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Strategic Partner Manager

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Location
Cleveland, OH
Salary
$1 - $1
Job Type
Direct Hire
Date
Aug 06, 2018
Job ID
2616507
The Strategic Partner Manager is responsible for creating, building and managing all aspects of business partner relationships - primarily with ERP, WMS, TMS and MRP software companies and their related solution integrators - to deliver net-new business, both direct and indirect.  Responsibilities include sales, partner strategy development and partner relationship building, both with new and existing partners.    
 
Responsibilities: 
  • Develop strategic and partnership business plans which deliver value to all parties and maximize revenue;
  • Conduct ongoing research and analysis related to partner software, competitors, and related technology trends, leveraging the expertise in the building of winning market strategies and partner relationships;
  • Effectively create, build and manage new and existing strategic partnerships through productive and professional relationships to ensure long-term success, retention and optimal value creation;
  • Manage all business development aspects of channel partnerships; identify, prioritize, cultivate and analyze new partner relationships through detailed evaluations with a primary focus on sales revenue and lead generation;
  • Drive significant revenue from value delivered from our strategic partner relationships (e.g. lead go-to-market programs, reseller relationships);
  • Develop, evaluate, negotiate and execute our strategic partnership agreements;
  • Proactively lead the development of agreed-upon partner performance plans including annual objectives, project plans, and financial targets;
  • Lead partner engagements and reviews, addressing performance gaps to meet performance objectives and expectations; establish related metrics and reporting for each partner;
  • Provide and coordinate all onboarding and training initiatives for new partners and their teams to maximize sales and the total partnership potential;
  • Develop and execute ongoing training, development, communication and promotional support programs for partners;
  • Plan and execute joint sales calls with partner personnel;
  • Develop key metrics including leads and sales to measure the value Partnerships deliver, and report ongoing;
  • Garner internal support for partnership strategies and programs through fact-based business plans and proposals;
  • Collaborate with internal Sales operations to assure generated leads are appropriately addressed including any potential down-stream collaboration with partners;
  • Meet assigned targets for profitable sales volume and strategic objectives;
  • Perform additional responsibilities as assigned, or when current responsibilities are changed with or without notice.
Experience and Educational Requirements:
  • A Bachelor’s degree in Business Management or related field preferred;
  • A minimum of 8 years of experience in relationship-based strategic account management, preferably in the software industry;
  • Software industry experience a plus.
  • Experience developing strong and productive software partnership relationships (ecosystems) delivering net new revenue a plus; specific experience building partnership relationships with ERP, WMS, TMS and/or MRP software companies and/or solution integrators of these softwares a major plus;
 
Skills and Core Competencies:
  • Ability to develop, present and manage execution of strategic and partner business plans.
  • Proven ability to meet or exceed meaningful business metrics through a relationship-based sales approach;
  • Ability to create mutually-beneficial partner relationships in the software industry;
  • Project/account management and organizational skills: must be able to work on multiple initiatives and balance workload;
  • Ability to learn company’s line of products and services and effectively communicate value to others;
  • Proficient in managing and analyzing a P&L as well as partnership contracts;
  • Solid presentation skills and can create strong presentations independently;
  • Ability to create, recommend and execute projects;
  • Ability to lead and think independently;
  • Excellent oral and written communication skills;
  • High-level computer skills – MS Office products;
  • Openly shares information with others in a transparent manner; exhibit a proactive approach and consistent follow-up.
  • Able to travel.