Hybrid Senior Partner Ecosystem Manager

at Perforce Software

• Job title: Senior Partner Ecosystem Manager
• Job type: Full Time
• Experience level: Senior
• Salary: $155,000 - $310,000 per year
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Minneapolis, United States

About the role

• Senior Partner Ecosystem Manager driving sales through partnerships for Perforce’s data management brands. Collaborating with value-added resellers to enhance sales efforts and expand business reach.

Responsibilities

• Achieve and Exceed Sales Quotas
• Meet or exceed assigned sales quotas within the territory.
• Drive partner-driven sales activity to consistently achieve quarterly and annual sales targets.
• Expand and Optimize Partner Ecosystem
• Proactively recruit, qualify, and onboard high-potential partners.
• Develop and implement Partner Quarterly Business Reviews, ensuring mutual performance objectives and financial targets are met.
• Drive Lead Generation and Opportunity Development
• Generate leads and identify new sales opportunities within the partner ecosystem.
• Facilitate joint account planning with partners and Perforce sales teams to develop and close opportunities.
• Enhance Partner Sales Capabilities
• Execute plans to develop partners' sales, pre-sales, and delivery capabilities on the Perforce Solutions.
• Apply Perforce training programs to ensure partners are well-equipped to sell and support Perforce solutions.
• Foster Strategic Relationships and Partner Success
• Build and maintain strong relationships with key value-added resellers and systems integrators.
• Drive customer success, retention, adoption, and revenue growth through strategic partnerships.
• Lead Joint Marketing Initiatives
• Identify and execute joint marketing campaigns, win/success stories, and case studies with partners.
• Support co-marketing events to increase brand visibility and lead generation.
• Ensure Robust Governance and Reporting
• Provide regular governance of sales analysis, pipeline reviews, and revenue opportunities.
• Manage, track, and report on all partner activities and results using Salesforce CRM.
• Mitigate Partner Conflict and Foster Communication
• Manage potential partner conflict by fostering excellent communication and adhering to partner rules of engagement.
• Ensure seamless coordination with internal teams including direct sales, inside sales, marketing, and service resources.
• Stay Informed and Innovative
• Maintain in-depth knowledge of Perforce products and industry trends.
• Continuously seek innovative strategies to improve partner engagement and sales performance.

Requirements

• 10+ years of experience in partner sales with value-added resellers and/or systems integrators, with a proven track record of success.
• Demonstrated success in recruiting, developing, and managing relationships with VARs, GSI’s, and Technology partners at a senior level. Prefer US-Central territory experience.
• Strong strategic planning and execution skills, with the ability to drive complex sales cycles and exceed sales quotas.
• Proven history of exceeding software sales quotas through strategic partners, with expertise in enterprise, transactional, and subscription licensing sales models.
• Experience selling alongside partners at the CxO and Senior Sales Business Manager levels, with exceptional relationship-building skills.
• Strong technical understanding with the ability to translate technical capabilities into business value for partners and clients.
• Superior presentation, verbal, and written communication skills, with the ability to influence and engage stakeholders at all levels.
• Comfortable working with multiple internal teams, including senior executives, and building and maintaining relationships with clients and partners.
• Self-starter who is competitive, takes initiative, and thrives in a fast-paced, dynamic work environment, with a strategic mindset to drive new partner initiatives.
• Extensive experience managing, tracking, and reporting on partner activities and results using Salesforce CRM or similar platforms.
• Develop in-depth knowledge of Perforce products, industry trends, and competition, with the ability to stay current and adapt strategies accordingly.
• Preferably Bachelor's degree or higher
• Ability and willingness to travel approximately 50% of the time, including international travel as needed.
• Demonstrated ability to develop and implement innovative strategies for partner engagement and sales performance improvement.

Benefits

• medical
• dental
• vision
• retirement benefits
• life insurance
• wellness programs
• total time off
• other employee perks that may be offered by Perforce from time to time