Partner Business Manager Resume Samples

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E Nicolas

Ella

Nicolas

21104 Howe Neck

Phoenix

+1 (555) 128 7746

21104 Howe Neck

Phoenix

Phone

p +1 (555) 128 7746

Experience Experience

San Francisco, CA

Partner Business Manager

San Francisco, CA

Osinski and Sons

San Francisco, CA

Partner Business Manager

Work closer with Distribution Managers/Strategic PBM’s to develop and execute NSX specific business plans
Execute and contribute to the development of joint Managed Partner / Alliance Partner programs
Create and manage HP funnel for deals with partners, transforming potential leads into joint sales activities
Creates, fills-in and manages HP funnel for deals with partners and transforms potential leads into joint sales activities
Develop monthly/quarterly forecasts based on Partners’ pipelines. Report updates to ShoreTel management with accuracy
In conjunction with management team, establish highly strategic, thoughtful and deliberate business plans
Create and manages the execution of strategy and a business plan

Dallas, TX

Inside Partner Business Manager

Dallas, TX

Casper, Roob and Torp

Dallas, TX

Inside Partner Business Manager

Promotes HP offerings to become a key part of the partner’s business and solution
Effectively analyses clients with technical questions and provides accurate technical solutions
Educates and Motivates partners by leveraging programs and initiatives
Collaborates with partner and team to establish and maintain account plans to promote growth
Builds and maintains solid customer relations that protect or expand HP’s Installed base
Provides the business rationale and risk assessment for making HP investments in the partner
Ensures partners are compliant with legal and Standards of Business Conduct practices

present

Phoenix, AZ

Senior Partner Business Manager

Phoenix, AZ

Heaney, Lebsack and Morissette

present

Phoenix, AZ

Senior Partner Business Manager

present

Create strategic relationships with senior decision makers within our key partners and ensure they are mapped to VMware management
Work closely with the sales segments and regional sales leaders to execute partner plans
Drive large opportunities to completion through close management of pipeline and forecast
At least 10 years working with or for a top enterprise software company in alliances, alliances marketing or product marketing
Significant Field Channel Sales and Strategic Partnership development
Develop and maintain relationships with key Dell Technologies field sales - in support of driving revenue and funnel in VMware’s customers
Proven track record of consistently meeting or exceeding assigned goals and targets

Education Education

Bachelor’s Degree in Self

University of Massachusetts Amherst

Bachelor’s Degree in Self

Skills Skills

Meet and exceed Quarterly Partner Sales Targets
Forecast all Transactional (sub-$50k) and ELA (Enterprise License Agreement) business through the Strategic Partners
Create strategic relationships with senior decision makers within our key partners and ensure they are mapped to VMware management
Develop Management Objective Plans with all partners, and align goals and objectives consistent with corporate strategy. Align sales, marketing, and services activities against these goals
Drive large opportunities to completion through close management of pipeline and forecast
Agree and drive a 6/12/18 month sales and marketing plan for each strategic partner
Present to and educate the key influencers at the strategic partner to ensure they are including VMware in their recommended solutions/proposals to customers
Work closely with the sales segments and regional sales leaders to execute partner plans
Accountable for sales & marketing activities with our partners, ensuring they have the necessary and active support from VMware to be successful
Establish Software Defined Data Center, Hybrid Cloud, and End-User Computing as key components of IT strategy that are embraced and promoted by major partners. Define methods to measure the success of this

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Partner Business Manager Rio De Janeiro Resume Examples & Samples

Overall management of partners at Rio de Janeiro, Espirito Santo, Minas Gerais and Bahia with a core focus on a list of target partners
Enablement: Market current programs and contracts that provide partners ability to resell VMware products, and adopt VMware Virtual Infrastructure IP
Mapping: Responsible for working with partners on account mapping, go to market strategy, and facilitating partnering efforts of VMware Field Sales
Develop and implement marketing plans and events with select partners

Partner Business Manager Resume Examples & Samples

Forecast all Transactional (sub-$50k) and ELA (Enterprise License Agreement) business through the Strategic Partners
Develop Management Objective Plans with all partners, and align goals and objectives consistent with corporate strategy. Align sales, marketing, and services activities against these goals
Present to and educate the key influencers at the strategic partner to ensure they are including VMware in their recommended solutions/proposals to customers
Work closely with the sales segments and regional sales leaders to execute partner plans
Establish Software Defined Data Center, Hybrid Cloud, and End-User Computing as key components of IT strategy that are embraced and promoted by major partners. Define methods to measure the success of this
Map VMware channel organization to VMware corporate organization, ensuring free cooperation and communication
Significant Field Channel Sales and Strategic Partnership development
Demonstrable innovation
Creation and execution of partner plans and programs

Partner Business Manager Brazil South Resume Examples & Samples

Revenue: Responsible for driving VMware License and Service revenue with VPN partner as reseller and influencer of VMware Virtual Infrastructure and associated services
Overall management of partners at South Region of Brazil (Rio Grande do Sul, Santa Catarina and Parana) with a core focus on a list of target partners
Solution Offering: Work with current and target Partners to understand current offerings and amend to include VMware Virtual Infrastructure as part of core offerings or dedicated practice

Partner Business Manager Zte Resume Examples & Samples

Enable/unblock VMware sales/business expansion with respect to specific ISV workloads. Including joint solutions, field enablement, marketing, support, and demand generation
Create new initiatives that drive product sales and evaluations and track closure of leads. Leverage strongly existing initiatives developed by VMware Global Technology Alliances team (based in the USA) Channel, Sales, and OEM Alliance Marketing organizations
Drive press/analyst awareness activities with partner and with VMware PR team when appropriate

Partner Business Manager Services Resume Examples & Samples

Transactional and relationship selling working within, and influencing, a team of selling professionals
May recruit and develop business relationship with new partners
Carries quota at least 50% more than the average local/country/ regional quota per account mgr ratio
Typically 1-5 years of selling experience at end-user account or partner level

Partner Business Manager Resume Examples & Samples

Educate partner’s sales force and, when needed, partner’s end-user customer on HP’s technology, products, and
Typically 5 to 7 years of selling experience at end user account or partner level
Understanding of the IT industry, competing vendors, and the channel, including competitive positioning
Understanding of HP's organization & operations, including key business rules, partner segmentation, key programs & initiatives, structure
Understanding of a select set of HP's products, software, and services. Able to communicate the strengths of HP's offerings, and overcome objections
Effectively sells HP offerings by building strategic relationships with partner contacts; and promoting HP programs and offerings
Partners effectively with others to ensure coordinated, efficient account management

Channel Partner Business Manager Resume Examples & Samples

Build strategic relationships in assigned partner accounts ensuring long term business opportunities for HP
Create and manage HP funnel for deals with partners, transforming potential leads into joint sales activities
Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts
Promote HP offerings to become a key part of the partner's business and solutions
Provide business rationale and risk assessment for making investments partners
University or Bachelor's degree preferred but not mandatory
Several years’ experience selling to partners, preferably in a complex environment
Thorough understanding of the personal computer and printer market including competing vendors and the channel
Strong understanding of business/finance metrics

Partner Business Manager Resume Examples & Samples

Basic understanding of HP's organization & operations, including key business rules, partner segmentation, key programs & initiatives
Basic understanding of a specific set of HP's products, software, and services. Able to communicate the strengths of HP's offerings, and overcome objections
Basic understanding of pipeline management

Inside Partner Business Manager Resume Examples & Samples

Promotes HP offerings to become a key part of the partner’s business and solution
Effectively analyses clients with technical questions and provides accurate technical solutions
Educates and Motivates partners by leveraging programs and initiatives
Collaborates with partner and team to establish and maintain account plans to promote growth
Builds and maintains solid customer relations that protect or expand HP’s Installed base
Ensures partners are compliant with legal and Standards of Business Conduct practices
Responsible for pipeline and forecast management in accordance with sales center business process
This is a Graduate opportunity. The successful candidate MUST have graduated within the past 12 months
Four year university/ Bachelor's degree preferred. Basic understanding of the IT industry, competing vendors and the channel
Capable of conducting fundamental technical phone/virtual conversations conveying product information and benefits
Able to communicate the strengths of HP’s offerings relative to competition, and overcome objections
Develops strategic plans with the partner to grow the size of the business and HP’s share
Excellent communication skills are a must, with emphasis on listening, absorbing concepts, and relating the concepts to customers
Exercises independent judgment within generally defined policies and practices to identify/ select a solution

Partner Business Manager Resume Examples & Samples

Educate partner’s sales force and, when needed, partner’s end-user customer on HP’s technology, products, and solutions across all BUs
Drive incremental opportunity generation for HP through mining partners’ existing customer base and identifying new opportunities with partner
Perform bi-annual gap assessment of partner’s sales and technical capabilities and develop a plan with partner by providing guidance on appropriate HP certification trainings
Own business relationships with partners, and facilitates executive engagement of HP and partner business decision-makers
Collaboratively develop partner account plans to exceed sales targets
Act as an advocate for HP’s portfolio of products, services, and solutions to ensure HP priorities over the competition and ensure coordinated communication and HP interaction with partners
Align partners to HP’s business goals and metrics
Provide the escalation point for partners to HP and ensure troubleshooting and resolution of all partner issues
Serves as the expert to the partner for extremely complex information regarding product, services, and software transitions, promotions, and configurations
Actively engages HP resources and senior executives to build strategic relationships with the partner which ensures long-term business opportunities for HP
Carries quota at least 50% more than the average local/country/ regional quota per account manager ratio
Primary focus for partners sales on SMB segment
Typically 6-8 years of selling experience at end-user account or partner level
Solid understanding of assigned partner organization: core competencies, mission, management structure, non HP partnerships, alliances
Experience in working in developing, strategizing, planning, and executing with partners on HP’s business direction and key initiatives
Experience in mobilizing and coordinating HP resources to solve partner business issues
Sales planning and execution experience

Partner Business Manager Resume Examples & Samples

University or Bachelor's degree preferred in Marketing or Finance
Typically 3-5 years of professional experience in a related field
Operational Market research
Understanding of Product Life Cycle challenges and levers to address
Understanding/ Practice of sales processes in the IT industry
Business planning skills
Financial planning and modelling skills, comfortable to manage business planning and reporting
Knowledge of promotional marketing processes and practices

Partner Business Manager Enterprise Products & Services Resume Examples & Samples

Serves as the expert to the partner for more advanced information regarding product and services
Supports sales by analyzing opportunities, and communicating sales collateral within their area of focus. May be brought in by partner to sell HP brand to end customers
Achieves assigned quota for HP assigned products and services
Influences end user sales teams on partners’ capabilities and merits and create correct fine tuning with business unit
University or Bachelor’s degree preferred
Understanding of complex organization & operations, including key business rules, partner segmentation, key programs & initiatives, structure
Understanding of a select set of IT products and services. Able to communicate the strengths of offerings, and overcome objections
Effectively sells offerings by building strategic relationships with partner contacts; and promoting programs and offerings
Develops account and marketing plans with partner
Understanding of pipeline management basics and ability to explain benefits to partners

Senior Partner Business Manager Resume Examples & Samples

Meet and exceed Quarterly Partner Sales Targets
Drive large opportunities to completion through close management of pipeline and forecast
Agree and drive a 6/12/18 month sales and marketing plan for each strategic partner
Accountable for sales & marketing activities with our partners, ensuring they have the necessary and active support from VMware to be successful
Executive presence and credibility
Energy and passion

Service Provider Partner Business Manager Resume Examples & Samples

Work closer with Distribution Managers/Strategic PBM’s to develop and execute Service Provider specific business plans
Forecast all business through the Aggregator Partners, and named Service Providers
Create strategic relationships with senior decision makers within our key partners and ensure they are mapped to VMware management
Develop Service Provider Management Objective Plans with all managed partners, and align goals and objectives consistent with corporate strategy. Align sales, marketing, and services activities against these goals
Agree and drive a 6/12/18 month sales and marketing plan for each vCAN Aggregator partner
Present to and educate the key influencers at the vCAN Aggregator and Service Provider partners to ensure they are including VMware in their recommended solutions/proposals to customers
Drive the recruitment of new Service Provider partners into the VMware partner ecosystem. Work with Partner Network and Internal Partner team to onboard these partners
Take responsibility for internal and external enablement around vCAN Solutions and strategy
Establish Hybrid Cloud as a key component of IT strategy that is embraced and promoted by major partners. Define methods to measure the success of this
National, EMEA, and occasional global travel will be required
Proven track record of consistently meeting or exceeding assigned goals and targets
High level of interpersonal, communication and presentation skills
Stable and consistent work history

Partner Business Manager Resume Examples & Samples

Design and negotiate an agreement of replicable VMware solutions & activities intended to position VMware as a core component of the partner’s go-to-market activities
Develop strategic relationships and sell the VMware partner value proposition. Help partners build strong relationships with key stakeholders within VMware and increase the revenue driven through each partner
Identify a “pipeline” of incremental revenue to VMware by identifying new opportunities leveraged by partners. Build pipeline in allocated partners, ensuring the healthy balance of sales stage maturity required to consistently deliver in the current quarter and the longer term
Utilise Value Selling sales methodology including VMware sales tools and process as amended from time to time, to communicate, report, track and manage sales pipeline
Identify and advise VMware account teams on new opportunities and facilitate/manage reciprocal engagement with partner teams to leverage joint account mapping
Regular two way communication to promote team collaboration with internal resources such as technical, marketing, specialists and professional services in order to meet partner performance objectives and partners’ expectations
Develop an overall Partner Business Plan, including a “partner matrix” and manage deliverables associated with the plan, report on activities and results on a regular basis, and form plans for increasing market share
Execute and contribute to the development of joint Managed Partner / Alliance Partner programs
Establish training and enablement plans and activities with Partners
Min 5-10 years’ experience working within the IT channel in a customer facing strategic partnership role
Experience in managing relationships and influence within a partner and with external third parties that formulate a partner’s strategic thinking and actions
Proven track record of achieving business objectives including revenue goals, in a highly competitive sales environment, working with complex national and global partners and alliances
Proven ability to engage at C-level for the purposes of solution selling, establishing peer relationships and articulating strategic vision
Experience of working in a matrixed organization
Strong experience leading a multi-functional team in complex engagements
Tertiary qualification in Business (or similar) or equivalent commercial experience

Partner Business Manager Resume Examples & Samples

Set Joint Initiative strategy and direction via an annual business plan and work with the WW System Integrator/System Outsourcer team to ensure alignment
Serve as the system integrator’s single point of contact for the Americas
Oversee the creation and delivery of accurate weekly, quarterly, annual forecasts and account plans

Inside Partner Business Manager Resume Examples & Samples

Selecting a list of focus partners in their territory
Developing executive level relationships within their Partner’s organization to increase VMware wallet share with these accounts,
Working with key decision makers within their Partners organisation to ensure marketing, technical and sales readiness,
Training Partners on VMware products and programs and assist them in choosing and participating in those that are a good fit for their business model,
Working with the Partner to drive effective outbound campaigns to reach-out to existing customers and/or prospects,
Conducting joint customer sales calls with the partner to assist opportunity progression and to help identify if there are any gaps in the partners VMware solution selling skills
Maintaining account profile and tracking all sales activity via VMware’s internal tools to measure effectiveness of sales engagement
Provide feedback on market conditions using data gathered from channel accounts
A persistent, self-starter with a track record of successful, credible follow-up and cold-calling in to multiple executive levels within an organization,
3-5 years in a software selling environments including knowledge of infrastructure software, how it is sold, how it is fulfilled through the Channel, and how Distributors provide services to Resellers, VARs, and OEM partners
Strong presentation skills in order to deliver effective Training & Enablement Sessions (Webinars / Face-to-face)
A team player with the ability to work in a high-energy sales team environment with a desire to work with others for broader success
Positive and energetic phone skills, excellent listening skills and ability to communicate proficiently via email
The highest level of integrity
Sales training and Salesforce.com experience desirable
Tertiary qualification in Business or IT (or similar) or equivalent commercial experience

Partner Business Manager Resume Examples & Samples

Be responsible for successfully liaising with key partner management
Achieve strong executive alignment between the two organizations
Create and manages the execution of strategy and a business plan
Achieve assigned revenue targets
Manage sales and technical training and certifications to ensure strong selling, technical and support capacity
Manage implementation and execution of marketing and demand generation programs
Coordinate customer and OEM partner channel engagement with VMware and partner staff
Coordinate respective engineering teams regarding product certification and roadmap requirements
Communicate information important to the relationship in a timely and effective manner across both VMware and OEM partner
Provide timely and accurate reporting of information as required by management
Maximize the potential of partnership and make VMware the predominant strategic technology and business partner for virtualization products

Partner Business Manager Resume Examples & Samples

Recruit/ Enable / Develop and engage with local partners for opportunity identification, progression and closing
Drive partners to achieve VMware business on emerging products
Activate the resellers – by getting the resellers to activities that build their pipeline or help them close business
Create and maintain plans to ensure that the activities, pipeline and closures are meeting the targets and ensure that partner profitability is compelling enough to keep the partner engaged in our business

NSX Partner Business Manager Resume Examples & Samples

Responsible for selling VMware NSX network virtualization and security solutions into Enterprise and Global Accounts
Drive account portfolio sales strategy and focus on top accounts and establish sales cadence with the corporate account team
Responsibility to move the transaction through the entire sales cycle
Drive virtualization adoption and identify new opportunities in Tier 1 accounts
Solidify existing customer accounts and elevate VMware to a more strategic position
Match the VMware NSX solution to the customer’s business needs, challenges, and technical requirements
5+ years related experience in datacenter software, network route/switch, network management, and/or network security based solutions
Experience selling in an overlay or product sales specialist capacity
Experience leading a team of professionals in sales campaigns that include sales executives, field SE’s, Inside Sales, Field Marketing, Services, etc
BA/BS degree or higher, or equivalent job related experience

Partner Business Manager Resume Examples & Samples

Focus on SMB market share growth by achieving ESR and post-sale objectives
B.S. in communications, marketing, business or equivalent industry experience
5 plus years of dealer sales or Top Tier industry OEM experience with proven and consistent results
Subject matter expert on Managed Print Services
Subject matter expert in Workflow & Mobile print applications used in industry
Comprehensive knowledge and demonstrate use of social media applications for recruiting and networking to drive business results
Demonstrates business maturity and strong financial acumen; understands the dealer channel and reseller business model
Ability to work under own initiative with high level of personal drive, as well as working effectively as a team. Excellent interpersonal skills for effective communication and to drive results through others. Ability to coach and deliver training sessions
Effective written and verbal skills are essential. Excellent organization and time management skills. Ability to analyze business data, and develop solution to solve business performance issues
Conveys professionalism and credibility with positive businesslike behavior and appearance
Ability and willingness to travel Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, religion or belief, sex, age, national origin, citizenship status, marital status, military/veteran status, genetic information, sexual orientation, gender identity, physical or mental disability or any other characteristic protected by applicable laws. People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox in the U.S. may request such accommodation(s) by sending an e-mail to accommodations@xerox.com

Vxrail Partner Business Manager Resume Examples & Samples

Quickly absorb the necessary knowledge to become a subject matter expert re the nascent but rapidly expanding Hyper-Converged Infrastructure market
Design/execute VxRail sales development plan including
Enablement Program for EMC/VCE, VMware Sales and Technical personnel as well as the joint Ecosystem resources. (Distributors, Value-Added resellers…)
Execute/manage a comprehensive VxRail Go-to-Market Plan with EMC/VCE Field Sales and Partner Ecosystem Sales personnel to address best verticals and leverage their installed base
Identify, develop, track and report VxRail pipeline jointly built with EMC/VCE and our joint ecosystem
Achieve and surpass revenue quota targets while securing “Light House” wins at reference accounts
Ensure all requisite reporting is completed in an accurate and timely manner
Provide impactful feedback to EMC/VCE and VMware management, working jointly with VxRail BU Development Manager representing VxRail Business Unit in EMEA, on customer issues/concerns re VxRail as well as potential product enhancements, competitive analysis, etc
Develop, implement and measure all above activities in association with EMEA Alliance Manager in charge of EMC/VCE, as well as VMware Partner Business Managers driving selected VAR’s, to build a complementary strategy, aligned with the EMEA manager plan and objectives

Partner Business Manager Resume Examples & Samples

Identifying, developing and managing sales relationships with strategic partners
Drive sales and marketing partnerships with key B2B Corporate VARs, Etail, and other strategic channels
Customer-centric account development, not product centric
Develops and implements demand generation programs and Go-to-Market activities for targeted industry verticals
Cross functional sales management
Work in conjunction with Enterprise sales and solutions architects
Works with NVIDIA technical and regional sales enablement resources to ensure a higher quality of program execution and partner education
Be able to concurrently manage 10 - 20 accounts
Provides feedback on channel Partner needs, resource requirements and program deliverables

International Partner Business Manager HP Indigo Resume Examples & Samples

Master degree in Business and or Economics
5 – 8 years relevant experience in IT / printing industry
English bi-lingual or native speaker, international scope and experience
Excellent analytical, communication and presentation skills
Team player, self-motivated and experienced working in matrix organizations
Proven track record in direct and channel sales or business development
Go to market strategy knowledge and experience
Potential to growth to senior management level in HP Indigo organization
Preferably the candidate has internal network across HP functions and portfolio and able to articulate HP’s strategy and competitive positioning
Availability to travel on a regular basis to the assigned partners in Iceland, Scandinavia and The Baltic States (50%)

Partner Business Manager Resume Examples & Samples

Industry experience required
Must have good time management skills
Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sale
Advanced sales negotiation, and deal closing skills
Expertise in managing end-to-end sales processes in large deals
Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions
Sells across platform and specialty

Partner Business Manager Resume Examples & Samples

Thorough understanding of company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model
Thorough understanding of company's products, software, and services. Able to communicate the strengths of company's offerings relative to competition, and overcome objections
Effectively sells company offerings by building strategic relationships with partner decision makers; aligning partner and company processes; and promoting company programs and offerings
Develops strategic plans with the partner to grow the size of the business and company's share
Coordinates and directs efforts across company sales teams and across business groups

Partner Business Manager Resume Examples & Samples

Understanding of company's organization & operations, including key business rules, partner segmentation, key programs & initiatives, structure
Understanding of a select set of company's products, software, and services. Able to communicate the strengths of company's offerings, and overcome objections
Effectively sells company offerings by building strategic relationships with partner contacts; and promoting company programs and offerings
Develops account plans with partner to grow company's share of the business

Partner Business Manager Resume Examples & Samples

Guides partner’s demand generation plans to align with SAP’s current go-to-market messaging
5+ years in a partner facing role – ideally with some recruitment experience (ex. Customer Service, Sales, Consulting); experience working at a SAP partner is a ‘plus&#8217
Strong analytical competencies and business and financial acumen
Proven capability to work in a team and collaborate; with independent accountability
Business level English
BA or higher degree in IT/ business/ economy or another related field, MBA preferred
Demonstrable strong and detailed people management skills
Sales and Operational Leadership, attention to details for inspection and performance management

Partner Business Manager Resume Examples & Samples

In order for VARs investment into their transformation and growth as well as to agree and initiate and actions the PBM needs to be able to articulate (and sell) and proposal through a value proposition making a business case to the VAR. A very good understanding of digital transformation, including trends such as real-time computing and cloud and how they impact and benefit individual industries
For a PBM’s advice to carry weight and be considered the PBM needs to be able to underline his business case with credibility which he brings to the table based on prior experience in business development, sales, pre-sales or business transformation. Prior management experience in these role will be beneficial. It is key for the PBM to bring content to a discussion with VAR Executives in order to continuously earn credibility, confidence and respect
The PBM has to have the ability to build relationship with VARs on Executive level and drive engagements, transformation and decisions top down. Executive presence and management experience from prior roles will be beneficial
In general the PBM needs to have an analytical mind in order to spot weaknesses in the Business of a VAR which require improvement. At the same time the PBM needs to drive the Business Plan execution in a programmatic fashion and if required put together adjusted/new action plans to address changes and drive with emphasis execution of such plans. As such the PBM sets the expectation and standards when it comes to targets and operational excellence
Minimum 5 years experience in business development or Sales (Sales, Pre-Sales, Value Engineer, Business Dev. or smiliar)
Understanding the principles of marketing, social marketing/selling, demand generation, value selling, sales methodology
Knowing or having successful experience in multi channel go to market models in the GB space
Ability to engage with Executives of Partners and Customers and influencing through class-leading sales skills and credibility
Ability to negotiate and sell benefits of following SAP sales methodologies and tools in order to influence partners to change and invest
Ability to act as a trainer and coach to sales staff of partners whilst also taking the lead in producing deliverables for a partner in order to set an example and maturing customer sales ccyles in specific opportunities
Knowledge of SAP Innovation Strategy, Solution Portfolio and relevant markets
Business level English: yes

Partner Business Manager Resume Examples & Samples

Understands the partner’s basic financial structure and key drivers which influence their business and decisions
Proactively develops active and long-term partner relationships across all roles in the partner (executives, sales, marketing, technical, …), and keeps up to date with all changes to the partners’ organization as well as with the changing environment at SAP
Understands, develops and shares relevant demand generation and pipeline creation best practices with partners
Leads and drives partner to expand their SAP footprint to the innovation solution portfolio where relevant, and incorporate the new solutions in pipeline building and demand generation plans
Diagnoses and prescribes corrective action for underperforming partners
Ensures that partners – and SAP teams - operate in a professional and ethical manner; take action or escalate if professionalism and ethics standards are not being met

Partner Business Manager Resume Examples & Samples

Define the GTM plan for Applications (Core ERP, S/4HANA) for each MU and drive execution
Build a repeatable, volume-focused business to drive S/4HANA On Premise and upcoming Cloud Edition
To ensure sufficient partner coverage, delivery capability, and specialization to fully capitalize on local market potential
To provide Deal Support and guidance to partners in Value discussions, GTM routes and roadmap discussions for the portfolio
To orchestrate an efficient go to market by blending teams, solution knowledge, assets and various programs, including but not limited to Commercial Sales, Marketing, PreSales, Value Engineering, PSD, etc
Take the leadership role, acting as a trusted advisor on enterprise architecture to partners. Be the champion and central escalation point for questions and issues related to the S4/HANA GTM topic
Enable partners on the compelling end-to-end solution introduction, including the landscape and integration scenarios
Identify market growth potentials by Industry and ensure sufficient coverage from a Sales and Delivery perspective
Work with Marketing and Commercial Sales to drive programs and DG activities to build sufficient pipe
Identify and work with the Top Partners across the region to drive cadence and create the “Go To” partner capacity
Support field teams in 1:1 engagements with prospects and customers
Present at various marketing events to create awareness and demand while leveraging the regional reach to share cross border best practices and success stories
Contribute to regional and in-country programmatic efforts to accelerate partner adoption of S4/HANA and partner productivity enhancements
Maintain an overview of enablement and demo assets, and communicate the optimal use of those
Master's Degree or MBA or equivalent training and 10+ year’s job experience
Excellent knowledge about the Volume and/or Indirect market and the competitive landscape, preferably in the General Business space
Extensive SAP solution expertise. Working knowledge of SAP BAiO, Suite on Hana, RTDP and RDS is a plus
Understanding the principles of solution selling through Partners
Excellent understanding and knowledge of SAP HANA for OLAP and OLTP
Strong in analytical thinking/problem solving across different application areas
Extensive SAP business Suite background with proficient knowledge of SAP technology, architectural framework, applications, and methodologies
Excellent at handling project communications, capable of C-level interactions and engaging with senior management stakeholders to drive expectations and advice on solutions
Extraordinary customer orientation with strong commitment to continuous learning and professional development with cutting edge products like SAP S/4HANA
Good presentation and communication skills with the ability to comprehend business requirements and propose solution architecture
Fluent English (oral and written) a must; other local languages are a plus

Partner Business Manager Resume Examples & Samples

Acts as a Partner advocate who orchestrates deep relationships between Partner(s), Direct Sales Team and rest of Cisco
Builds strategic relationships between Cisco, Partners and key ecosystem Partners for joint solutions and offers
Acts as a strategic business advisor that helps Partner(s) develop business outcome-based solutions and capture market transitions for sustainable, profitable growth
Focuses on enablement with Partner(s) to develop sales talent, skills and capabilities
Promotes adoption of certifications, specializations and Cisco Partner Programs when applicable
Guides partners on how to fully utilize Cisco's programs, promotions and resources to increase profitability
Responsible for influencing and driving strategic planning and investment to accelerate Partner(s) sales goals. Accountable for Partner(s) influence revenue growth and execution of GTM strategies with Partner
10+ years’ experience in channel sales, direct sales or business development with a technology company
Understands the importance of the channel to driving Cisco’s business
Proven ability to lead a business in the APJC region
Ability to drive strategy to execution through significant business expertise and a drive towards business outcomes
Experience in sales to Service Providers in a direct or channel capacity
Experience in managing direct and indirect teams across multiple geographies in APJ
Values a team oriented culture and the diversity of people and perspectives
Proven ability to work within a geographically distributed and matrix environment, strong influencing and collaboration skills
Proven experience in transforming organizations to make them more efficient and focused
Displays a high of level of passion, energy, excitement and intensity for the channel

Partner Business Manager Resume Examples & Samples

Solid experience in selling to partners in a complex environment
Solid understanding of the Printing and Graphics industry, competing vendors, and the channel. Dimensions include competitive positioning
Solid understanding of company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure
Solid understanding of many of company's products, software, and services. Able to communicate the strengths of company's offerings, and overcome objections
Effectively sells company offerings by building strategic relationships with partner decision makers; and promoting company programs and offerings

Wide Format Partner Business Manager Resume Examples & Samples

Attain and Exceed Sales Quota
Aggressively grow market share against competitors in the large format aqueous and LED technology space
Ensure executive relationships exist with your partners through your teams' effective engagement of you, your manager and senior HP leadership
Accompany reseller sales reps on end user calls in order to win HP Large Format Business
Manage territory deal funnel
Plan marketing and sales activity via Quarterly Business reviews with ROI reporting on specific activities
Develop, manage, and execute share shift plan with each assigned account
Regular business planning activities with Partner Owners/Executives
Coordinate and/or perform product/solution training in person or via Webex
Assist with implementation of marketing programs, spifs, and rebates
Assistance with bid development and meet comps
Trade show and conference support
Qualify and coordinate demo units where applicable
Responsible for communications of all marketing, product and service communications within your assigned partner base

Partner Business Manager Resume Examples & Samples

Excellent English communication skill
MS/BS required, MBA or equivalent strongly preferred
Experience and understanding of Cloud eco-system in China
Experience and understanding of high performance computing market is preferred
Knowledge of AI and Deep Learning is preferred
Working experience at Huawei is preferred

Inside Partner Business Manager Resume Examples & Samples

5+ years working experience in the software industry; preferably in Channels, Inside Sales or Field sales
Experience in a customer or partner facing role (ex. Sales, Partner Management, Customer Service, Sales, Consulting)
Demonstrated partnering or sales leadership skills
Business development program building and execution experience
Strong analytical competencies and a capacity to communicate and present at an executive level
High energy - brings innovative ideas to the team and champions best practices
Business level local language: yes

Partner Business Manager Resume Examples & Samples

Bachelors Degree in the Life Sciences, Engineering or Computer Science preferred, Masters Degree or higher a plus
Successful hands-on experience working with CROs or within a channels or alliance program, account management or direct sales involving software applications sales/consulting
LI-AC

New Grad-inside Partner Business Manager Resume Examples & Samples

Knowledge can be demonstrated either through direct experience or similar experiences through internship
Good verbal and written communication skill
Applicants need to be comfortable working with others and in a team environment
Self-motivated with a high attention to detail and ability to multitask
An unwavering positive attitude, strong drive for results, and the ability to deal with ambiguity are a must
Must be open to receiving constructive criticism (feedback) and applying and integrating the feedback in an effort to improve their results
Demonstrates good judgment in analyzing information to make routine decisions
Graduated since 2016 holding Bachelor degree required, Computer Science, MIS, Engineering, Marketing or equivalent degree preferred
76701BR

Partner Business Manager Intern Resume Examples & Samples

Programmes – co-ordination of programmes including the Enterprise License Agreement (ELA) Lifecycle Management initiative
Marketing – Working with marketing to help to drive the partners to spend their dedicated development funds effectively, including the drive for registrations for VMworld, supporting ‘marketing to’ partner activities
Enablement – support partner business managers in driving and tracking partner certification, management of logistics of sales enablement activities and other related tasks
Assessment-based Selling - drive adoption and track usage of the various partner assessment-based selling tools including the Virtualisation Optimisation Assessments and vSAN assessments, within both managed and non-managed partners and support distribution with best practice and programmes
Partner Dashboard Creation - creation and maintaining reports that will allow the team to demonstrate and understand the health and progress of the UK&I Alliances and Channels Business
An interest in a career in sales / partner management
A desire and ability to ‘get stuck in’ and make a difference
Motivated and organized person who is a self-starter and can multi-task
Basic understanding of information technology and its use in business
Ability to think outside the box and take ownership of tasks
78473BR

National Partner Business Manager Resume Examples & Samples

Partner management: Develop and maintain executive presence around strategic business plan to drive commitment to VMware products and solutions and to increase the revenue driven through the partnership. Meet partner sales and business plan targets
Pipeline management: Drive joint VMware/partner pipeline from demand generation to close utilizing virtual partner and field sales teams. Effectively communicate, report, track and manage sales pipelines to senior management. Promote collaboration with internal and external resources to facilitate regular communication between partners and VMware
Practice development: Drive development of partner services offerings and solutions to support VMware revenue growth and increase partner profitability. Increase partners’ VMware sales and delivery workforce through sales, presales & technical certifications
Partner business planning: Generate and drive sales and marketing plans (Partner Joint Business Plans) with all assigned partners—including services practice initiation, enablement, business development, and pipeline generation—and align goals and objectives with corporate strategy
Partner enablement: Work closely with sales segments and regional sales leaders to execute enablement plans. Establish partner training and leverage territory specialists to drive enablement activities, ensuring partners have the necessary and active support from VMware to be successful
Influencing and negotiation: Exhibits credibility and executive presence, influencing and instilling confidence at all executive and management levels

Service Provider Partner Business Manager Finland Resume Examples & Samples

Specific understanding of how to assist Service Providers to develop their Service offerings, specifically around IaaS, DRaaS, DaaS and PaaS
Solid problem solving skills
Good attention to detail and reporting skills

Partner Business Manager Resume Examples & Samples

Educates and updates partners on new HP technologies or solutions. May be brought in by partners to sell HP brand to end customers
Solid understanding of HP's organization & operations, including key business rules, and alignment with HP GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure
Effectively sells HP offerings by building strategic relationships with partner decision makers; and promoting HP programs and offerings

Partner Business Manager Resume Examples & Samples

Serves as the expert to the partner for more advanced information regarding product, services, and software transitions, promotions, and configurations
Achieves assigned quota for HP assigned products , services, and software
Must be located in either Los Angeles, CA or Seattle, WA for onsite partner visits 4x weekly

National Partner Business Manager Resume Examples & Samples

Develops mutually-beneficial annual and quarterly business plans - with partner and Commvault stakeholders, outlining goals, objectives, strategy, actions, resources and tests, leveraging Commvault’s Partner Advantage program benefits and overall partner strategy
Functions as partner advocate and advisor to Regional Partner Account Managers, responsible for clearly defining and articulating business value articulation to sales teams and Partner subject matter expert to field sales planning processes and geographical focus as defined by Partner Matrix by Market
Insures clear Partner understanding of Commvault solutions by scheduling, acquiring resources for, insuring attendance to and executing enablement activities
Monitors overall forecast and key opportunities to insure proper progress towards timely closure occurs. Coordinates with Regional Partner Account Managers to takes responsibility for removal of obstacles to close relating to partner business process

Partner Business Manager Resume Examples & Samples

Driving sales revenue through building a strong indirect channel partner network
Educating the market / channel to the benefits of Black Box products and solutions
Developing Go-to-Market plans for each of the channel partners, ensuring the efficient execution of those plans
Analysis and optimization of relationship between sales channels
Responsible for identifying, prospecting, recruiting and on-boarding new channel partners
Serve as the partner’s single point of contact
Oversee the creation and delivery of accurate monthly, quarterly and annual forecasts and account plans
Present written quarterly reviews and annual plans to all levels of Black Box and partner management
In conjunction with management team, establish highly strategic, thoughtful and deliberate business plans
Seek out new business opportunities
Deliver consistently against all revenue and profitability targets
Build, manage & maintain a substantial pipeline of qualified opportunities to support target achievement with channel partners
Ensure that all pipeline activity is accurately recorded and updated within SalesForce.com
Thoroughly research & understand individual market sectors to identify potential customer and partner targets
Accurately forecast sales by month, quarter and annually
Demonstrate Black Box’s product & solution suite clearly & differentiate Black Box’s offerings within the market
Successfully position Black Box’s products and solutions within the context appropriate to the end users, specific partners, or vertical markets; utilizing Value Based arguments and Consultative Sales techniques
Negotiate pricing & contractual terms as required, in line with company guidelines
Demonstrate effective and collaborative use of all available resources
Practical and action orientated sales performance & planning; including but not limited to, GAP recovery and 30-60-90-day planning

Partner Business Manager Printing Resume Examples & Samples

Promotes HP offerings to become a key part of the partner's business and solutions; May be brought by partner to sell HP brand to end-customers
Establishes and maintains account plans to promote sales growth
Achieves assigned quota for HP products, services and software
Provides the business rationale and risk assessment for making HP investments in the partner
Thorough understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models
Effectively sells HP offerings by building strategic relationships with partner decision makers; aligning partner and HP processes; and promoting HP programs and offerings
Coordinates and directs efforts across HP sales teams and across business groups

Sign & Display Partner Business Manager Resume Examples & Samples

Serves as the Sign & Decor product and solutions expert to their assigned partners for complex information regarding Latex and UV product, services, promotions, and configurations. Subject matter expert in all Latex and UV platforms as well as strong understanding of vertical markets in each category
Promotes HP Sign & Decor product offerings to become a strategic part of the partner's business and go to market strategy
May be brought in by partners to help sell and close HP Sign & Décor products to end-customers to accelerate close rates and market share
Establishes and maintains reseller account plans to promote sales growth with each reseller and understand HP share of wallet inside each reseller vs. competition for both hardware unit placements and for market share growth purposes
Achieves assigned quota goals each quarter for all HP Sign & Decor products, services and supplies with each reseller and for each product platform
Creates, and manages Sign & Decor funnel and forecast thru SF.com on a weekly basis for deals with partners with 90% accuracy and transforms leads into joint sales activities and SOS advancement in order to close more business faster
Actively engages Sign & Decor resources and with HP senior executives in order to expand strategic relationships with the partners which ensures long-term business opportunities for Sign & Décor success as well as for the partners
Provides the business rationale and risk assessment for making Sign & Decor investments with the partners
Ensures partners are compliant with legal and SBC practices along with following all program guidelines and requirements
May need to recruit and develop relationship with new partners where needed inside the territory to ensure proper coverage and growth
Expert in understanding all elements of our channel programs and able to convey all aspects of our programs to the assigned resellers
Perform sales training, product demos and open houses with each reseller on a regular basis along with helping at all key trade shows and events
Capital equipment sales experience preferred
Face to face selling with end users jointly with resellers as well as individually in order to improve close rates on all deals committed in the forecast
Grow overall business with each reseller at pace faster than industry growth for Latex
Typically 5-8 years of selling experience at end-user account or partner level sales
Solid experience in selling with partners in a complex environment while understanding the competitive landscape
Solid understanding of the IT industry, Printing Industry, competing vendors, and the overall Sign and Decor channel
Solid understanding of HP's Sign & Décor organization & operations, including key business objectives, and alignment with HP Sign & Decor go-to-market strategies, partner segmentation strategy, key programs & initiatives, structure
Solid understanding of HP products, software, and services in the Sign & Decor space. Able to communicate the strengths of HP's offerings, and overcome any objections with resellers as well as the competitive threats
Effectively sells HP offerings by building strategic relationships with partner decision makers; and promoting HP Sign & Decor programs and offerings
Develops account plans with each partner to grow HP Sign & Decor share of the business for Latex
Partners effectively with others inside HP to ensure coordinated efficient account management approach
Ability to motivate partner's sales force to lead with HP products in each product category we represent
Solid joint understanding of pipeline management discipline and ability to explain benefits to partners for long term success

Partner Business Manager Resume Examples & Samples

Facilitate relationship with C and VP level business and technical executives at large enterprise accounts
Serve as a key member of the global partner and account management team in helping to define and deliver the overall SAP on AWS strategy
Meet and exceed your given goals, set a business development plan for target markets, use cases and verticals and ensure it's in line with the AWS strategic direction
Work with the AWS account management organizations to achieve/exceed goals
Follow-up on inbound SAP related leads in a timely manner
Support a broad pipeline of customer opportunities and bring in the right resources to close SAP opportunities
Enable the broader AWS field account management and solution architect teams to ensure they are able to position AWS as the best SAP deployment platform leveraging
Develop Total Cost of Ownership (TCO) and Return of Investment (ROI) outcome-based models for running SAP on AWS
Prepare and give business reviews to the senior management team
The right person will possess 12+ years of account management, business development and program management experience; with at least 4+ years working with SAP customers and partners
Strong track record of exceeding revenue quota, pipeline and new customer adoption goals
Experience promoting new enterprise platform products is preferred
Demonstrated ability to engage and influence C-level executives
Advanced degree/MBA
Fluent German

Partner Business Manager Resume Examples & Samples

Coordinates/Owns account plans for strategic commercial accounts in the account planning process
Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of HP products and solutions
Uses specialty to leverage existing opportunities and branch into more than one BU in the account
Establishes a professional working relationship (up to the executive level) with clients, and develops a core understanding of the unique business needs
Engages partners effectively to improve win rates on selective deals
Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates
Generates leads for HP volume products and certain value products and collaborates with other specialists or partners as needed
Responsible for achieving/managing quarterly, half yearly or yearly quota
Enters opportunities in pipeline tools and updates them weekly. Recommends and Implements Pipeline management practices
Sell solutions that include hardware, software and services
Build and deploy a territory account plan that includes working with partners, specialists
Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage
Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams
Identifies customer requirements, matches with HP capabilities and chooses respective HP supply chain accordingly (Direct or Indirect)
Reviews and designs sales policy and strategy
Has deep knowledge of basic enhanced products, solution and service offerings as well as competitors' offerings
Extensive vertical industry knowledge and advanced degree of selling skills
Typically 5-8 years of experience as referenced above
Account management experience required
Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs
Ability to coordinate internal and external partners to deliver appropriate solution sale
Able to interface with senior levels in internal HP and external, client and partner groups
Knows when to adjust business plans based on account and industry segment opportunities
Use consultative selling skills to proactively help customer's with making IT business decisions
Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign off
Ability to prioritize and drive strategic sales activity on a solution basis
Needs a good understanding of the channel and how to partner

Partner Business Manager Resume Examples & Samples

Increase sales revenues from assigned Partners to meet or exceed sales goals / quota
Develop & execute growth results on ShoreTel Cloud and On Premise solution offers
Develop business relationships (as a trusted advisor) with Partners’ executive, sales, marketing, service and logistics teams
Lead collaborative business planning process on the mutual business benefit of the partners’ growth of a robust and sustainable ShoreTel practice
Develop Go-To-Market strategies and ensure execution of sales, marketing and demand generation programs to generate revenues and maximize new account penetration and revenue of Partners
Drive Partner utilization of ShoreTel enablement programs (including training/certification, ShoreTel Solution Selling), assets (Sales Tools, marketing materials), programs (MDF) and resources (CSM, PBE, Channel Marketing, and Customer Support) to achieve revenue growth and self-sufficiency
Train and coach Partner team to effectively use all sales tools to demonstrate the unique value and return on investment the ShoreTel solution delivers to the end-customer
Work closely with Partner sales teams and / or sales leaders to assess pipelines, drive sales velocity, understand and resolve challenges and build collaboration with the ShoreTel Client Sales Management team
Develop monthly/quarterly forecasts based on Partners’ pipelines. Report updates to ShoreTel management with accuracy
Travel is required and the amount depends on locations of assigned Partners

Partner Business Manager Vcan Resume Examples & Samples

Drive adoption of VMware products, services and technologies that will drive revenue and alignment with VMware’s vision and strategy
Business development planning and execution
Leverage VMware Extended Teams to accelerate the business
Responsible for all assigned sales goals and MBO's
Develop and maintain effective Customer Senior and CXO leadership relationships
Leverage VMware Partner Ecosystem to grow and accelerate the business
Work with and leverage VMware 'Aggregators' supporting the VMware Service Providers to ensure accurate and ontime VMware software and Service Usage reporting

The Partner Business Manager Resume Examples & Samples

An understanding of channel business; partner financials and economics; partner business planning; SAP software solutions; partner sales, forecasting, and building pipeline; demand generation planning, execution, and ROI
Develop and execute a pipeline development plan to meet partner’s pipeline multiplier goals, net new name goals, and revenue commitments including setting goals for establishing customer references
Ensure that the partner collaborates to build and execute joint demand generation activities with SAP regional, industry and national Sales, Business Development and Marketing Teams to grow a mutual pipeline; ensure that partners agree to clear account and align plans so as to close more business

Partner Business Manager Resume Examples & Samples

SAP practice development within the partner; and operational execution
Understand, develop and share best practices for demand generation and pipeline creation with partners
Ensure forecast accuracy and sales linearity (quarter after quarter, month after month)

Partner Business Manager Resume Examples & Samples

Deliver the revenue target from partners for all product lines within SMB Segment
Responsible for business development & account acquisition/ Retention and account growth within the defined geography
Responsible for customer and partner relationship management through effective implementation of AMP/SMP
Provide monthly and quarterly forecast / OL from Xerox Partners within territory
Identify SMB accounts and align it to partners
Support partners to promote Xerox office products in the SMB market segment
Impart product training to the partner’s field staff
Ensure accurate reporting of activities, outlook and performance metrics using the sales management and reporting process
Enable the partner to meet his revenue plans
Conduct monthly business reviews for partners
Establish monthly forecast
Ensure geographic coverage through existing partners/new business partners
8-15 years of experience at various levels in Sales & Marketing
Should have sound knowledge of the specific Industry and vertical
Should have hands on experience in Channel Management

Inside Partner Business Manager Resume Examples & Samples

Achieves assigned quota for assigned HP products services, and software
Transactional selling working within a team of selling professionals
Influences partner account manager or end user sales team on the partners' capabilities and merits
Basic understanding of the IT industry, competing vendors, and the channel
Effectively sells HP offerings by building strong relationships, and promoting HP's strengths

Partner Business Manager Resume Examples & Samples

Familiarity with eClinical market or worked at life sciences company
Ability to listen, think logically, strategically, and tactically to solve complex problems
Must be motivated to work within detailed operational matters, but have the desire to work with outside customers on a daily basis
Previous Account Management experience and record of achieving assigned quota targets
Self-motivated, demonstrating an ability to assume responsibility and work autonomously in a professional manner

Partner Business Manager Resume Examples & Samples

Provides leadership in knowledge management, by developing and sharing best practices for demand generation and pipeline creation with partners
Encourages PBMs to facilitate expansion of their SAP footprint to the innovation solution portfolio where relevant, and incorporates the new solutions in pipeline building and demand generation plans
Ensures that partners’ overall demand generation plans to align with SAP’s current go-to-market messaging
Creates a partner environment in which partners collaborate to build and execute joint demand generation activities with SAP regional, industry and national Sales, Business Development and Marketing Teams to grow a mutual pipeline
Ensures forecast accuracy and sales linearity (quarter after quarter, month after month) across partners
10+ years working experience in the software industry
7+ years in a partner facing role (ex. Customer Service, Sales, Consulting); experience working at a SAP partner is a ‘plus&#8217
Strong analytical competencies
An ability identify and champion win-win scenarios
Expertise and acumen in forging initiatives and go-to-market sales pipeline development plans with business partners Local market knowledge and understanding (software industry, trends, vertical market industries, etc.)

Partner Business Manager Resume Examples & Samples

Creation of coherent Africa partner plans with senior partner execs,
Persuading partners to invest heavily in growing SAP consulting resources
Driving new partner sales activities in NNN, S4, Cloud
Creation and execution of unique industry partner propositions
Large scale joint account planning and opportunity support with SAP AEs and partner client facing people
Delivery of significant enablement activities for the partners
Management of partner demand generation activities including maximising partner marketing spend on SAP activities
Based in Johannesburg, Nairobi and trusted by SAP AEs
Bachelor´s or Master Degree
6+ years in Considered Market Unit in IT industry
Proven strong relationships with Key partners including Accenture, Deloitte, IBM, CapGemini, PWC, EY ……
AE managing top accounts or consulting experience ideally at SAP or from one of Top Consulting Companies
Strong leadership, business development and project management skills in a matrix organization
Fluent level of English
Minimum 8-10 years experience in partner business (Sales, Marketing, Business Dev. or other)
Understanding the principles of solution & cloud selling through Partners
Knowing or having successful experience in multi channel go to market models
Ability to articulate and position GPO Value Proposition along with Partner ROI at CxO level
Knowledge and understanding of Partner Dynamics
Knowledge of Solution Portfolio, especially cloud and platform, and relevant markets
MBA / Ph.D: no

Partner Business Manager Resume Examples & Samples

Demonstrate a strong history of successfully recruiting and developing new partners or customers via cold calling, leveraging contacts in industry, utilizing social media applications
Ability to develop a territory recruiting plan identifying markets and prospects that will coincide with Xerox USCU expansion objectives
PBM will be the lead in partner selection, recruitment, onboarding, and development of new DTP partners
Able to deliver a strong value proposition to dealer ownership to enable entry to dealership to further qualify and determine if business model aligns with Xerox DTP program and objectives
Demonstrate strong knowledge of office equipment industry including relationships with other dealers, application providers, finance companies, or others that can help facilitate prospecting activities
Upon recruitment of a new DTP
Actively train and influence the partner sales force to ensure that they promote and position Xerox solutions
Coordinate with other Xerox employees to develop a partner’s technical and service resources
Ensure partner’s go to market Xerox launch is consistent and in alignment with USCU marketing and program objectives
Co-develop initial 12 month business plan & review progress
Meet with all parts of the organization (sales, administration, service, marketing, and any other business functions) and ensure they can conduct business with Xerox
Active collaboration with Xerox field team including the ASD, CBM, and SPE to drive success of DTP partners to achieve common sales goals
Aid in resolving partner and customer complaints and breaking down any and all barriers to partner growth and achievement of plan objectives
Ability to identify, understand and deal with the political dynamics of the dealer channel and also within Xerox to achieve your goals
Active support at key channel and partner events to deliver and support Xerox messaging
Demonstrate past success in building a new territory or recruiting new partners/customers
Comprehensive knowledge of Managed Print Services
Comprehensive knowledge of Workflow & Mobile print applications used in industry
Comprehensive knowledge and ability to use social media applications for recruiting and networking to drive business results
Ability to work under own initiative with high level of personal drive, as well as working effectively as a team
Ability to utilize and effectively use remote presentation applications
Ability and willingness to travel

Partner Business Manager Resume Examples & Samples

Develops mutually-beneficial annual and quarterly business plans - with partner and Commvault stakeholders, outlining goals, objectives, strategy, actions, resources and tests, leveraging Commvault’s PartnerAdvantage program benefits and overall partner strategy
Insures clear Partner understanding of Commvault solutions by scheduling, acquiring resources for, insuring Insight attendance to and executing enablement activities
Plans and executes lead generation activities with partner, insuring maximum return on investment, consistency with Commvault messaging, coordination with Regional Partner Account Managers and leverage of Commvault field sales teams
Executes quarterly and ad-hoc business reviews with partner, focusing on achievement of revenue, training, lead-generation and relationship objectives are met and planned
Protects organization's value by keeping information confidential
Enhances organization reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments

Partner Business Manager Resume Examples & Samples

Co-Innovation: Leverage the unique capabilities of Partner and SAP SFSF to launch new initiatives that showcase the uniqueness of the partnership resulting in expansion of the global SAP SFSF brand
Understands and articulates the primary and ancillary SAP portfolios (SFSF + Digital Core & 4 Pillars) in terms of the customer value proposition and the partner value proposition (including Partner economics, Partner ROI, Partner investments into various solutions)
Professional preparation and leadership of all relevant Partner / SAP SFSF meetings
Collaborates with internal SAP teams (Account Executives, Senior Executives, Product, Support, Professional Services, Ecosystem, Strategy, etc.) acting as a strategic liaison between the Partner and SAP to ensure sales successes, aligned strategies, and effective communications
Prevent and resolve conflicts between Partner and SAP. Escalate as needed
Ensure Partner collaborates to build and execute joint demand generation activities with SAP local, regional, and industry Sales, Ecosystem and Marketing Teams to grow pipeline and agree to account plans
Influences partner to effectively invest in Marketing and Demand Gen activities
Develops and executes a pipeline development plan to meet partner’s pipeline multiplier goals, net new name goals, revenue commitments and customer reference targets
Drive & own the forecast with the Partner and be accountable for Partner participation
Ensures Partner and SAP teams operate in a professional and ethical manner; take action or escalate if professionalism and ethics standards are not being met
12+ years working experience in the HCM software industry in Sales or Partner facing roles (i.e. Sales, Alliances, Consulting)
Demonstrated sales and partnering leadership skills
Relevant experience in Cloud / ERP software topics
High energy – brings optimism, innovative ideas and a play-to-win attitude
Microsoft Office tools, including Word, Excel and PowerPoint

Partner Business Manager Resume Examples & Samples

New Business Development. Draw upon deep understanding of complex market dynamics to identify and drive new market opportunities for the partnerships. Structure appropriate partner models to achieve mutually beneficial business results and drive execution of related partnership agreements. Secure the necessary internal and external stakeholder support across involved Board areas and business units, including global and local partner management and sales teams
Partnership and Digital Business Transformation. Evangelize, engage, and enable partners to pursue “win-win” business plans and models that support and promote SAP’s strategic agenda and leverages SAP’s digital business transformation portfolio – especially in S/4HANA, Line of Business Cloud Solutions, Hybris/CEC, HANA and Analytics, and HANA Cloud Platform. Identify, develop, and execute strategic initiatives in support of these areas. Foster development of partner services capacity in growth areas and spearhead efforts to drive SAP platform adoption in the partner’s own business
GTM Engagement. Drive the successful execution of joint go-to-market activities with Strategic Partners and the SAP field. Achieve partner-driven revenue targets as relevant for assigned partner(s) and directly engage in key sales opportunities
Co-innovation. Drive co-innovation initiatives with selected Strategic Partners in concert with SAP development, solution management, and field stakeholders. Foster new solutions on SAP platforms, capitalizing on partner domain expertise. Facilitate development of joint solution and/or technology roadmaps (depending on nature of partnership)
Partnership Governance. Manage SAP’s overall corporate relationship with assigned strategic partner(s). Plan and manage the strategic partnership to foster executive alignment, execution, and achievement of planned business outcomes. Create strategic business plan for partnership to enhance mutual value and impact. Facilitate top-to-top meetings and ensure effective preparation, briefing, alignment, and execution for key executive meetings and Board updates. Manage partner escalations and drive issue resolution. Operate with a “One SAP” approach across the broader SAP organization to ensure effective and coherent partner engagement across Board areas, geographies, and business/ market segments
Best Practice Champion. Serve as a collaborative luminary for raising SAP’s strategic partner management capabilities across the company’s other strategic relationships, proactively sharing best practices and mentoring/advising other partner managers. Openly embrace and capitalize on the winning practices of others to drive continuous improvement. Identify and, as appropriate, spearhead enhancements to SAP’s partner management processes and structures
Senior, partner-level experience; regular C-level/executive-level engagement
Extensive experience and relationships at senior levels within the enterprise solutions ecosystem – system integrators, technology vendors, ISVs
Successful track record negotiating large-scale, complex business agreements and transactions
Management Consulting with significant Consultative selling and business development to drive digital transformation agenda with customers or business partners
Experience structuring and engaging in multiple partnering models (e.g., co-selling, value-added reselling, OEM)
Demonstrated capacity for operating regionally, having driven significant business results in multiple geographies and/or achieved success in a senior role with global scope
Previous experience with strategic partners or a detailed knowledge of their workings is preferred

Inside Partner Business Manager Resume Examples & Samples

Understands and shares relevant demand generation and pipeline creation best practices with partners
Advises partner to expand their SAP footprint to the innovation solution portfolio where relevant, and incorporate the new solutions in pipeline building and demand generation plans
Leverages resources to drive partner’s demand generation plans to align with SAP’s current go-to-market messaging
Influences partner to effectively utilize 100% of their marketing development funds
Ensures partners utilize and leverage SAP’s Marketing resources, tools, collateral, sales plays, and other SAP demand generation programs
Works with partner on their pipeline development plans to meet partner’s pipeline multiplier goals, net new name goals, and revenue commitments; including setting goals for establishing customer references
3-5+ years working experience in the software industry
3+ years in a partner facing role (ex. Customer Service, Sales, Consulting); experience working at a SAP partner is a ‘plus&#8217
Analytical competencies and business and financial acumen
Effective communication and presentation skills at an executive level
Local market knowledge and understanding (software industry, trends, vertical market industries, etc.)
BA or higher degree in IT/ business/ economy or another related field
Highly developed communication and leadership skills
Sales and Operational capablity, with attention to details for inspection and performance management of partners
Able to operate in complex matrix environment of SAP and US Market Units
Strong value system for building trust, alignment and engagement across the organization
Ability to perform and remain objective and stable under pressure and stressful conditions, maintaining high levels of energy, ethics, communication, transparency and leadership

Partner Business Manager, System Integrators Resume Examples & Samples

Manage all aspects of the SI activities and relationships including
All SI activities within the specific region
Business development of select SI’s within specific territories
Responsible for driving Commvault revenue with Systems Integrators, including outsourcing, managed services, resell and influencer of Commvault’s products and services
Establish or refine current programs and contracts that provide SI the ability to buy and resell Commvault products and services, garner influence and adopt Commvault products and services
Work with targeted SI’s to understand current offerings and amend to include Commvault as part of core offerings and go to market capabilities
Represent Commvault at SI executive and technical events
Focused on one of the Financial Services, Energy Oil and Gas, or Pharmaceutical verticals within the GSI community
Work all facets of the Commvault and SI relationship (corporate executive, solution architects, delivery et al)
Serve as the primary point of contact between SI and Commvault for opportunities, focusing on the specific geographic region
Work as part of Commvault Global SI team to help grow our relationships and revenue with each targeted SI
Execute the strategy with targeted SI as identified by the Commvault Global SI team
Provide specific focus within the identified vertical to drive adoption of Commvault technology with the SI

Large Format Partner Business Manager Resume Examples & Samples

Responsible for achieving country balanced scorecard as per Budget; revenue, contra / GM, market share, sellout, CI
Sells full LF Design (Hardware, Ink, Media, Carepack) portfolio
Owns Designjet Specialists / Graphic Solutions Business (GSB) attended and volume partners sellout management
Manages HW volume / mix, contra spend, via promo and activity plan; integrates supplies
Drives sell in and unattended sellout activities with local Printer and Personal Systems (PPS) HW Distribution
Provides large-format printing product and solutions expertise to Designjet resellers and rest of HP team to capture business opportunities
Adopts EMEA / subregion business strategy to local market; scope on activity planning and execution
Plan & execute demand generation activities incl. supporting Latex Printing activities
Develop loyal specialized reseller channel; scope on activity planning and execution
Reports to subregion Cluster Business Manager
Owns local investment plan and execution (incl. Deal/promo discount creation, Marketing Funds deployment)
Defines contra investment strategy across RTM segments incl. end user
Typically 8-12 years of selling experience at end- user account or partner level
Thorough understanding of the IT industry, competing vendors, and Large Format Printers. Dimensions include competitive positioning and business models
Thorough understanding of HP's products, software, and services. Able to communicate the strengths of HP's offerings relative to competition, and overcome objections
Partners effectively with others in the account to ensure coordinated efficient account management

Partner Business Manager Resume Examples & Samples

Coordinates/Owns account plans for commercial accounts in the account planning process
Focuses on deals/opportunities and value and/or volume portfolio management, and selling a range of HP products and solutions
Uses specialty to leverage existing opportunities in account
Establishes a professional working relationship (up to the executive level) with clients, focusing mainly on specialist buyers, e.g. IT
Analyzes win/loss rates and drive recommendation to improve ratios
Works with and leverages external partners to deliver solution sale
Refers HP volume products and certain value products to other specialists or partners as needed
Utilizes the support of pre- sales and specialists, and depending on account coverage with inside sales to lead deal pursuit
Responsible for achieving/managing quota based on regional guidelines
Enters and is accountable for all opportunities in pipeline tools and processes. Recommends and Implements Pipeline management practices
Acts as a first interface for owned accounts in collaboration with members of global business teams
May Train/Coach and lead Inside account reps/Inside Sales
Contributes to or designs sales policy and strategy for assigned business segment
Typically 3-5 years of experience as referenced above
Possible experience in industry
Inside Account experience of large commercial of large complexity
Solid IT acumen and how to align with specific HP services or product lines
Assess solution feasibility from a technical and business perspective to determine qualify- in/quality-out status
Negotiation skills and ability to frame the value proposition for the customer
Ability to utilize resources effectively in or order to pursue revenue generating opportunities in the account
Enough knowledge about product, services and client's core business, to be able to sell transactionally, as well as generate leads
Ability to prioritize and drive strategic sales activity on multi-product basis or solution basis
Competitive selling skills

Internal Partner Business Manager Resume Examples & Samples

Influences partners to create and maintain their HP funnel
Influences partner business manager and/or end user sales teams on partners' capabilities and merits
4 years experience in Channel
3 years experience in handling partners
2 to 3 years experience in PC or Printers
Experience developing positive relationships and solving customer problems

Partner Business Manager Resume Examples & Samples

Lead partners on a journey to deliver solution and products as a service (Xaas)
Serve as the HP expert to the partner for extremely complex information regarding product, services, and software transitions, promotions, and configurations
Assist in selling HP brand to end-customers where required by partners
Proactively assess, clarify, and validate partner needs on an ongoing basis
Demonstrable track record of sales experience at end-user account or partner level
Thorough understanding of the personal computer market including competing vendors and the channel
Thorough understanding and experience of go-to-market strategies

Senior Partner Business Manager NSX Resume Examples & Samples

Knowledge of VMware product range
Experienced in Datacenter Networking and Security Partner Eco system preferred and knowledge of partner sales and channels in Korea
Have worked with a sales/channel sales management methodology, such as CHAMP, Selling Channel Value, etc

Senior Partner Business Manager Resume Examples & Samples

Build programs and relationships in support of the Dell Technologies strategy and maximize impact and bookings potential of family companies’ joint services sales and delivery capability
Orchestrate strategic planning and business discussions with leadership teams and selected ecosystem partners
Work with Core Sales, Field Marketing, Field Readiness, General Business & Partners, and Professional Services to develop plans and set goals to achieve sales penetration and profitability in cooperation with Dell Technologies entities
Research trends, best practices, industry drivers and maintain awareness of competitor initiatives
Assist in the development and implementation of internal cross marketing/selling initiatives and new products to achieve segment growth and profitability

Partner Business Manager, Systems Integrators Resume Examples & Samples

Work all facets of the Commvault and the TCS relationship (corporate executive, solution architects, delivery et al)
Work with solution architects, delivery managers, and sales teams to identify and qualify new opportunities
Serve as the primary point of contact between TCS and Commvault for opportunities, focusing on the specific geographic region
Execute the strategy with TCS as identified by the Commvault Global SI team
Identify opportunities within each targeted SI to embed our solutions into the services solutions they sell to their clients
Provide specific focus within the identified vertical to drive adoption of Commvault technology with the TCS

Partner Business Manager Resume Examples & Samples

Strategy - Set and Implement Commvault EMEA GTM strategy and the business plan for the named Alliance partners to ensure Commvault maximises revenue growth. Focus on the strategic nature of the relationship to build long term value and sustainable success for both the Partner and Commvault
Planning – Ensures development of EMEA Business Plan with the named Alliance partners. Ensure commitment from the partner for revenue goals, focus and capabilities, across the entire business. Works closely with Field Marketing, Presales and Services to develop structured marketing and enablement plans as part of the overall business plans for execution in the region
Execution - Drives GTM execution with the Alliance partners, leading quarterly business reviews, and other necessary go to market activities. Drive execution directly and through the virtual team (presales, channel marketing etc.). Deliver the revenue goals established each quarter for each of the target OEM/Alliance partners in line with the business plan for Commvault
Pipeline growth - Drive pipeline generation initiatives as part of the business plan to grow pipeline with the Alliance partners. Work closely with the partner’s and Commvault’s field and channel marketing teams to develop structured marketing plans to be deployed in multiple countries with the support of local teams – often leveraging budget from various local and global sources
Enablement - Ensure that partners’ sales staff, are properly enabled as per the business plan by working closely with the enablement and Solution Consulting teams. Works with the partner to ensure that the partner has the relevant skill set in terms of sales, presales and technical to effectively grow Commvault related business
Mindshare - Ensure we build relationships at the highest level within the partner to drive mindshare. Drive peer to peer alignment between the partner and the Commvault teams. Understands the Partner political structure, and builds senior executive champions to drive change and overcome hurdles. Drive mindshare of Commvault within the Alliance partners through regular communication (win stories etc.) and relationship cadence at EMEA and country levels
Reporting - Provide and achieve sales forecasts on a regular basis. Provide updated business plans and actions/priorities to stakeholders. Share best practices between regions, countries, and business units
Alignment - Align with the global and EMEA alliance leads on GTM plans to establish and share best practice

Inside Partner Business Manager Resume Examples & Samples

Manage assigned partner list in driving client channel revenue and personal quota goals
Promote and educate channel partners on products, services, sales/marketing initiatives
Engage in both proactive and reactive activities based on the needs of client partners and sales team
Prepare and present complex software solutions to channel partners
Assist with server and network configurations, lead qualification, and overall territory account management
College degree or equivalent experience preferred
4 or more years of related technical sales/product experience preferred
2 or more years of Channel Sales experience preferred
Demonstrated success in achieving assigned quota
Success-driven salesperson who builds strong relationships with multiple stakeholders
Enjoys a dynamic and changing environment
Advanced knowledge of market segment and product solutions
Ability to quickly articulate technical and business value propositions via phone, email, and video conference
Previous account management experience needed
Ability to comprehend complex technologies
Self-reliant, adaptable, decisive, and professional
All applicants must apply online
If selected, you may be asked to complete a video interview and must have access to a computer or device with a webcam

Partner Business Manager Resume Examples & Samples

A bachelor's degree and 5+ years of related experience
Relationship management and interpersonal skills
Communication, influencing and negotiating skills
Research and report writing skills
Ability to personally develop learning/understanding of new products and technologies
Experience in sales and closing strategically important new business
Experience in making and delivering presentations to current and potential customers
In-depth knowledge and understanding of customer goals, objectives, strategies and competitive situations
A proven track record in winning new business
Strong presentation, negotiating and closing skills
Client development and retention skills to build long term profitable partnerships
Good interpersonal skills, with strong experience within vertical markets

Transactional Partner Business Manager Resume Examples & Samples

Serves as the expert to the partner for complex information regarding product, services, and software transitions, promotions, and configurations
Achieves assigned quota for HP products, services, and software
Transactional and relationship selling working within a team of selling professionals
Creates, fills-in and manages HP funnel for deals with partners and transforms potential leads into joint sales activities
Establishes relationship with partner at all organization levels including senior executives
Ensures partners are compliant with legal and SBC practices
May drive SOW growth with distributors who are managing small partners on behalf of HP
Typically 5-8 years of selling experience at end-user account or partner level
Solid understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning
Solid understanding of many of HP's products, software, and services. Able to communicate the strengths of HP's offerings, and overcome objections
Solid understanding of pipeline management discipline and ability to explain benefits to partners

Partner Business Manager Resume Examples & Samples

Building Marketing and Demand Generation Plans in order to generate pipeline growths and achieve pipeline coverage of sales targets
Alignment with GB Sales team ensuring tight joint GTM
For a PBM’s advice to carry weight and be considered the PBM needs to be able to underline his business case with credibility which he brings to the table based on prior experience in business development, sales, pre-sales or business transformation. Prior management experience in this role will be beneficial. It is key for the PBM to bring content to a discussion with VAR Executives in order to continuously earn credibility, confidence, and respect
The PBM has to have the ability to build a relationship with VARs on Executive level and drive engagements, transformation and decisions top down. Executive presence and management experience from prior roles will be beneficial
In general, the PBM needs to have an analytical mind in order to spot weaknesses in the Business of a VAR which require improvement. At the same time, the PBM needs to drive the Business Plan execution in a programmatic fashion and if required put together adjusted/new action plans to address changes and drive with emphasis execution of such plans. As such the PBM sets the expectation and standards when it comes to targets and operational excellence
Minimum 5 years experience in business development or Sales
Ability to act as a trainer and coach to sales staff of partners whilst also taking the lead in producing deliverables for a partner in order to set an example and maturing customer sales cycles in specific opportunities
Knowledge of SAP Innovation Strategy, Solution Portfolio, and relevant markets
Bilingual added advantage

Inside Partner Business Manager Resume Examples & Samples

The key to the role will be Partner Relationship and value-add through demand generation. We are looking for an individual who could bring pipeline manageability to partner role. In order to meet targets, the Senior Business Partner Manager needs to have the right partners and more than enough pipeline followed by appropriate enablement to achieve the numbers. The successful candidate will be able to read trends and decide how much pipeline is required to achieve the partner revenue goals. If there is not enough pipeline then he/she will be able to work with Partner Marketing and draw out a plan to engage and participate in demand generation events such as CIO events, house account engagements, call blitz, assessment services, up-sell or cross-sell campaigns etc
Ensure that Resellers are leveraging all our programs to improve their engagement and loyalty with VMware
Engage our sales team with every partner to get as many joint engagements while at the same time ensure that the resellers can close less than 20K opportunities without requiring much assistance

Partner Business Manager Resume Examples & Samples

Partners readiness & capability allowing them to transact from Day 1
Program & policy improvements driven by insights from partners
Work in collaboration with Operations Deal Managers operationalizing new deals constructs to enable transformational deals for partners
Candidate must to have field and/or partner knowledge as well sales approach to work with the Operations Deal Managers owning the execution of the readiness plans in conjunction with the Partner Community Manager with targeted partners for future excellence in the deal construction
Bachelor’s degree in a business-related field (Operations, Accounting, Finance or IT)
5-8 years of business or industry experience
Have Microsoft Partners program knowledge (VL, CSP, for example)
Ability to develops creative solutions to complex problems by applying knowledge and judgment to identify approach and methods
Excellent communication skills and ability to build solid relationships with individuals at all levels, in multiple geographies and business functions, both internally and externally
Ability to simplify complex situations, analytical and problem-solving skills
Demonstrated experience in Partner Channel Enablement Strategy definition and execution both on the Capacity and Capabilities areas
Ability to multi-task and project manage many tasks simultaneously. Ability to work under continual deadline constraints
Strong project and process management with and ability to own planning, scheduling & coordinating
Ability to develop creative solutions to complex problems by applying knowledge and judgment to identify approach and methods
Experience in obtaining and using diverse partner & customer feedback and using partner & customer knowledge to optimize the design of agreement-to-cash processes
The Partner Business Manager role indirectly ensures that the result of work will reflect in a superior experience for Microsoft customers by receiving a consistent and high-quality support in the moment of the sales deal construction through MS partners

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