Palo Alto Categories:
Director North America Partner Sales Intalio
Job DescriptionAre you a strategic, driven Alliances or Business Development professional ready to take the next step in your career by joining the leader of rapid application development in the Cloud. Intalio has stellar technology, strong market traction, marquee customers, a strong management team and world-class investors to continue to expand our market presence and industry leadership. Intalio has helped over 1000 customers in the past decade and with your help we will get to 10,000+.
The Intalio Partner strategy is a critical element of our go-to-market plan. We have established and continue to build a strong partner eco-system that spans the globe. These include large Global System Integrators, regional partners and resellers, major Cloud service providers and technology partners. Each of these segments brings their key value propositions to our fast-paced environment in Cloud platform development and dynamic management is needed to drive significant market share through partner collaboration and field success.
We are looking for an experienced, hands-on, sales-oriented, and driven Alliance leader to execute on our partner strategy and achieve incremental revenue with Intalio's partners. This critical role will be responsible for shaping partner strategy, recruiting and managing partners and ensuring achievement of revenue and partner success. This person will be a part of Intalio's sales leadership team and will work closely with sales teams around the globe to ensure success of the partner strategy. The ability to evolve the partner strategy, select right partners, build executive relationships and drive partner success is critical. Ultimately, s/he will be expected to create real and measurable business results. This position will report to the SVP of Global Sales. This role will be based in Palo Alto, California.
Job Responsibilities
Achieve and exceed key partner metrics around revenue targets, partner recruitment and partner success goals.
Refine and shape partner strategy including decisions around new segments, key players and actions to cover market opportunities
Oversee and manage all partner initiatives working closely with field sales, marketing and services. Track partner pipeline and traction. Provide sales support to ensure partners are competitive and capable to win business
Build business plans with Partners and drive the quarterly execution of the plans
Expand relationships and enable our existing partners by developing go-to-market strategies that are executed in the field
Recruit key partners in collaboration with sales
Drive and support partner sales opportunities and gain the support of Intalio resources as needed, in both pre-sales and post-sales activities to ensure the success of partner, and customers
Manage the channel to ensure a high level of customer satisfaction and positive reference accounts
Facilitate, develop and manage sales enablement and training plans to ensure partners are equipped to position products/solutions and compete effectively to meet revenue objectives. Evangelize the partnership including joint value proposition with sales teams to ensure awareness and collaboration, minimizing sales conflicts
Develop partner business plans and program objectives to support revenue commitments
Collaborate with Marketing to drive the creation and utilization of sales collateral as well as demand generation programs and campaigns that drive partner revenue
Understand each partner's sales process to optimize opportunities for additional field traction and incentives
Effectively work with sales team to insure that leads generated through channel partners and marketing efforts are converted into paying accounts and to identify Intalio customer needs that could be satisfied with a partnership
Demonstrate Intalio's value proposition to the partners Executive, Sales, and Technical teams to drive continued partner success
Provide accurate reporting of pipeline and forecast using the Company's CRM tool
Desired skills & Experience
Stellar Alliance executive with proven track record of building high-performing global partner eco-system across multiple organizations
7+ years of experience in IT related direct and channel sales for enterprise software organization; Cloud or Application Development Platform experience a plus
Experience in building an efficient partner operations system with partner portals, tracking, registrations, collaterals etc
Proven experience of partnering with SIs, SaaS and/or ISVs for technology companies
Past experience in building partnerships with large cloud/hosting/platform vendors a plus (Microsoft, VMWare, Racksapce, Google, Amazon, etc.)
Experience in helping early-stage companies grow with strong partnerships across multiple channels
Success in establishing strategic partnerships with chosen partners with strong execution record
Enjoys a very hands on partner role; detail oriented; Also able to grow a team as needed
Technically adept, strong thinker with solution comfort; Able to articulate joint value-propositions with partners
Clear Communication and Executive Level Presentation Skills
Strong business acumen and negotiation abilities
Travel as required for the role
Bachelors Degree or higher
Personal ? Team Player, Energetic Communicative, Proactive, Polished, Trustworthy, Hunter Mentality
| Location: | Palo Alto, CA United States |
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Intalio
Investors: Cargill VenturesAll Jobs: at Intalio
| Web Site: | www.intalio.com |
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| Headquarters: | 1000 Bridge Parkway Suite 210 Redwood City, CA 94065 United States |
| Industry: | Software |
