Roles/Responsibilities
Meet revenue targets by developing and maintaining relationships with potential and existing channel partners.
Engage and manage supplier resources in support of partnership objectives and sales opportunities (e.g., direct sales, sales engineers, channel marketing, product management).
Manage channel pipeline and forecast reporting and track progress through the sales cycle.
Drive regular partner alignment sessions to review partners' pipelines, conduct win/loss analysis, and develop account penetration strategies to identify and build new sales opportunities.
Work with high-performing and high-potential partners to develop an annual joint business plan that defines strategies and activities to meet revenue goals; review and assess plan progress in partner-facing quarterly business reviews, making changes as appropriate.
Enable partner sales staff to identify, prospect and scope sales opportunities in new and existing customer accounts.
Provide ongoing product coaching and sales enablement activities, and work with the partner organizations to ensure they complete any required partner product training.
Work with partners and other resources (e.g., partner marketing manager) and Onyx marketing team on developing and executing a partner marketing plan to drive demand in support of revenue targets.
Review and advise partners on sales responses for RFIs/RFPs.
Manage partners' compliance with channel program requirements and governance on channel policies to maintain the partner relationship.
Provide field and partner input and feedback to internal supplier functions (e.g., sales, product, marketing) on tools and programs.
Assist in field marketing activities (e.g., staff a trade show booth, deliver sales presentations).
Success Metrics
Revenue/quota attainment and growth by partner and partner portfolio.
Revenue growth by partner and partner portfolio.
Revenue quality through partner portfolio.
Number of leads generated.
Number of deals and average deal size (i.e., sales velocity) through partner portfolio.
Channel forecast accuracy.
Completed and executed joint business plans for high-performing/high-potential partners.
Partner participation in partner programs (e.g., deal registrations, marketing programs).
Partner satisfaction scores.
Education
Bachelor's degree or equivalent experience.
Background/Experience
Three years of sales experience with defined technology and/or market segments preferred.
Preferably able to demonstrate channel partner experience.
Demonstrated ability in opportunity identification and value creation.
Demonstrated ability to drive cross-functional teaming.
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