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We’re thrilled you’re exploring this opportunity with us — take a look, imagine the possibilities, and let’s shape the future of connectivity together.
Job Description Summary:
The Partner Development Manager will be responsible for fostering and expanding relationships within the Channel Ecosystem, including national and regional VARs, SIs, SPs, SaaS Providers, and Distributors. This position will leverage extensive experience generating new business through alliances and channel partnerships while simultaneously growing a technical practice within each partner organization. Your mission will involve establishing professional working relationships and collaborating effectively with our alliance and channel partners, as well as our Professional Services, Marketing, and Support teams. Success in this role will be defined by your ability to drive new revenue by helping partners develop a deep understanding of Fusion Connects value proposition and effectively positioning our products to meet the unique business needs of their prospects.Job Description:
Essential Duties and Responsibilities include the following (other duties may be assigned):
- Generate Pipeline revenue by driving joint go-to-market (GTM) activity with Channel partner leadership, Channel partner sales executives, and our own internal sales organization.
- Partner closely with National partner leadership & CAMs to identify new mutual prospects and engagement resulting in new business meetings (NBMs).
- Developing product and sales competency within our core set of regional & national partners, influencing their GTM and sales strategy in alignment with Fusion Connects vision.
- Creating confidence at an executive level, leading to the creation of downstream sales buy-in and technical practice creation
- Sharing analytics with executive and technical champions, and driving further demand for Fusion Connects solutions through regular cadence sessions
- Drive the development of technical pre-sales & post-sales practices within each focus partner.
- Establishing and implementing selection process, criteria, and controls for selection, management, and performance of alliance & channel partners including regular reviews of contractual obligations with partners and compliance with Fusion Connect policies, procedures, and ethical standards.
- Oversee & participate in regional QBR’s for the sales team
- Driving organizational, operational, staffing, financial, quality, and customer satisfaction targets are consistently met or exceeded by partners. Includes creating and monitoring KPI’s for each partner on a regular interval.
Knowledge, Skills and Abilities Requirements:
- Five or more years of direct sales experience. Must have achieved quota in all five or more years.
- Extensive knowledge of SDWaN, UCaas, Network and Managed Services.
- Demonstrated success leveraging 3rd-party companies to achieve quota.
- Solution-selling experience (vs. product-centric sales).
- Superb organizational skills and demonstrated history outlining and establishing sales strategies.
- Excellent written and verbal communication skills.
- Must be willing to travel throughout the U.S. including attendance at all business reviews and meetings.
- Demonstrated leadership skills that promotes and exemplifies teamwork, personal accountability, and mutual support to the Partners.
Knowledge, Skills and Abilities Preference:
- Five or more years of channel management preferred.
- Experience with progressive, born-in-the-cloud partners.
- Relationships with national VARs, Distributors, MSPs, and SaaS providers is desired.
- Service Provider and System Integrator experience preferred.
- Prior experience with network transformation technologies and any past history working in early-stage technology start-ups.
- Salesforce experience preferred.
