Channel Partner Sales Manager

5 - 7 years experience  •  Software

Salary depends on experience
Posted on 11/16/17
Denver, CO
5 - 7 years experience
Software
Salary depends on experience
Posted on 11/16/17

Vendavo Overview:

Vendavo is the leading provider of CPQ and price optimization solutions for B2B companies worldwide.  Vendavo solutions (On-premise, Mobile and SaaS) include comprehensive pricing analysis, optimization, price setting, and deal execution capabilities that help companies improve profits through the art ofscience and big data.  Leading companies across chemicals, high-tech, industrial manufacturing, and distribution industries leverage Vendavo solutions todrive higher profits.  We’re making a difference in business, and we’re looking for energetic, experienced, and talented professionals to grow our team. If you are someone who is driven to make a global impact and believes in a culture of mutual respect, then you need to join us here at Vendavo!

Position Overview:

The Channel Partner Sales Manager is responsible for bolstering our sales efforts by managing, training and supporting key niche advisory and software partners. You will report directly into the VP of Business Development.  As a Channel Partner Sales Manager, you will own the responsibility ofhelping develop Vendavo’s channel partner eco-system. You will be a strategic thinker with a focus on driving revenue (“sell with” and “sell through”) across enterprise business and have a “problem-solving” mindset. You will be responsible for the overall success of the partnerships including enablement, GTM initiatives, and sales opportunities. You will collaborate with Sales, Marketing, and Product Management and will be the focal point for niche advisory and software partners.

As the Channel Partner Sales Manager, you will:

  • Work closely with the Sales leadership team to establish and execute against a channel strategy.
  • Create key performance metrics for channel partners and evaluate their performance against those metrics by creating robust tracking processes.
  • Establish productive, professional relationships with key channel partners.
  • Provide ongoing training and coaching to channel partners to ensure sales excellence and product knowledge.
  • Meet assigned growth targets for profitable sales volume and strategic objectives in assigned channels.
  • Work closely with Marketing to create sales and marketing collateral and tools for channel partners.
  • Communicate clearly the progress of monthly/quarterly initiatives to internal stakeholders
  • Forecast and track key channel partner metrics
  • Identify, recruit and operationalize new Partner organizations to expand Vendavo’s indirect sales reach.
  • Build a Partner business plan with quantified goals and milestones to achieve Partner sourced revenue metrics.
    • Develop a comprehensive Partner map, outlining current Partner capabilities, and gaps.
    • Work with internal and Partner stakeholders to enable sales and technical cross training of Vendavo’s solutions.
    • Work with respective field teams on demand gen initiatives and campaigns.
    • Manage Partners to agreed sales goals.
    • Drive regular business reviews between Vendavo and our Partners.

What you need to be successful in this role:

 

  • 5-7 years of experience in B2B sales, channel partnership management, and sales coaching experience.
  • Minimum 5+ years’ in Software Enterprise Sales & Channel combined
    • Experience and a proven track record selling enterprise software or SaaS to Fortune 1,000 companies
    • Experience developing a partner ecosystem within a SaaS model.
    • Understanding of Cloud Infrastructure ecosystem is highly preferred
  • Demonstrated ability to think and plan strategically
  • Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization, including executive and C-level
  • Excellent communication and cross-functional teamwork skills (product management, support, sales and senior management)
  • Proven ability to manage multiple projects at a time while managing details
  • Excellent listening, negotiation and presentation skills; Excellent verbal and written communication skills
  • Expertise with Salesforce.com, MS Dynamics and SAP
  • Demonstrable ability to understand, develop and navigate complex sales cycles involving a variety of stakeholders
  • Direct experience creating and executing Partner business plans with both Global and regional sized Partners.
  • Ability to travel 25-50% of the time

What an Ideal Candidate looks like:

  • You are customer-focused.
  • You will take accountability for the results we need to achieve individually and collectively.
  • You make courageous decisions and act with integrity.
  • You execute with a sense of urgency through thoughtful planning and disciplined execution.
  • You execute with a sense of urgency through thoughtful planning and disciplined execution.
  • You operate with transparency with direct, respectful, and open dialogue amongst your peers.

Why you will like working at Vendavo:

  • Nothing’s more exciting than working at a dynamic, high potential, and growing organization
  • Working with a team of highly skilled and driven people with a desire to innovate
  • Super collaborative environment, where every opinion matters
  • Our drive to constantly innovate attracts the best and brightest talent
  • Opportunity to make a difference, excel personally and professionally and have fun!
  • Full Employee Benefits
  • Flexible working hours

Requisition ID1045

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