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Partner Sales Manager

Location: Redwood City, CA, USA

Notice

This position is no longer open.

Job Number: 26986

Position Title: Partner Sales Manager III

External Description:

External Description:

The Partner Sales Manager, North America Strategic Partners, identifies and develops key account alliances and relationship programs designed to produce sales opportunities.  Recruits, develops and manages strategic partner alliances/partnerships and opportunity pipelines and ensures the retention, growth and customer satisfaction of accounts.    Evangelizes company products in conjunction with recruiting key alliances/partnerships. Evaluates program trends and provides analysis and recommendations to management. Works toward mutual goals, strategies, and objectives to build awareness and support of overall strategic benefits of the alliance. Provides for financial analyses, long-range forecasting and analysis studies associated with potential alliances/partnerships. Monitors programs 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.  This is a field partner sales role where travel can be up to, and could exceed, 50% of the time. 

Essential Duties & Responsibilities

  • Accountable for building, planning, and managing the business plans for the assigned partner relationships, to include participation in the establishment of revenue targets/objectives.
  • Drives regular quarterly revenue delivery via implementation of partner business plans.
  • Collaborates with Partner Marketing, Partner Sales Operations, and Enablement for partner relationship events, seminars, and enablement activities.
  • Drives Partner Enablement in order to realize Partner-autonomous business results.
  • Provides partner feedback to internal stakeholders for product, systems, and process improvements.
  • Monitors competitor activity in partners and implements strategies to maintain key partner relationships and block competitor advancement.
  • Expert-level functional knowledge in positioning the company's suite of products and services.
  • Timely documentation within CRM / Marketing software of customer contact and activity data is required of this role (e.g. names, titles, contact information, opportunity value, product information, sales stages, probability, business pain, firm-future commitments, etc).
  • At this level, incumbents will have accounts assigned that are typically large regional firms in reach/scope.
  • Incumbents will routinely interact with partner organization counterparts and senior levels within the partner organization, which may include senior executive and/or CXO levels. 

Knowledge & Skills

  • Holds expert-level experience and uses professional concepts and company objectives to resolve complex issues in creative and effective ways.
  • Deep industry knowledge and understanding of a customer’s decision-making process, goals, strategies, and business objectives.
  • Expert-level presentation, customer service, financial/business acumen, and negotiation skills at all levels of customer engagement.
  • Complete, “big-picture” understanding of the business and technical contexts of key accounts.
  • Driven, self-starter who exudes leadership on account set and compels others to get on board.
  • Fully adept at consultative effectiveness and establishing trust with internal and external customers.
  • Advanced knowledge of hybrid deployment of software solutions, Data Warehousing, Database, and/or Business Intelligence software concepts and products.
  • Expert-level industry knowledge and understanding of partner organizations' sales process/objectives and the how to enhance partner sales across the company's product portfolio. 

Education/Experience

  • BA/BS or equivalent educational background is preferred.
  • Minimum 8+ years of relevant professional experience.

• Minimum 10+ years of NA System Integrator alliance management experience.

City: Redwood City

State:

Seniority Level: Mid-Senior Level

Alternative Location(s) : Dallas, TX; Austin, TX; California

Community / Marketing Title: Partner Sales Manager

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: Redwood City, California US

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