The purpose of this role:
- Drives digital transformation for organisations by ensuring an active and engaged channel ecosystem aligned to customer needs.
- Drives connections between our client's sellers and partners to deliver solutions to end customers.
Responsibilities
Co-Sell Partnerships
- Collaborates with internal stakeholders (e.g., account team unit, solution team unit, business groups, digital sales and customer success unit) to orchestrate processes, to set expectations and generate trust. Refers to solution/practice maps or marketing campaigns to support partner strategy. Drives leads and opportunities for co-sell-ready partners with internal teams and provides feedback on Solution/Practice map coverage or marketing campaigns. Engages in partner-to-partner collaborations to provide solutions to customers and to scale offerings.
- Manages partner co-selling for our client's most strategic solution partners to drive joint pipeline and partner consumption of our client's products. Supports account teams while navigating within the partner's solutions and expertise. Carries a target on intellectual property (IP) or service co-sell metrics and connects partners with sales teams to move sales forward.
- Develops pipelines with co-sellers; engages partners and co-sellers proactively to ensure right co-sell prioritisation and pipeline coverage to support targets. Participates in intellectual property (IP) and service sales forecasting, as well as account/territory planning to identify and address gaps.
Partner Impact
- Leverages the voice of partners and customers through direct engagements to identify and alleviate key customer and partner success blockers. Connects resources and programs to support partner co-sell pipeline velocity and alleviate friction points. Shares feedback among teams and executes on corrections of errors in response to feedback.
- Maintains and stays up to date on our client's sales compliance processes. Drives sales with partners in accordance with our client's compliance policies.
Qualifications
What skills do you need to have?
There will be many opportunities for you to learn and grow into this role and our client. However, to be able to best deliver on the purpose of this role, these are the core skills and experiences you should have on day one:
Required/Minimum Qualifications
- Strong experience in core sales, channel sales, industry or solution selling, or business development experience
MUST HAVE HARD SKILLS:
Strong experience in core sales, channel sales, industry or solution selling, OR business development experience
Stakeholder management
Strong communication skills
Analytical proficiency- working with reports, using MSX Insights
Morgan McKinley is acting as an Employment Agency and references to pay rates are indicative.
BY APPLYING FOR THIS ROLE YOU ARE AGREEING TO OUR TERMS OF SERVICE WHICH TOGETHER WITH OUR PRIVACY STATEMENT GOVERN YOUR USE OF MORGAN MCKINLEY SERVICES.