SoftServe
This range is provided by SoftServe. Your actual pay will be based on your skills and experience — talk with your recruiter to learn more.
Base pay range $160,000.00/yr - $210,000.00/yr
Direct message the job poster from SoftServe
Corporate Recruitment Manager at SoftServe *Must be located in/near New York City, Chicago or Boston
Job Profile Summary The Google Partner Sales Executive will drive the execution of the market partner strategy in collaboration with our leaders, and actively drive towards our partner goals throughout the year. They will manage and execute the GTM partnerships strategy, converting partnerships into tangible sales opportunities. This role is the primary SoftServe brand ambassador and should exhibit the problem-solving, execution, thought leadership, leadership, and executive presence attributes to fulfill the role responsibilities while also working within the culture and character of the company. This person must possess a passion for technology consulting and have experience building and managing relationships with a partner or client, as well as proven success supporting sales opportunities. This person is accountable for the health of partner business in support of the overall market partner strategy and growth within a region / industry. They will engage with cloud partner field sales to communicate SoftServe’s differentiation and capabilities. Specifically, the PSM will work with key partner stakeholders such as Partner Sales Managers, Client Partners, Solution Architects, Partner Development Managers, Sales Executives, District Managers, and Business Development Managers. The PSM will build cadence around key activities, including planning monthly and quarterly sales outreach, facilitating joint campaigns and GTM initiatives, reporting on KPIs and opportunities, and collaborating with sales and demand generation teams.
Duties & Responsibilities
Partner Sales: creating partner qualified pipelines, converting leads to opportunities, and qualifying them
Partner Management: Serving as the primary contact for partners building SoftServe branding, fostering seller-to-seller relationships, and maintaining partnership status at the local/regional level
Funds & Processes: driving consistency in funding and generating more business through it
Metrics & Updates: meeting target partner sales performance measures, managing partner statuses, and conducting internal & external pipeline interlocks
Communication: engaging in partner planning and quarterly reviews
Emphasis on both New Logo and Portfolio growth
Ownership of Partner Sales for Strategic GTM Alliance in sub scope of purview in local subregional scope of purview
PSM’s goal of creating qualified pipeline
Serve as partnership SME to SoftServe’s sales teams and supporting resources
Introduce deals to AE/CP/CE for collaborative sales effort
Contribute to integrated close plans across SoftServe & vendor partner teams
Partner co-sell best practices training and enablement in support of management and growth of joint accounts (i.e. portfolio expansion)
Drive targets based on territory/ industry (Pipeline, booking, billing)
Convert Qualified Partner Leads (PQLs) to Partner Opportunities
Qualify opportunities for focused demand
Oversee partner channel lead/ pipeline qualification & injection
Assist with execution of partner marketing plans
Contribute to geo & vertical-specific target account lists and integrated account plans across SoftServe teams
Promote our tailored account & vertical industry POVs, industry value maps, and differentiated industry solution offerings with our strategic partners
Local Partner Relationship Management. Partner Management
Single point of contact for partners
Build strong and trusted relationships within strategic partner ecosystem
Engage with Partner Development Managers (PDM) and sales teams
Drive local brand awareness and solution communication with our top partners through networking, marketing campaigns, partner events, and strategic account planning
Accelerate adoption of SoftServe’s portfolio of services in the through a structured sales enablement plan
Maintain or increase Partnership status by working closely with Alliance Development Managers and Partner Operations team
Develop Local Partnership Plans in alignment with SoftServe account plans
Foster Seller-to-Seller relationships
Ensure bi-directional partner health
Emphasize field-level partner dedication for brand awareness and seller relationships
Sponsorship of official vendor partner summits & conferences; and events
Funding & Process Optimization. Funds and Partner Processes
Optimize APM through fundings
Generate more business via partner programs
Collaborate with the Partner Ops team for support
Possesses a deep understanding of the partner ecosystem, including incentive programs, enablement offerings, and success measures
Measurement & Reporting. Metrics/Updates
Track PQLs, % Direct New Logo attribution, Influenced Portfolio Partner contribution, registrations, and partner MRR/ARR
Manage and maintain partner status
Internal / external partner pipeline governance
Responsible for pipeline reporting and working with SoftServe Account Executives and Partner Managers to ensure pipeline information is thorough and accurate
Engage in partner planning in scope of role
Participate macro- Quarterly Business Reviews (QBR)Conduct regularly business reviews
Work closely with Alliance Development Managers to proactively assess, clarify, and validate partner and SoftServe needs on an ongoing basis
8+ years combined experience in partner management, technology sales, business development, or consulting/professional services
Strong understanding of foundational enterprise technologies (cloud, compute, data, database, visualization, etc.)
Demonstrated experience leading GTM initiatives aligned with Google Cloud Platform, Amazon Web Services and/or Microsoft Azure. Weighted consideration given to candidates possessing one or more formal certifications from these Cloud hyperscalers
Can structure and solve complex, multi-dimensional pieces of work and bring order to chaos
Able to move with ease between detailed and executive views, ensuring all are consistent
Generates innovative approaches to address problems in a timely manner
Is considered by internal and external clients as their main partner in solving problems in their area
Anticipates external client's interests and needs, and prepares, trains, and enables internal clients to address matters and answer opportunities
Executes quickly with limited guidance on complex, cross-functional projects & workstreams with a variety of working groups, and anticipates changes in direction and scope
Viewed by cross-functional teams as a critical contributor who understands motivations and personalities of key stakeholders, and uses this to shape approach where needed, without losing sight of the right answer
Develops and champions best practice initiatives, taking limited information and expanding clear objectives, scope, approach, and workplan with realistic timing
Uses expertise to influence application of concepts to new areas and challenges conventional wisdom and existing models
Actively engaged in developing new and complementary skills in order to reinforce own expertise and use those new skills within the company
Proactively engages in forward thinking and innovative projects, initiatives, business operations, and manners of working within SoftServe and externally in other business areas.
Earns advanced external Partner Certificate(s) in scope of role and/or multiple external Partner Certificates
Regular influence with cross-functional Directors and contributes to discussions and decisions with VP+ leadership
Frequent external engagement with partner and/or customer executives independently
Understands and encourages high-performance team dynamics, works to improve/maintain team culture, and is adaptable to change
Creates and delivers persuasive emails and presentations for various audiences independently, including senior internal and external executives, and is a master of developing the substance and story of the message
Matches communication style to the specifics of the setting, situation, and audience
Presents comfortably and compellingly to the audience
Effectively manages and steers complex and politically-charged meetings with stakeholders
Leads with a customer- and partner-centric approach
Required Skills
Relationship building
Influence and persuasion
Interpersonal sensitivity
Accountability
Information seeking
Service focus
Composure and resiliency negotiating
Qualifications
Minimum BA/BS degree or equivalent experience
Demonstrated experience leading GTM initiatives aligned with Google
Weighted consideration given to candidates possessing one or more formal Google certifications
Other Requirements
Willingness to travel up to 40% and internationally
A global mindset to operate effectively in a matrix environment
Commitment to maintaining high levels of client satisfaction and business growth
Seniority level Mid-Senior level
Employment type Full-time
Job function Sales, Consulting, and Business Development
Industries IT Services and IT Consulting
Referrals increase your chances of interviewing at SoftServe by 2x
Inferred from the description for this job Medical insurance
Vision insurance
401(k)
Get notified about new Sales Executive jobs in
New York, NY .
#J-18808-Ljbffr
Base pay range $160,000.00/yr - $210,000.00/yr
Direct message the job poster from SoftServe
Corporate Recruitment Manager at SoftServe *Must be located in/near New York City, Chicago or Boston
Job Profile Summary The Google Partner Sales Executive will drive the execution of the market partner strategy in collaboration with our leaders, and actively drive towards our partner goals throughout the year. They will manage and execute the GTM partnerships strategy, converting partnerships into tangible sales opportunities. This role is the primary SoftServe brand ambassador and should exhibit the problem-solving, execution, thought leadership, leadership, and executive presence attributes to fulfill the role responsibilities while also working within the culture and character of the company. This person must possess a passion for technology consulting and have experience building and managing relationships with a partner or client, as well as proven success supporting sales opportunities. This person is accountable for the health of partner business in support of the overall market partner strategy and growth within a region / industry. They will engage with cloud partner field sales to communicate SoftServe’s differentiation and capabilities. Specifically, the PSM will work with key partner stakeholders such as Partner Sales Managers, Client Partners, Solution Architects, Partner Development Managers, Sales Executives, District Managers, and Business Development Managers. The PSM will build cadence around key activities, including planning monthly and quarterly sales outreach, facilitating joint campaigns and GTM initiatives, reporting on KPIs and opportunities, and collaborating with sales and demand generation teams.
Duties & Responsibilities
Partner Sales: creating partner qualified pipelines, converting leads to opportunities, and qualifying them
Partner Management: Serving as the primary contact for partners building SoftServe branding, fostering seller-to-seller relationships, and maintaining partnership status at the local/regional level
Funds & Processes: driving consistency in funding and generating more business through it
Metrics & Updates: meeting target partner sales performance measures, managing partner statuses, and conducting internal & external pipeline interlocks
Communication: engaging in partner planning and quarterly reviews
Emphasis on both New Logo and Portfolio growth
Ownership of Partner Sales for Strategic GTM Alliance in sub scope of purview in local subregional scope of purview
PSM’s goal of creating qualified pipeline
Serve as partnership SME to SoftServe’s sales teams and supporting resources
Introduce deals to AE/CP/CE for collaborative sales effort
Contribute to integrated close plans across SoftServe & vendor partner teams
Partner co-sell best practices training and enablement in support of management and growth of joint accounts (i.e. portfolio expansion)
Drive targets based on territory/ industry (Pipeline, booking, billing)
Convert Qualified Partner Leads (PQLs) to Partner Opportunities
Qualify opportunities for focused demand
Oversee partner channel lead/ pipeline qualification & injection
Assist with execution of partner marketing plans
Contribute to geo & vertical-specific target account lists and integrated account plans across SoftServe teams
Promote our tailored account & vertical industry POVs, industry value maps, and differentiated industry solution offerings with our strategic partners
Local Partner Relationship Management. Partner Management
Single point of contact for partners
Build strong and trusted relationships within strategic partner ecosystem
Engage with Partner Development Managers (PDM) and sales teams
Drive local brand awareness and solution communication with our top partners through networking, marketing campaigns, partner events, and strategic account planning
Accelerate adoption of SoftServe’s portfolio of services in the through a structured sales enablement plan
Maintain or increase Partnership status by working closely with Alliance Development Managers and Partner Operations team
Develop Local Partnership Plans in alignment with SoftServe account plans
Foster Seller-to-Seller relationships
Ensure bi-directional partner health
Emphasize field-level partner dedication for brand awareness and seller relationships
Sponsorship of official vendor partner summits & conferences; and events
Funding & Process Optimization. Funds and Partner Processes
Optimize APM through fundings
Generate more business via partner programs
Collaborate with the Partner Ops team for support
Possesses a deep understanding of the partner ecosystem, including incentive programs, enablement offerings, and success measures
Measurement & Reporting. Metrics/Updates
Track PQLs, % Direct New Logo attribution, Influenced Portfolio Partner contribution, registrations, and partner MRR/ARR
Manage and maintain partner status
Internal / external partner pipeline governance
Responsible for pipeline reporting and working with SoftServe Account Executives and Partner Managers to ensure pipeline information is thorough and accurate
Engage in partner planning in scope of role
Participate macro- Quarterly Business Reviews (QBR)Conduct regularly business reviews
Work closely with Alliance Development Managers to proactively assess, clarify, and validate partner and SoftServe needs on an ongoing basis
8+ years combined experience in partner management, technology sales, business development, or consulting/professional services
Strong understanding of foundational enterprise technologies (cloud, compute, data, database, visualization, etc.)
Demonstrated experience leading GTM initiatives aligned with Google Cloud Platform, Amazon Web Services and/or Microsoft Azure. Weighted consideration given to candidates possessing one or more formal certifications from these Cloud hyperscalers
Can structure and solve complex, multi-dimensional pieces of work and bring order to chaos
Able to move with ease between detailed and executive views, ensuring all are consistent
Generates innovative approaches to address problems in a timely manner
Is considered by internal and external clients as their main partner in solving problems in their area
Anticipates external client's interests and needs, and prepares, trains, and enables internal clients to address matters and answer opportunities
Executes quickly with limited guidance on complex, cross-functional projects & workstreams with a variety of working groups, and anticipates changes in direction and scope
Viewed by cross-functional teams as a critical contributor who understands motivations and personalities of key stakeholders, and uses this to shape approach where needed, without losing sight of the right answer
Develops and champions best practice initiatives, taking limited information and expanding clear objectives, scope, approach, and workplan with realistic timing
Uses expertise to influence application of concepts to new areas and challenges conventional wisdom and existing models
Actively engaged in developing new and complementary skills in order to reinforce own expertise and use those new skills within the company
Proactively engages in forward thinking and innovative projects, initiatives, business operations, and manners of working within SoftServe and externally in other business areas.
Earns advanced external Partner Certificate(s) in scope of role and/or multiple external Partner Certificates
Regular influence with cross-functional Directors and contributes to discussions and decisions with VP+ leadership
Frequent external engagement with partner and/or customer executives independently
Understands and encourages high-performance team dynamics, works to improve/maintain team culture, and is adaptable to change
Creates and delivers persuasive emails and presentations for various audiences independently, including senior internal and external executives, and is a master of developing the substance and story of the message
Matches communication style to the specifics of the setting, situation, and audience
Presents comfortably and compellingly to the audience
Effectively manages and steers complex and politically-charged meetings with stakeholders
Leads with a customer- and partner-centric approach
Required Skills
Relationship building
Influence and persuasion
Interpersonal sensitivity
Accountability
Information seeking
Service focus
Composure and resiliency negotiating
Qualifications
Minimum BA/BS degree or equivalent experience
Demonstrated experience leading GTM initiatives aligned with Google
Weighted consideration given to candidates possessing one or more formal Google certifications
Other Requirements
Willingness to travel up to 40% and internationally
A global mindset to operate effectively in a matrix environment
Commitment to maintaining high levels of client satisfaction and business growth
Seniority level Mid-Senior level
Employment type Full-time
Job function Sales, Consulting, and Business Development
Industries IT Services and IT Consulting
Referrals increase your chances of interviewing at SoftServe by 2x
Inferred from the description for this job Medical insurance
Vision insurance
401(k)
Get notified about new Sales Executive jobs in
New York, NY .
#J-18808-Ljbffr