Are you looking to be a part of an exciting and growing business of ERP and CRM solutions? Leading International Company is looking for an experienced and highly-motivated Sales- and Partner Manager who will set strategies for the sales business and manage a team of Specialists Sales Resource and Partner Account Managers.

Role Purpose:

The ERP Sales and Partner Manager role adds value to Company by leading a well-managed Company sales business resulting in long-term, predictable revenue growth for the subsidiary. Success is measured by:

• Revenue targets that meet or exceed year-end growth projections (+/-5%) across and per segment, with both new and existing customers.
• Growth in new customer adds for both Company ERP and CRM solutions.
• Rolling 4 quarter pipelines that are 2x to 3x revenue targets, with +/-5% forecast accuracy/
• System Integrator and Independent Software Vendor partners recruited and activated.
• Partner Service Plan penetration and renewal rate targets that are met or exceeded.
• Partner satisfaction/

In order to meet these objectives, you will need to:

• Develop a comprehensive sales strategy that aligns with the overall strategy and the Enterprise, Midmarket and Small Business sales strategy, with a particular focus on the key verticals..
• Develop a comprehensive partner strategy that sets the vision and direction for channel partner capacity planning, partner segmentation, competitive recruitment/selection, activation/engagement, readiness and marketing, and incorporates inputs from all areas of the subsidiary business.
• Provide vision and leadership that drive consistency and predictability within the sales- and partner business, enabling team members to perform at their best.
• Develop high-performing teams and team members who are considered to be the best solution- and partner sales assets in the market.
• Collaborate effectively with Company Leadership Team members and drive integration and orchestration of the business across segments and business groups.
• Build Subsidiary-to-Region/Corporate connections.
• Drive customer and partner reference relationships by ensuring high levels of satisfaction.

Key Accountabilities

• Define the overall strategy for the fiscal year, including goals, objectives and success measures.
• Lead channel partner capacity planning efforts in close collaboration with the Leadership Team and the Small & Midmarket Sales & Partner Group Lead.
• Define the budget requirements needed to meet the goals, objectives and success measures.
• Ensure that the strategy is clearly understood by all Partner Team members in the subsidiary.
• Negotiate budget and resource requirements.
• Ensure the successful implementation of relevant programs and initiatives in the subsidiary.
• Ensure that pipeline/business reviews between PAMs (Partner Accounts Managers) and partners are being held.
• Ensure PAMs qualify, own and drive opportunities to close.
• Analyze data related to partner pipelines and PQPs (Partner Qualified Prospects).
• Prepare partner data for the Lead’s Mid-Year Reviews and ROB meetings (and participate in meetings as needed).
• Define actions needed to close gaps identified in partner revenue goal attainment.
• Remove barriers that are hindering the success of Partner Team members in the subsidiary.
• Ensure team members receive detailed and timely information on new product and services/support offerings.
• Determine and define yearly commitments for team members.
• Coach and mentor team members.
• Identify readiness requirements for Partner Team members and ensure barriers to taking part in readiness programs are removed.
• Take part in pipeline and opportunity/deal reviews with subsidiary Leadership Team members.
• Meet regularly (formally and informally) with subsidiary Leadership Team members to ensure that orchestration and optimization goals are being met.
• Meet with partner executives to discuss the status of the partnership on a regular basis.

Lead role and responsibility, expectation-setting discussions with partners.

• Accompany PAMs on partner visits and partner visits with customers.
• Organize and facilitate executive meetings between partners and Company.
• Represent Company/ at partner events.

Key Success Criteria

• Through-partner revenue targets are met or exceeded.
• Partner satisfaction as measured by high satisfaction survey scores and positive anecdotal feedback from partners.
• Partner Service Plan penetration rates of 100% for all Tier 1 and Tier 2 partners in the subsidiary, 60% for all Tier 3 partners and 30% for all Tier 4 partners.
• Partner Service Plan renewal rate of 75% (and Partner Service Plan penetration rate of x% in newly recruited/activated partners).
• The Partner Teams meet or exceed joint partner/Company PSP (Partner Solution Plan) commitments (as measured by revenue impact, CPE (Customer Partner Experience) awards, partner adoption of the Company platform, partner investment in resources, partner pipelines.
• The partner capacity plan component of the strategy clearly defines the # and type of partners needed to achieve revenue and growth targets for the business in the subsidiary.
• Partner Business Planning (PBP), including PSPs (Partner Solution Plans), is completed for 100% of all Tier 1 and Tier 2 partners.
• Year-over-year % increase in WHI (Workgroup Health Index) and Manager Feedback (if applicable) scores/ratings, with the Partner Team Lead - achieving at or above average scores against the Worldwide and/or Regional average.
• Key partners in the subsidiary rank their partnership with Company as 1 of their top 3.

Knowledge, Skills and Experience:

• Essential Experience
  • 8 to 10 years of through-partner or direct sales management experience, leading teams of channel sales professionals, with an in-depth understanding of Enterprise and Upper Midmarket segments.
  • Extensive experience leading through-partner or channel sales teams who had to rely on a range of internal individuals – direct sales, technical specialists, services, support – to achieve their goals.
  • Preference will be given to candidates who can demonstrate knowledge of the business drivers within a variety of vertical industry markets. (Local Hiring Manager to include specific vertical requirements as needed.)
• Technical /Functional Skills
  • Proven experience with ERP and/or CRM technologies. A general understanding of Company technologies and licensing programs would be a distinct advantage.
  • An overall passion for sales within a technology environment and for the business value it drives.
• Personal Attributes
  • Highly motivated leader with a mature and positive attitude, a passion for managing people, and working with customers and partners on driving the sales of Company to meet customers’ business challenges and opportunities.
  • Strong business and financial acumen are required.
• Qualifications
  • Degree qualified (bachelor’s degree typically required, Master’s/MBA preferred), with 8 to 10 years of proven ERP/CRM solution sales leadership experience.
  • Additional direct sales, business development or consulting qualifications centered on driving business value through the use of technology in multiple industry vertical markets would be beneficial. (Local Hiring Manager to include specific vertical requirements as needed.)