Spinnaker Support provides global enterprise software support, managed services, and project-based consulting to many of the world’s most recognized and respected brands. Founded in 2008, our customer focus, business integrity, exacting standards, and depth of expertise have earned us the trust and loyalty of over 1,300 organizations located in 104 countries. Our dedicated team works closely with every customer to ensure they receive exceptional, customized services that clear the way for their operational success. Today, Spinnaker Support is proud to be the industry’s highest-rated provider for third-party software support services for Oracle, SAP, and VMware.
Spinnaker expects to more than double the revenue it delivers through the partner channel and needs a tenacious, driven professional to work with partners to embed our value proposition into their go-to-market actions, delivering shared value for Spinnaker and the partner.
We’re hiring a Channel Partner Sales Manager to help expand and strengthen our network of VARs, MSPs, system integrators, and IT service providers across the US (EMEA). Working with Spinnaker sales and channel leadership, you will engage partners to define, develop, and execute programs that drive opportunities. Success in this role requires relentless partner engagement, proactive outreach, and a consistent cadence of identifying new opportunities across assigned partner sales teams. This role will not be end-client facing when working on deals.
Responsibilities
- Partner Ecosystem Management:
- Manage and cultivate an assigned network of channel partners, that may include resellers, distributors, system integrators, advisors, analysts, and technology alliances, while working with Spinnaker channel management.
- Identify and surface new revenue opportunities inside existing partner relationships by mapping partner org structures, driving awareness across sales layers, and ensuring Spinnaker is top-of-mind in every conversation.
- Conduct structured partner account reviews to identify overlooked opportunities and under-engaged sales teams.
- Bookings Growth:
- Achieve or surpass booking targets through channel sales initiatives and strategic partnerships.
- Partner Development:
- Develop and leverage existing training and marketing resources to provide training and support that boost partner capabilities and productivity.
- Conduct regular enablement sessions with partner sales teams, including opportunity-spotting workshops, to ensure partners can confidently position Spinnaker and generate qualified opportunities.
- Relationship Building:
- Build strong relationships with key partners, serving as a trusted advisor and advocate for mutual success.
- Regularly engage with partners to understand their needs and address challenges effectively.
- Analytics and Reporting:
- Monitor and analyze channel performance metrics, providing regular updates to channel leadership.
- Use data-driven insights to inform refinement of channel strategies and identify growth opportunities.
Requirements
- 5 years of experience in Sales and/or Channels with at least 2 years of experience in a Channel Sales role, within a B2B IT services organization
- Demonstrated ability to activate and grow revenue inside an existing partner ecosystem.
- Demonstrated experience in executing partner programs and managing relationships that deliver measurable, sustained Channel revenue growth.
- Experience utilizing Salesforce and Partner Relationship Management (PRM) tools is highly desirable for this role.
- Understanding of sales methodologies in a Channel environment
- Ability to thrive in a fast-paced, results-driven environment.
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