Channel Sales Manager

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Position Summary:

Veronika Westerlund, Regional VP Channel & Alliances, at Perforce is searching for a Partner Ecosystem Manager for Perforce’s Data Management, Compliance and Testing brands, to join the team.  She is looking for an individual to strategically recruit, enable, and drive sales through and with partners to end-user customers and prospects. The ideal candidate will expertly collaborate with a select group of value-added resellers and systems integrators to identify incremental sales opportunities and accelerate existing sales campaigns. A Perforce partner also has the opportunity to enhance Perforce’s professional services delivery teams. Our objective is to expand our business reach through a non-competing, joint-selling partner program. The Perforce partner program offers a robust platform for partners to invest in and build a long-term, financially rewarding business relationship with their customers and Perforce.

This role requires an independent, autonomous, and innovative individual who excels in a team environment, successfully collaborating with both internal and external key stakeholders and teams. Ensuring customer and partner satisfaction is crucial for fostering a long-term SW subscription and services business.

We are passionate about helping enterprises use data to accelerate data-driven transformation.  Our DevOps Data Platform combines enterprise - wide data coverage with data compliance to enable modern CI/CD workflows, accelerate the journey to the cloud, transform customer experiences and increase the adoption of disruptive AI technologies.

Requirements:

• 7+ years of experience in partner sales with value-added resellers and/or systems integrators, with a proven track record of success.
• Territory: Southern Europe, France, Portugal, Italy, Middle East and North Africa.
• Language skills in English, French, Spanish, Portuguese, Italian and Arabic a plus.
• Demonstrated success in recruiting, developing, and managing relationships with VARs, SI’s, and Technology partners at a senior level.
• Strong strategic planning and execution skills, with the ability to drive complex sales cycles and exceed sales quotas.
• Proven history of exceeding software sales quotas through strategic partners, with expertise in enterprise, transactional, and subscription licensing sales models.
• Experience selling alongside partners at the CxO and Senior Sales Business Manager levels, with exceptional relationship-building skills.
• Strong technical understanding with the ability to translate technical capabilities into business value for partners and clients.
• Superior presentation, verbal, and written communication skills, with the ability to influence and engage stakeholders at all levels.
• Comfortable working with multiple internal teams, including senior executives, and building and maintaining relationships with clients and partners.
• Self-starter who is competitive, takes initiative, and thrives in a fast-paced, dynamic work environment, with a strategic mindset to drive new partner initiatives.
• Extensive experience managing, tracking, and reporting on partner activities and results using Salesforce CRM or similar platforms.
• Develop in-depth knowledge of Perforce products, industry trends, and competition, with the ability to stay current and adapt strategies accordingly.
• Preferably Bachelor's degree or higher 
• Ability and willingness to travel approximately 50% of the time, including international travel as needed.
• Demonstrated ability to develop and implement innovative strategies for partner engagement and sales performance improvement.

Responsibilities:

Achieve and Exceed Sales Quotas

• Meet or exceed assigned sales quotas within the territory.
• Drive partner-driven sales activity to consistently achieve quarterly and annual sales targets.

Expand and Optimize Partner Ecosystem

• Proactively recruit, qualify, and onboard high-potential partners.
• Develop and implement Partner Quarterly Business Reviews, ensuring mutual performance objectives and financial targets are met.

Drive Lead Generation and Opportunity Development

• Generate leads and identify new sales opportunities within the partner ecosystem.
• Facilitate joint account planning with partners and Perforce sales teams to develop and close opportunities.

Enhance Partner Sales Capabilities

• Execute plans to develop partners' sales, pre-sales, and delivery capabilities on the Perforce Solutions.
• Apply Perforce training programs to ensure partners are well-equipped to sell and support Perforce solutions.

Foster Strategic Relationships and Partner Success

• Build and maintain strong relationships with key value-added resellers and systems integrators.
• Drive customer success, retention, adoption, and revenue growth through strategic partnerships.

Lead Joint Marketing Initiatives

• Identify and execute joint marketing campaigns, win/success stories, and case studies with partners.
• Support co-marketing events to increase brand visibility and lead generation.

Ensure Robust Governance and Reporting

• Provide regular governance of sales analysis, pipeline reviews, and revenue opportunities.
• Manage, track, and report on all partner activities and results using Salesforce CRM.

Mitigate Partner Conflict and Foster Communication

• Manage potential partner conflict by fostering excellent communication and adhering to partner rules of engagement.
• Ensure seamless coordination with internal teams including direct sales, inside sales, marketing, and service resources.

Stay Informed and Innovative

• Maintain in-depth knowledge of Perforce products and industry trends.
• Continuously seek innovative strategies to improve partner engagement and sales performance.

Come work with us! Our team members are valued for their contributions, introduced to new opportunities, and rewarded well. Perforce combines the experience and rewards of a start-up with the security of an established and privately held profitable company.

If you are passionate about the technology that impacts our day-to-day lives and want to work with talented and dedicated people across the globe, apply today!

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