Job Description

Collaboration & Co-Sell Leads partner co-selling efforts with portfolio of assigned partners to drive sales pipeline. Leads collaboration efforts between internal and external stakeholders to accelerate deal execution, proactively leverage investments, and accelerate sales. Shares innovation in novel sales best practices that drive business forward and influences others across the market. Proactively tracks cloud solution area co-sell pipeline performance and addresses low performance through correction of errors (CoE) efforts. Proactively tracks partner sales capabilities and capacities for sales practice acceleration and growth, meanwhile providing insights into future practices. Proactively tracks partner incentive utilization and impact on pipeline velocity, and influences the partner to improve performance. Ensures partner is tracking to target by solution area. Tracks quarterly forecast to ensure it meets and/or exceeds revenue accountability. Partner Engagement Proactively develops and shares best practices for co-selling with partners and global peers through community forums, contributes to listening circles and contributes to and influences worldwide learning initiatives as a subject matter expert. Shares market local solution area business momentum insights and corporate research for customer demand. Works with prioritized solution area-aligned partners to identify and cultivate new opportunities with customers. Proactively drives the qualified partner pipeline and progresses it through the sales cycle. Ensures partner adoption of investment levers to create opportunities and accelerate deal velocity Drives the acceleration of cloud solution area sales practice with partners, with a focus on pipeline, go-to-market (GTM) sales and co-sell execution. Proactively drives a predictable cloud solution area rhythm of business (RoB) and anticipates and mitigates performance issues with partners to ensure delivery of cloud solution area partner targets. Proactively collaborates with and influences segment sales teams to drive co-sell performance with partners through joint execution. Partner Solution Area Sales Plan Proactively creates joint solution area sales plans in partnership with prioritized partners in the solution area portfolio relevant to customer segment to address complex customer needs and drive quarterly revenue accountability. Owns the identification, understanding, and evaluation of partners' cloud solution area sales practice(s). Leads the strategic alignment with organizational units and overall partner business plans to meet sales objectives. Sales Process & Sales Management Guides partners on solution play and ensures partners have capability and capacity to deliver the value proposition of the solution play. Drives business reviews with key partner stakeholders and holds partners accountable for delivery against agreed plan. Proactively initiates solution area sales planning with assigned partners and ensures coverage to support targets. Monitors, manages, and provides insights into a predictable sales pipeline rhythm of business (RoB) with assigned solution area partners. Manages and support top partner deals and overall partner revenue aligned to solution area. Establishing, maintaining, and cultivating mutually beneficial, strategic partnerships and relationships with key stakeholders, partners and executive leadership by managing interactions and relationships with empathy and respect, navigating social challenges and conflicts with sensitivity, and positioning oneself as a trusted advisor to drive collaborative co-selling solutions, strengthen organizational influence, and achieve mutual strategic interests. Applying ingenuity in sales approaches to craft unique solutions for clients, and influence decision-making through building and maintaining influence and trust with customers and partners, articulating the value of the organization's offerings and potential impact, and ensuring mutual satisfaction in negotiations to close deals effectively, overcome sales challenges and exceed targets, and secure successful outcomes. Communicating with Impact Creating and delivering presentations, and written and/or oral communications to convey complex concepts and information to diverse audiences, both technical and non-technical, in a clear and precise manner, to facilitate seamless collaboration and knowledge sharing within diverse work environments, and to ensure comprehension across all levels. Oral Communication - The ability to make a verbal message understood and to receive/understand messages during in-person or remote (e.g., telephone) interactions. Presentations - The ability to create and deliver formal presentations to others. This includes sharing information on a range of topics in a clear, concise, engaging and convincing manner; commanding the audienceA?s attention; developing effective presentation materials (e.g., handouts, visual aids); and handling questions or argumentative positions from the audience. Written Communication - The ability to prepare clear, accurate, and understandable written text, and follow the basic rules of spelling, grammar, and punctuation. This may include memos, emails, proposals, reports, and professional or general correspondence. Bachelor's Degree AND 6+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience. preferred - Doctorate AND 5+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Master's Degree AND 8+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Bachelor's Degree AND 12+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience.

Skills Required