Senior Manager, NA Partner Sales

Job Number: 25406

Position Title: Senior Manager, Partner Alliances

External Description:

Senior Manager, NA Partner Alliances

Job Summary

The Senior Manager, North America Partner Alliances manages the identification, creation, and management of key-account/business relationships with select companies to develop solutions and/or create complementary products/services to produce sales opportunities for the company.  In this role, the incumbent manages individual contributor Partner Sales representatives within the organization.  Defines mutual goals and objectives and builds awareness and support of overall strategic benefits of the alliance.  Evangelizes company products in conjunction with recruiting key alliances/partnerships.   Provides for financial analyses, long-range forecasting and analysis studies associated with potential alliances/partnerships. Establishes metrics to assess the sales impact of the solution(s) in the marketplace and the overall success of the alliance. Monitors competitor activity in accounts and implements strategies to maintain account ownership and block competitor advancement.  Selects, develops, and evaluates personnel to ensure the efficient operation of the function.  Drives the evolution of the NA partner ecosystem by expanding our commercial reach, opening new markets and ultimately driving channel revenue.   Grows existing partner revenue and works to expand the network of resellers.  Promotes the company's partner strategy with select Regional Systems Integrators, born in Cloud partners, delivery partners/OEMs, and Value Added Reseller channels.

ESSENTIAL DUTIES & RESPONSIBILITIES

• Delivery is performed through direct report senior level individual contributor staff.
• Drive revenue growth for channel business primarily via Value Added Resellers and Systems Integrators, as assigned to the team managed.
• Champion the company's Partner Program internally and externally in order to drive new partner recruitment and support existing partners to execute marketing campaigns, build skills, and grow sales pipeline.
• Holds self and team accountable for applicable timely documentation within CRM / Marketing software of customer contact and activity data (e.g. names, titles, contact information, opportunity value, product information, sales stages, probability, business pain, firm-future commitments, etc.).
• Grow a diverse and meaningful partner sales team.
• Forecast results and opportunities, with experienced accuracy, as well as providing opinion and input to senior partner sales leaders in the quantitative and qualitative aspects for strategic direction.
• Be engaged in large-scale, strategic deals within managed area that benefit the company's partners and customers.
• Build revenue plans with partners and roll up forecasts, in coordination with company sales leadership.
• Provide consultative input to VP, NA Channel Sales with regards to channel operations improvements and partner program improvements.

KNOWLEDGE & SKILLS

• Uses strong leadership in collaboration and prioritization to manage and influence operations in the sales team.
• Delivers upon and drives strategic initiatives in the functional area, as well as influencing across the organization.
• Deep industry knowledge and understanding of a partner's decision-making process, goals, strategies, and business objectives.
• Fully adept at presentations, financial acumen, negotiation, executive presence, and mentoring/coaching.
• Independently determines approach to managing team and daily operations.
• Motivating, positive presence and the ability to lead and compel others to achieve objectives.
• Builds effective team(s) through the development of staff, both individually and as a team.
• Excels at motivating an indirect sales team under aggressive growth targets via systematic approach and via natural, lead-by-example instincts.

EDUCATION & EXPERIENCE

• BA/BS or equivalent educational background is preferred.
• Minimum 12+ years of relevant professional experience.

City: Austin

State:

Seniority Level: Mid-Senior Level

Alternative Location(s) : Redwood City

Community / Marketing Title: Senior Manager, NA Partner Sales

Remote LinkedIn Hashtag:

LinkedIN Hashtag: LI-YK1

Company Profile:

EEO Employer Verbiage:

At Informatica we know diversity drives innovation. We are proud to be an Equal Opportunity Employer dedicated to maintaining a work environment free from discrimination, one where all employees are treated with dignity and respect. All qualified applicants will receive consideration for employment without regard to race, color, gender, sex, sexual orientation, marital status, religion, age, disability, gender identity, veteran status or any other characteristic protected by applicable law and Informatica policy.

Travel Requirement: Up to 50%

Location_formattedLocationLong: Austin, Texas US