Position Purpose
The Partner Alliance Manager (PAM) will focus on the acquisition and management of Referral and Reseller partners in their designated market/region, by creating and executing strategic partner business plans to drive new sales opportunities. The PAM role will drive the achievement of global company revenue goals and/or in their regional marketplace; based on the level of experience and knowledge, the position may require certain engagements, including co-selling with partners, business development and account management.
Key Responsibilities
- Proactively engage in the sales process and drive highly qualified opportunities to achieve revenue targets across assigned territory or named partners.
- Establish and manage relationships with new and existing channel partners in order to create new opportunities for these partners and Phocas.
- Proactively drive activities within channel partners that directly result in generation of pipeline and revenue.
- Identify, recruit and onboard new channel partners; provide product and program training for channel partners through webinars and demonstrations of our product offerings.
- Maintain and encourage effective working relationships across Phocas and partner teams to deliver a positive and mutually shared vision.
o Work with partners’ customer account managers to proactively identify opportunities for further growth and/or attrition risk for Phocas products within their customer base.
o Work with Marketing to develop plans that support the partner network and generate deal flow.
o Collaborate with Phocas Account Executives on closing new business generated through partnerships.
o Attend trade shows and other industry events to showcase Phocas products/ solutions
- Regularly review and measure partners progress to ensure they remain profitable and communicate those reviews with partnership and company leaders; reviews may occur monthly and/or quarterly.
- Provide regular reports on KPIs and/or partner strategy. Maintain accurate prospect, customer and pipeline records within our CRM systems.
- Keep up to date and understand competitive products and pricing strategies to ensure Phocas retains and grow market share.
- Stay current with Phocas software, system information, new features/enhancements and product offerings.
Requirements
- Minimum 5 years prior experience working in a Sales, Marketing or Account Management role, ideally with software-based solutions and B2B environment.
- Previous experience of excelling in a channel /partner management role with accounting technology, system integrator and/or ERP partners.
- Track record of over-achieving quota in past positions.
- Experience of concurrently managing multiple partnerships.
- Experience working with CRM systems, such as Salesforce or HubSpot.
- Ability to travel 25-50% of the time (domestic & international travel).
Desirable requirements
- Experience in business intelligence, accounting technology and ERP solutions.
- Prior experience with HubSpot preferred.
- Prior experience selling and/or working within our target markets, such as Manufacturing, Distribution, Retail, Services, etc.
- Financial experience or exposure to, or knowledge of budgets, forecasts, and financial statements (financial planning and analysis)
Qualification/Education Requirements
- Bachelor’s degree in Business/ Sales/ Marketing or equivalent. In lieu of education, equivalent experience required.
- Previous Sales Methodology (SPIN, Challenger, Force, Meddic) training highly desired.
Skills/Attributes
- You love the thrill of the sales.
- You like technology.
- Possess an inquisitive nature to understand the customer’s needs and wants and current situation.
- Strong business acumen and common sense.
- Good interpersonal skills - outgoing and personable.
- Great communication skills - verbal, written, and presentation.
- Ability to work individually as well as part of a team to solve problems and make sales connections in varied environments.
- Adopts a growth mindset and a willingness to embrace new challenges and opportunities to grow
A bit about us:
We’re a business planning and analytics company on a mission to make people feel good about data. We’ve been hard at it for 20 years, helping 2,300 companies turn complex business data into performance boosting results. Despite our global status of 300 world-class humans, we’ve held on to our start-up roots. The result is a workplace that’s fast, exciting and designed for fun.
Whether you want to try out new sales tactics, lead a project, champion wellness, or spend more with the kids, you’ll have our full support. As long as you’re doing what makes you happy, the rest falls into place.
Create your happy place!!
Compensation for the position depends on experience. A fully qualified candidate can expect a salary of between $100,000 and $115,000 with a commission plan
Benefits
- Health Care Plan (Medical, Dental & Vision)
- Retirement Plan (401k, IRA)
- Life Insurance (Basic, Voluntary & AD&D)
- Paid Time Off (Vacation, Sick & Public Holidays)
- Family Leave (Maternity, Paternity)
- Short Term & Long Term Disability
- Training & Development
- Work From Home
- Wellness Resources
- Stock Option Plan
We are a 2024 Circle Back Initiative Employer – we commit to respond to every applicant.
Phocas is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.
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