Responsibilities
- Establish and nurture relationships with sales and account management teams at distribution partners, value-added resellers, and managed service providers.
- Train partner representatives on core value propositions, target customer profiles, and primary application scenarios.
- Lead recurring outreach initiatives, training sessions, and follow-up engagements to maintain partner momentum and engagement.
- Collaborate with partner teams to pinpoint high-potential accounts and execute joint prospecting efforts.
- Assess incoming leads originating from partners and ensure proper progression through the sales pipeline.
- Initiate and manage MDF-funded campaigns, co-branded communication initiatives, and collaborative events or webinars.
- Monitor and act on leads generated by partners to minimize attrition and stalled opportunities.
- Log and maintain accurate records of sales opportunities in CRM and PRM systems, ensuring clear partner attribution.
- Direct qualified leads to the appropriate channel account manager or account executive for follow-up.
- Collaborate with channel management on strategic planning for territories and key accounts.
- Align with marketing teams to develop and execute channel-specific campaigns, sales strategies, and partner-facing content.
- Deliver structured feedback to product marketing teams on partner-facing messaging and common sales objections.
- Maintain oversight of partner-driven pipeline metrics, including conversion performance and lead flow velocity.
- Measure and report on partner engagement activities, meetings scheduled, and annual recurring revenue sourced.
- Provide data-driven insights on partner performance to guide prioritization and resource allocation.
- Perform additional duties as assigned in alignment with organizational goals and evolving business requirements.
Compensation
Target compensation includes a 70/30 base salary to commission split, with OTE dependent on performance. Final offer may vary based on internal equity, experience level, business demands, market conditions, and territory potential.
Work Arrangement
Hybrid — Scottsdale, Arizona
Team
Global team reporting to the Scottsdale, Arizona office
Other
- Full-time position
- Working in a hybrid model
- Target compensation package includes 70/30 split between base salary and commissions for OTE based on achievements
- Compensation may be adjusted based on internal equity, years of experience, business needs, market trends, and assigned territory potentials
