Partner Sales Manager, Actimize

Overview

This Partner Sales Manager role develops and scales strategic partner relationships with Global System Integrators, Resellers, Value Added Resellers, Delivery Partners and Alliance Partners within the NiCE Actimize channel organization.

What you'll do

• Establish and manage relationships inside the NiCE Actimize partner ecosystem to drive strategic initiatives that deliver profitable revenue growth, innovation, and market expansion
• Develop joint business opportunities and execute development programs for ecosystem growth
• Assist in building new partner recruitment strategies, programs and supporting infrastructure
• Coordinate cross-functional resources to align partner activities with NiCE Actimize channel strategies
• Collaborate with and support NiCE Actimize Partner and Alliance Leaders on partnership growth initiatives
• Build and manage ongoing relationships with partner executives, sales and client account teams
• Lead the orchestration of training and enablement for partners on NiCE Actimize products, services, and Go-To Market
• Build and manage relationships with NiCE Actimize sales teams, ensuring they understand the value of partners and how the two jointly go to market
• Lead efforts to scale partner sales activities, including pipeline generation and management
• Provide overlay sales support on partner co-pursuits
• Engage with clients onsite to establish use cases and quantify their value
• Hold in-depth, value-oriented conversations with government agency leadership, architects, and line-of-business users
• Identify pipeline opportunities suitable for the NiCE Actimize AWS Marketplace, then manage and assist in tracking and forecasting them in the Marketplace
• Work with Customer Success Managers on partner-related issues and escalations, coordinating communication and resolution directly with the partner
• Develop and improve processes to drive sales efficiency by aligning with marketing, sales engineering and legal to reduce cost and remove delays
• Produce a framework to measure sales productivity to inform hiring and budgeting decisions
• Understand the overall sales process and each stage to act as a trusted advisor and increase win rates, productivity and profitability
• Own and manage the partner pipeline within the assigned territory, ensuring partners progress opportunities toward closure with Field Sales on agreed timelines
• Collaborate with Field Sales and Partners to accurately forecast Partner-led deals
• Proactively surface and resolve Partner-led deal blockers in resell and delivery motions for committed quarterly opportunities
• Partner with Field Sales teams to develop and execute close plans ensuring timely Partner-led deal completion
• Develop and execute joint go-to-market plans with partners, tailored to business objectives and regional market dynamics, with clear quarterly and semi-annual deliverables
• Serve as a strategic internal advocate for partners, ensuring Field Sales understands their capabilities and geographic strengths

What you'll need

• 10+ years of technology sales experience
• 5+ years working with partner channel sales
• 2+ years sales experience with AWS Services and Marketplace
• Comfortable with the sales process, including forecasting and working through deal negotiations
• 5+ years' experience working with channel partners
• Proven success executing large, complex deals led by Partners in collaboration with corporate Field Sales teams
• Understanding of fundamental financial modeling for deal development and negotiation
• A. / B.S. from an accredited college; preference for Program and Project Management
• Travel up to 30% of the time

Nice to have

• Graduate degree
• AWS Sales or Technical Certification
• Sales experience selling through AWS Marketplace
• Channel experience with a Software SaaS provider in a Partner Sales or Development role
• Comfortable presenting on stage and to executive leadership teams

Details

• Location: USA, Remote
• Travel up to 30% of the time