Partner Success Manager

What are we looking for?

A Partner Success Manager with a green belt in badassery.

Where are we looking?

This is a remote position, but must be U.S. based.

What type of job is this?

Fulltime. And then some. (hey, we’re a startup!)

Who would you report to?

Our Director of Partner Development. She has a black belt in badassery.

What you should bring to the table (our minimum requirements)

• 5+ years of experience in client success, consulting, sales management, sales training, or similar roles – ideally within the technology integration, trades, SaaS, or professional services industries;

• Demonstrated success in working directly with ownersoperators of small to midsized businesses;

• The ability to lead organizational change (i.e. change management) with the precision and agility of a kung fu fighter – while skillfully navigating the emotional and complex terrain that comes with it.

• An intimate understanding of sales processes, service operations, team dynamics, and customer support systems.

• The willingness to iterate quickly and often each of our Partners (B2B customers) is different, with varying needs and dynamics. You, therefore, need to be comfortable modifying your style and approach to leverage the best outcome for each Partner;

• The ability to make informed, independent decisions about how to juggle multiple projects and priorities (you’ll have a lot of Partners competing for your time and attention);

• The ability to improvise in front of complete strangers;

• The ability to navigate ambiguous situations and circumstances;

• A rabid, borderline freakish ability to understand and interpret human emotions and motivations;

• The ability to drive impactful and proactive communication;

• The ability and willingness to use both soft and hard persuasive strategies;

• The ability to virtuallyremotely develop meaningful rapport and relationships (with up to 15% domestic travel for inperson face time with Partners);

• A systematic and organized approach to your work;

• A confident, polished presence;

• The ability to shift seamlessly between meetingscollaborative sessions and periods of focused, independent work;

• A willingness to voice your opinion and engage in thoughtful internal debates may the best idea win! Check your ego at the door;

• A reliable work ethic and focus on delivering results, whatever it takes; and,

• A strong desire to be a team player we are all in this together.

• What will really get our attention (our nicetohaves)

  • If you have a working knowledge of the customintegration (CEDIA) industry, as an integrator andor as a vendor to integrators;

  • If you can demonstrate solid experience consulting with business owners and management stakeholders in small to midsized businesses within a trades industry;

  • If you have deep Account Management experience;

  • If you can demonstrate significant Change Management experience;

  • If you have experience working in a startup environment; or,

  • If you can rock a catwalk hotter than Hansel.
    

  • What we bring to the table

    • A team of aces willing to do anything for each other;

    • Competitive salary;

    • 100% companypaid medical insurance premiums;

    • Eligibility for dental, vision, shortterm disability, and life insurance;

    • Flexible time off policy;

    • Employee funded 401K plan; and,

    • • Remote workfriendlywe’re a fully distributed team;
        

      • What would a typical day look like?

        An analogy we use to describe your role is that of a football quarterback the person on the field who organizes everyone on the team to work towards a common goal of scoring a touchdown.
        

        A quarterback is both a player and a coach they’re on the field and part of the action, while also keeping their teammates organized and moving in one direction. In much the same way, you as the Partner Success Manager will be on the field every day, working in the moment to represent the needs of our Partners to your internal teammates and vice versa. You’re also the onfield coach who keeps the bigger picture in mind each day, helping our Partners maximize their success on our platform.

        A quarterback doesn’t control all the resources, but is responsible for organizing them. As the Partner Success Manager, you’re constantly communicating with our Partners (the customer), internal management, and other internal teammates to make sure everyone is moving down the field at the same time. You are leveraging your skills at account planning, organization mapping, and relationshipbuilding to ensure that everyone is working toward the customer’s success.
        

        A quarterback is the play caller. As our Partner Success Manager, you’re the one who’s closest to our Partners and know what actions to take. You need to think strategically when making these decisions, and you also need to act quickly on your feet when the unexpected happens (which it always will!). We trust you to be in the know enough to tell us what our Partners need, and we also trust you to know our internal limitations when determining what we can do to support our Partners.
        

        As we bring on new Partners (small hometechnology companies located across the country), the Partner Success Manager is responsible for building a strong relationship with each Partner, understanding and evaluating their business & service model, mapping out an individual transformation plan (think change management) to align their structure with our platform bundles. Our Partner Success Manager then leads each Partner through their respective plan, ensuring their success with our platform and increasing sales. Ultimately, your goal is to drive the partnership to a collectively profitable place through the sale of membership subscriptions to our platform and to keep the partner relationship in a generally warmandfuzzy place.
        

        This requires a creative and focused approach to each individual Partner, discovering the relevant players within their team, empathizing with their specific realities, coordinating internal resources, and navigating the best path to successfully encourage their adoption of our platform to increase revenue. In other words, you must deeply understand the mindset of entrepreneurial owners navigating transformation – and guide them confidently to their next level.
        

        As you can imagine, each Partner company has its own group of stakeholders and role players, each of which operates in its own environment. We doubled our partners in the last year (150+) and plan to double again this coming year. In short… you’ll be a very busy, and adept, quarterback.
        

        At a more granular level, your day will consist of the following:

        • Keeping each Partner and their entire organization engaged, after their onboarding; however, this starts from the getgo (i.e. once they sign on the dotted line)! You’ll quickly build relationships with ownerssenior stakeholders on their team to then lead them through a structured transformation journey from onboarding to full adoption of OneVision’s Platform Services model;

        • Making sure each Partner is actively selling membership subscriptions to their clients (this is how we make money);

        • Identifying upsell opportunities and closing partners on platform addons and package upgrades;

        • Ensuring that each Partner remains committed to our platform and continuous improvement when implementing platform SOP’s and best practices (this often takes coaching, motivating, change management, and driving accountability);

        • Reaching beyond just the business owner to establish and nurture deep relationships with key individuals across each Partner company, converting them into OneVision advocates;

        • Working with our other Partner Development and Product Management teammates to stay up to date on changes to our platform and roll out to Partners;

        • Collaborating with internal teams (Support, Sales, and Marketing, to name a few) to ensure alignment, share feedback, and deliver a consistent Partner experience; and,

        • Establishing goals, tracking milestones, and delivering regular progress updates to ensure Partner success, retention, and growth in servicerelated revenue streams.
          

        • Curious if you’ll fit our culture?

          Glad you asked! Check out our company values below. If these resonate with you, you’ll fit right in!

          Be ferociously curious.

          Be an active participant in expanding your understanding of the world around you. Learning is part of the job. So practice ferocious curiosity. If a problem is important, don’t settle for a surfacelevel understanding of it. Go dig. Seek out new information. Pressure your assumptions. And when you feel you truly understand something, start trying to prove yourself wrong. Truthseeking never stops. We all have a responsibility to continually expand our knowledge.

          Be proactively transparent.

          Transparency breeds trust and empowers good decisionmaking. Communication solves all problems. So share what you know, encourage others to do the same, and speak your mind early and often. There is no monopoly on good ideas; everyone’s perspective is valuable. Spread your ideas. Give and receive feedback readily and respectfully.

          Be tenacious.

          We are working on important and complex challenges; difficulty is inevitable. Persevere. The more important the problem or opportunity, the more we can justify working through the challenges. If we struggle with it, then so does the competition. Tackling difficulty is how we differentiate.

          Take action, thoughtfully.

          Being decisive is the only way to accomplish our goals. But remember, attention is our most precious resource, so choose your actions wisely. Take the time needed to make sure you really understand the problem. Source your conviction. Measure twice, then cut confidently.

          Own the experience.

          All of your actions, big and small, directly impact the people you engage with, so be mindful of the experience you are creating for others. Take responsibility for creating great outcomes. Be helpful. Communicate clearly. Practice empathy. Go above and beyond to make someone’s next step a little easier. We’re all in this together.

          Embrace mistakes.

          We all make mistakes. Embrace them. Accept responsibility, learn, and share your new knowledge so others can learn, too. Mistakes are an inevitable byproduct of growth; so get out of your comfort zone. Fail fast and fail forward.

          Practice EQ, not just IQ.

          Healthy relationships are paramount to highly productive teams. So practice EQ, not just IQ. Put empathy first. Learn to recognize and control your own emotions, especially when navigating difficult situations. Being smart isn’t enough; we have to be emotionally tuned in as well. Remember, no one wants to work with the brilliant jerk.

          Put the Partner first.

          The most important thing in business is to know who our customer is and what problems they need us to solve. So make the effort to understand the world from our partner’s perspective. Spend time understanding them. Build empathy. Use their challenges and feedback as your North Star. Then work relentlessly to better serve them; we are in the business of making their lives better.