Channel Partners may need to be a singular role.

[CB2]Draft, Need to ID performance metrics.

Job Types: Full-time, Permanent

Schedule:

• Monday to Friday

Work Location: In person

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