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Be a key member of the EMEA Growth team, responsible for partnership sales, and as such work closely with, and as part of, the global partnership organization
Work with the partner sales teams to establish relationships, build trust, and conduct regular meetings to build an effective GTM motion with each partner.
Develop and execute on sales and GTM motions as part of the annual partner plans
Ideate & test new sales plays & strategies with our Growth team and the partner’s sales team
Build, track & manage partnership pipeline and reporting in the CRM
Identify improvements to the account mapping & sales process, and create new processes to help us scale
Act as the primary point of contact for the Growth team; educate and guide during the account mapping and qualification process to ensure they are the best fit
Own team projects & initiatives that help us collaborate better and scale as a business
Champion partners internally and externally; become an expert in the partner’s business model, technology offerings, and market
Identify ways to reciprocate leads, driving bilateral deal flow
Build & deliver presentations to partners for educational purposes, and on how we can grow joint opportunities
Collaborate with other departments to enable partner success (marketing, training, etc)
Help signpost internally and externally when managing potential issues or escalations related to partner technology implementations
Understand and communicate market opportunities, trends, needs, and partner feedback to cross-functional teams
Work closely with internal departments like Finance and Legal
Minimum of 5+ years in a partner management and/or sales role with a proven record of success
Experience taking partnerships from 0-100 (i.e., starting point to successful partnership) by driving net new & upsell/cross-sell revenue
Passion for continuously learning about modern technology, ideally with existing knowledge of composable and MACH technology, and an understanding of key opportunities and challenges related to transitioning from older legacy architectures to modern agile composable architectures
Comfortable with change and enjoy working in a fast-paced work environment, in a fast-growing company
The role requires the ability to build strong relationships in a competitive environment. This individual must be a self-starter and problem-solver, and willing to do the hard work
Collaborative working style, enjoys working both independently and as a team
Enjoys the “test & learn” model to discover ways to improve and grow our partner ecosystem and the way we position our offer within that ecosystem
Experience working at a systems integrator, digital agency, or SaaS company