Note: The job is a remote job and is open to candidates in USA. Omnissa is the first AI-driven digital work platform, built to support flexible, secure, work-from anywhere experiences. The Partner Sales Manager will lead the channel business across multiple sales teams, building and managing key relationships with resellers and solution providers to drive sales performance and exceed quotas.
Responsibilities
- Work with partners to drive partner-initiated pipeline growth and “at bats” for Omnissa products and solutions
- Develop key focus partners in regions to maximize Omnissa’s revenue potential
- Conduct business planning, marketing/demand generation activities to drive partner initiated business within the region’s focus partners
- Drive account mappings and field sales engagement with partners to build joint selling engagement opportunities across Omnissa sales teams and the focus partners within the region
- Deliver enablement sessions to train our partners field sales/SE staff
- Leverage your existing strong relationships with key decision makers within the region’s focus partners to drive partner mindshare and set Omnissa as a strategic partner within the partner’s business
- Work closely with Regional Sales Managers and Sale leadership to grow revenue in each territory by focusing on National and Regional re-sellers
- Develop and implement regional business plan with input from Regional Sales Managers
- Possess in-depth knowledge of key competitors and demonstrate the ability to articulate Omnissa’s advantageous position to end users and partners
- Manage Deal Registration, Non-Standard Pricing, Spiff Payments, and Sales process
- Exceed territory quota
Skills
- 10 + years of experience working with resellers as a Channel Account Manager
- Hunter mentality – ability to get in front of partner executives and show the value of Omnissa to their business
- Executive Level relationships with key partners in the region
- Understands the reseller business model and how Omnissa fits into that model
- Team Player – able to work well with all functional groups within Omnissa
- Track record of success and over-achievement in previous positions
- Expert in Salesforce.com
- 50%+ Travel is required
- Hard working, self-driven and highly motivated individual with great team spirit
- Great relation and reputation with key partners in assigned region
- Able to present in front of bigger audience and hosting events with and for partners and end-customers
- Able to identify and initiate deals with partners, work on deals and close them with a partner in close sync with Omnissa Account Teams
- Experience working with local regional channel partners
- Effective at quarterly and yearly planning of sales activities
- Ability to implement marketing plans and coordination of marketing activities
- Able to identify, develop and acquire new partners
- Display repeated success in encouraging existing partners in their sales activities
- Ability to execute channel programs and drive sales and product trainings
- Strong presenter on reseller and end-customer events
- Successfully run sales activities with partners
- Strong analytic and forecasting capabilities
- Bachelor's preferred, or equivalent combination of education and relevant professional experience
Benefits
- Employee ownership
- Health insurance
- 401k with matching contributions
- Disability insurance
- Paid-time off
- Growth opportunities
Company Overview