Hi,
We have the following Partner/ Channel Business positions with a
fortune listed IT Product Company.
See if you or any of your Friends/Colleagues are interested- if
Yes- Kindly send Resume indicating Position applied for.
You can send us your profile at surendra@pivotal.co.in
or you may call at +91 80 4126 2220/21 or +91 99867
39628 for further details.
Position: Partner Business Manager
Experience: 8-12Years
Location: Delhi
About
Company:
Company is the leader in
virtualization and cloud infrastructure solutions that enable our more than
400,000 enterprise and SMB customers to thrive in the Cloud Era by simplifying,
automating and transforming the way they build, deliver and consume IT. As a
team, our employees thrive on forward momentum. We are an engine of opportunity
fueled by the transformative products and solutions we bring to market, the
passion and trust we inspire in our customers, and our collaborative drive to
imagine, define and deliver the future of IT through cloud computing. With
13,000+ employees and 50+ locations worldwide, we are a passionate, innovative
and driven group of people inspired by the opportunity to actively learn and
contribute something back to the broader community.
The Company sales team and the
solutions, products and services we deliver are revolutionizing data centers
and the IT enterprise network. The sales team is responsible for driving new
business, building customer loyalty, ensuring high product retention rates,
supporting and promoting corporate strategy and initiatives, and developing and
executing area business plans. The team is made up of humble top performers
that foster an entrepreneurial team spirit and a team culture that promotes
leaders at all levels. Company’s executive sales leadership is hands-on,
regularly engaging with the team during key parts of the sales process to win
and retain accounts. The Company sales team includes several key roles that all
work together to meet a shared quota. In 2007, Company experienced 88%
year-over-year revenue growth, creating an ideal atmosphere for passionate,
performance-oriented sales professionals. The Company go-to-market plan
separates our sales teams into three distinct areas: Global Accounts,
Enterprise Accounts and Commercial Accounts.
Job
Description:
Function
Description
The Partner sales team is aligned to the sales organization and is responsible for managing and growing our partner ecosystem. The Partner Business Manager (PBM) shares responsibility in driving revenue goals within the territory. Company has many types of partners: OEMs, VARs, Distributors, National Resellers, and Technology Partners etc. The PBM works to map Company’s sales executives to the partner’s accounts in order to accelerate and drive the sales process. The PBM will work with the assigned partner to enable the partner by facilitating and providing training, developing joint go to market strategies and creating marketing plans and events.
Role
Description
The Partner Business Manager is to effectively assist Company in its overall objective of increasing both revenue and product penetration within the Company Channel/Partner community in NORTH & EAST INDIA. This role, in keeping with all Company sales roles, is for an individual with high energy, high ambition and an overwhelming desire to succeed.
Performance Objectives:
Business Development
- Overall management of NORTH & EAST INDIA Channel business with a core focus on the key Managed partners such as Distributor, Company solution & service provider and global alliance partner like NCS, Dimension Data, Fujitsu etc.
- Also build relationship with key OEM & SI partners: Cisco, HP, EMC, IBM, etc.
- Developing `trusted’ relationships with partners based on strong business metrics
- Understand each Managed Partner's business strategies, motivation and identify Company’s unique proposition for each Managed Partner
- Work with Managed Partners to engage in proactive sales opportunity generation, pipeline management and deal closure. Approximately 50% of your time will be working jointly on sales opportunities
- Encourage early sales engagement between Managed Partner and Company sales teams to maximize leverage. Key is to engage the Company non-named, commercial and enterprise sales teams and be seen as an essential part of all these sales teams
- Leveraging partners to identify and drive new product and solutions opportunities
- Organise regular joint business development activities
- Leverage partners to maintain Company’s existing install base of customers and products and where possible, grow Company’s footprint within each account
Relationship Development
- Develop, manage and measure partner performance through detailed business planning and regular reviews against the plan
- Amplify Company’s value propositions to the market through partner activity and behaviour
- Develop and customise tactical sales programs and promotions leveraging each partners unique value propositions
- Ensure that all partners are kept fully informed on all relevant Company initiatives, activities and product and solution developments through regular updates
- Provide partner sales team with "How to Sell" training on Company products and services on a regular basis
- Work with Company partner SE to provide partner SE’s with "Features/Benefits" training on Company products and services and ensure each Managed Partner complies with Company's certification requirements
- Manage channel conflict in the most efficient and effective manner
- Act as primary contact between Company and partners on all day to day activities
Business Management:
- Meet assigned financial targets
- Provide accurate weekly forecast sales potential between Company and Managed Partners
- Adhere to all aspects of Company business policies and procedures
- Encourage partners to provide continuous improvement in the way they service Company customers through improved levels of service
- Be responsible at all levels for overall partner relationships and satisfaction
- Develop local success stories with partners and their successful customer engagements
- Act as partner advocate when communicating within Company with a view towards developing a partnership approach across all aspects of the business
- Fully understand channel and market drivers to determine program/promotion activity
- Achieve balanced sales performance across all Partners
Competencies
- 8-10 years experience working within the IT channel in a customer facing role
- Track record in meeting and exceeding financial and strategic objectives
- Proven record of developing partners towards predefined goals
- An established network of contacts within the Channel that can be leveraged to enhance the revenue generation for Company
- Exhibits sufficient commercial acumen, credibility and presence to enable effective relationship building, influencing and instilling confidence at all business levels within the partner
- Ability to lead teams and projects through influence rather than direction
- Familiar with technologies surrounding the Company business
- Experience in both tactical and strategic selling.
- Formal sales training
- Strong problem solving skills
- Comfortable in negotiating commercial teams
- Goal based business practices
- Familiar with complex solution selling
Desirable Requirements:
- Knowledge of Company product range
- Knowledge of storage channel in India
- Experience within the storage industries and associated companies
- Have worked with a sales/channel sales management methodology, such as CHAMP, Selling Channel Value, etc.