2+ years of sales experience with AWS Services and Marketplace
Strong understanding of sales processes, including forecasting and negotiations
Proven success in executing large, complex partner-led deals
Understanding of financial modeling for deal development
Bachelor's degree from an accredited institution, preferably in Program and Project Management
Willingness to travel up to 30% of the time
Responsibilities
Establish and manage relationships within the NiCE Actimize partner ecosystem to drive strategic initiatives
Develop joint business opportunities and execute growth programs for the ecosystem
Collaborate with Partner and Alliance Leaders on partnership growth initiatives
Build and manage ongoing relationships with partner executives and sales teams
Lead training and enablement for partners on NiCE Actimize products and services
Manage partner sales activities, including pipeline generation and management
Engage with clients to establish use cases and quantify value
Benefits
Opportunity to work in a fast-paced, dynamic environment
Engagement with leading global partners and clients
Access to innovative technology solutions in financial crime and compliance
Professional development opportunities in sales and partnership management
Collaborative work culture with cross-functional teams
Full Job Description
So, What's the role all about?
This Partners Sales Manager role is responsible for developing and scaling our strategic partner relationships with Global System Integrators, Resellers, Value Added Resellers, Delivery Partners and Alliance Partners. This person will assist in building out new partner recruitment strategies, programs and the supporting infrastructure along with coordinate cross-functional resources to ensure alignment of partner activities with the strategies that exist within NiCE Actimize channel organization. To thrive in this role, this individual must be able to establish deep relationships with resources both internally and within the partner. The ideal candidate must feel comfortable working in a fast-paced environment with limited structure.
How will you make an impact?
Establish and manage relationships inside NiCE Actimize partner ecosystem to drive strategic initiatives that deliver profitable revenue growth, innovation, and market expansion
Develop joint business opportunities and execute development programs for ecosystem growth
Collaborate with and support NiCE Actimize Partner and Alliance Leaders on their partnership growth initiatives
Effectively build and manage ongoing relationships with partner executives, sales and client account teams
Lead the orchestration of training and enablement for partners on NiCE Actimize company products, services, and Go-To Market
Build and manage relationships with NiCE Actimize sales teams, ensuring they understand the value of your partners and how we jointly GTM
Lead efforts to scale our partner sales activities, including pipeline generation and management
Provide overlay sales support on partner co-pursuits
Engage with clients onsite to establish various use cases and quantify the value behind them.
Hold in-depth, value-oriented conversations with government agency leadership, architects, and line-of-business users
Identify NiCE Actimize pipeline opportunities that are ideal candidates to be put through NiCE Actimize's AWS Marketplace then manage and assist in tracking and forecasting those opportunities in the Marketplace
Work collaboratively with NiCE Actimize Customer Success Managers on issues and escalations that involve Partners, by coordinating necessary communication and escalation directly with the Partner to resolve the issue
Business Growth and Operational Efficiency
Develop and improve processes to drive greater sales efficiency by aligning with other functions (marketing, sales engineering, legal) to reduce cost and remove delays.
Produce a framework to measure sales productivity to help management make informed decisions around hiring and budgeting
Understand the overall sales process and details of each stage to be a trusted advisor and provide insight and strategies to increase win rates, productivity, and profitability of sales through the opportunity process
Own and manage the partner pipeline within your assigned territory, ensuring that partners are actively progressing opportunities toward closure with NiCE Actimize Field Sales in alignment with mutually agreed timelines
Collaborate with NiCE Actimize Field Sales and Partners to accurately forecast Partner led deals
Proactively surface and resolve Partner led deal blockers, both in resell and delivery motions for committed opportunities in the quarter. Partner closely with NiCE Actimize field sales teams to develop and execute effective close plans that ensure Partner led timely deal completion
Collaborate with partners to develop and execute joint go-to-market (GTM) plans, tailored to business objectives and regional market dynamics. Plans should include clear deliverables for execution on a quarterly and semi-annual basis
Serve as a strategic internal advocate for your partners within NiCE Actimize. Ensure that field sales teams fully understand the unique capabilities and geographic strengths your partners bring to joint sales motions and opportunity development
Have you got what it takes?
10+ years of technology sales experience
5+ Years working with partner channel sales
2+ years sales experience with AWS Services and Marketplace
Comfortable with sales process including forecasting and working through deal negotiations
5+ Experience working with channel partners.
Proven success in executing large, complex deals led by Partners in collaboration with Corporate field Sales teams
Understanding of fundamental financial modeling for deal development and negotiation
A. / B.S. from an accredited college; preference for Program and Project Management,
Travel up to 30% of the time
You will have an advantage if you also have;
Graduate degree
AWS Sales or Technical Certification
Sales experience selling through AWS Marketplace
Channel experience with a Software SaaS provider in a Partner Sales or Development Role
Comfortable presenting on stage and to executive leadership teams
About NiCE Actimize:
NiCE Actimize is the largest and broadest provider of financial crime, risk and compliance solutions for regional and global financial institutions, as well as government regulators. Consistently ranked as number one in the space, NiCE Actimize experts apply innovative technology to protect institutions and safeguard consumers' and investors' assets by identifying financial crime, preventing fraud and providing regulatory compliance.
About NICE Ltd.
NICE Ltd. is an Israel-based company, specializing in telephone voice recording, data security, surveillance, and Robotic Process Automation as well as systems that analyze recorded data.
The company serves various industries, such as financial services, telecommunications, healthcare, outsourcers, retail, media, travel, service providers, and utilities.
The primary listing of the company's shares is on the Tel Aviv Stock Exchange; where it is part of the TA-35 Index.
Barak Eilam became CEO in April 2014, replacing Zeevi Bregman. Eilam previously headed the company's Americas division. As of November, 2020 the company had ~6,800 employees.
NICE was founded in 1986 as Neptune Intelligence Computer Engineering by 7 Israeli former army colleagues. The company initially focused on developing technology for security and defense applications, but soon refocused their efforts on civilian applications, mainly for contact center, financial services and business intelligence markets.
