The Partner Manager is responsible for the Partner Channel for Ireland and the UK. You will oversee and ensure the commercial performance (including sales targets and P&L ownership) of the Partner Channel including the associated Integrity360 Solutions Product Portfolio. You will be responsible for the maintenance and optimisation of relationships with all channel partners. You will be working with the Sales team on go to Market Planning and execution of Partner Sales / Campaigns as well as assisting growing Partner Sales YOY.
A key part of this role involves optimising commercials with partners and optimising special offers, rebates, joint marketing etc. Ongoing development, definition and communication of the Solutions Portfolio Strategy and Roadmap will be under the remit of the successful candidates. Finally you will oversee the introduction of new vendors and solutions into the portfolio in line with strategy and roadmap.
- Own the relationship with all our partners, with appropriate focus on the most relevant ones
- Plan and execute programmes with our partners to drive mutual value for both
- Facilitation of Solutions Portfolio strategy and roadmap development in line with overall company strategy
- Define a segmentation and targeting strategy for the solutions portfolio to ensure key segments and verticals have an appropriate solution set available
- New Solution research and introduction
- Win, maintain, and expand relationships with assigned channel partners
- Create and deliver partnership development plans with key partners.
- Ensure we have a Suite of Partners to have optimum selection of options for our bids moving forward
- Implement monthly and quarterly business plans to drive incremental growth, achieve goals and exceed responsibility.
- Serves as lead contact responsible for smooth running of business through the Distribution Channel and Partners.
- Ensure we optimize / centralise how we purchase from Partners across different geographies or product suites
- Ensure Integrity360 always has the best cost base from its partners to be able to craft winning solutions for its customers
- Bring in Research/Insights from our partners to support our Product & Go To Market teams
- Works closely with all Distribution Channels and Partners to make sure the pipeline of new business and renewals is being managed optimally between the partners and the Integrity360 sales team.
- Ensure our Partner Strategy is optimised for Brexit
- Agree and deliver on Partner and Distribution Channel metrics for new business and renewals.
- Manage Partner and Distribution Channel rebate applications to ensure that Integrity360 receives rebates in full and on time.
- Secure and manage Partner and Distribution Channel incentive programmes into the Integrity360 sales team to drive new sales.
- Own the Partner Status Level Programme to ensure that Integrity360 secures and maintains the correct partner accreditation to meet maximum partner level.
- Manage and facilitate the training and sales enablement of the sales team in coordination with Partners and in line with solutions portfolio strategy. Note this includes directed vendor-led training and education as well as cross-portfolio internal training and enablement.
- Work closely with the Marketing team to build Solutions marketing calendar, to include collateral, website material, Webinars, events and overall go-to-market strategy.
- Facilitate and create a clear Solutions Go to Market Strategy, supported by the wider Product team with a focus on onboarding new partners to ramp up and meet revenue and product adoption.
- Coordinate with partners to identify key sales opportunities to generate revenue and complete account whitespace mapping.
- Own all plans, GTM and QBRs with Partners
- Act as an escalation point for the business to resolve partner-related issues and sales conflicts in a timely fashion