Offer summary

Qualifications:

Bachelor's Degree in Business or a similar field, or equivalent experience., 10-12 years of industry experience in professional services, SaaS, ERP, CRM, or a related field., Strong knowledge of Salesforce and the Salesforce Services Partner ecosystem., Excellent communication, presentation, and time management skills..

Key responsabilities:

Build and execute go-to-market plans with Salesforce and Services Partners in the EMEA region.

Lead and mentor partners to develop joint initiatives that drive opportunity pipelines.

Develop pipeline generation plans and collaborate with marketing teams to generate demand.

Establish and deepen relationships with Certinia's senior leadership and partner executives.

Job description

Description

Channel Manager, EMEA

Remote U.K.

WHO WE ARE

Certinia (formerly FinancialForce) delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company's Professional Services Automation (PSA), Customer Success, and ERP solutions—delivered on a leading cloud platform—provide services businesses with the intelligence and agility to deliver high-quality services, elevate customer experiences, and accelerate growth. Headquartered in Austin, Texas, with offices worldwide, Certinia is backed by Haveli Investments, TA Associates, and Salesforce Ventures. For more information, visit www.certinia.com.

THE ROLE

As the Channel Manager, you will be responsible for driving growth and execution of Certinia’s strategic alliance with Salesforce and our key Services Partners across strategic territories in EMEA. The focus is both broad and deep, ranging from technology innovation, customer-focused thought leadership, relationship alignment amongst internal and external senior executives, business goal setting, and go-to-market execution with field sales teams. Ultimately, you will drive an incremental opportunity pipeline and revenue across the region. As part of this role, you will be part of a dedicated partner sales manager team, reporting to the RVP, Partner Alliances & Channels EMEA region.

This is a highly visible role that represents the opportunity to significantly contribute to Certinia’s growth and momentum through our partnership with Salesforce and key Service Partners.

WHAT YOU WILL DO IN THIS ROLE

Build, own, and execute the strategy and go-to-market plans between Certinia and Salesforce and our Services Partners for our focused customer segments, products, and industries across named territories in the EMEA region
Lead and mentor our partners in the development of joint initiatives that drive partner-sourced opportunity pipeline in specific product, industry, and segment areas so as to attain assigned targets
Develop and operationalize pipeline generation plans with Salesforce and our key Services Partners; engage Certinia and partners’ marketing teams to generate sales pipeline, thought leadership, and prospect demand
Drive maximum incremental growth from our alliance partnerships to drive competitive advantage and Certinia bookings; manage and measure pipeline/bookings to hit and exceed targets
Own efforts to establish and deepen relationships between Certinia senior executive leadership team members and their Services Partners and Salesforce peers
Own the plan for enablement on Certinia offerings and solutions, including updates, to the partner field teams
Actively collaborate with and share best practices with other Certinia partner team members in North America and APAC regions
Identify and champion opportunities to scale efficiencies and new ways of working across multiple projects and internal teams

WHAT YOU NEED TO BE SUCCESSFUL IN THIS ROLE

Strong knowledge of and network within Salesforce and the Salesforce Services Partner ecosystem
Experience in building GTM plans and measuring execution progress against plans/goals
Excellent communication and presentation skills, with the ability to positively influence
Strong time management and prioritization skills in a fast-paced environment
Influence and facilitate the creation of long-term relationships that add value to the partnership with Salesforce
10-12 years of industry experience in professional services, SaaS, ERP, CRM or similar field, including experience with enterprise-level customers
Direct sales/business development experience with strong solution-selling knowledge
Proven ability to identify new high-potential joint initiatives with Salesforce, initiatives that will generate new sales opportunities in a programmatic, repeatable manner
Strong foundation of enablement/training, understanding of pipeline development, use of a pipeline development tool or similar
Strong time management skills, good problem-solving skills, and the ability to prioritize your workload along with resourcefulness in getting over problems and establishing clarity
Excellent verbal and written communication skills, including creating executive briefing documents and presentations
Driven, self-motivated, and always looking for ways to continuously optimize our approach and execution
Bachelor's Degree in Business or similar field; or equivalent combination of education and experience.

WHAT ELSE WOULD BE GREAT

5-7 years sales experience with strong solution selling experience
Experience working as a consultant/sales professional earlier in career
PSA or Customer Success domain knowledge
Proficiency in Google Suite (Gmail, Google calendar, docs, sheets, slides).

Certinia is an affirmative action and equal opportunity employer. As an equal opportunity employer, Certinia does not discriminate against any applicant or employee based on race, color, sex, sexual orientation, gender identity, marital status, religion, national origin, ancestry, age, disability, military or veteran status, genetic information or any other basis protected by applicable federal, state, or local laws. Certinia also has an accommodation process to reasonably accommodate applicants and employees with disabilities. For more information or if you have a need, contact [email protected]. If applicable under the San Francisco Fair Chance Ordinance or any other applicable federal, state, or local law, Certinia considers qualified applicants with arrest and conviction records for employment.

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