Partner Sales Executive (Google)

*Must be located in/near New York City, Chicago or Boston

Job Profile Summary

The Google Partner Sales Executive will drive the execution of the market partner strategy in collaboration with our leaders, and actively drive towards our partner goals throughout the year. They will manage and execute the GTM partnerships strategy, converting partnerships into tangible sales opportunities. This role is the primary SoftServe brand ambassador and should exhibit the problem-solving, execution, thought leadership, leadership, and executive presence attributes to fulfill the role responsibilities while also working within the culture and character of the company. This person must possess a passion for technology consulting and have experience building and managing relationships with a partner or client, as well as proven success supporting sales opportunities. This person is accountable for the health of partner business in support of the overall market partner strategy and growth within a region / industry. They will engage with cloud partner field sales to communicate SoftServe’s differentiation and capabilities. Specifically, the PSM will work with key partner stakeholders such as Partner Sales Managers, Client Partners, Solution Architects, Partner Development Managers, Sales Executives, District Managers, and Business Development Managers. The PSM will build cadence around key activities, including planning monthly and quarterly sales outreach, facilitating joint campaigns and GTM initiatives, reporting on KPIs and opportunities, and collaborating with sales and demand generation teams.

Duties & Responsibilities

• Partner Sales: creating partner qualified pipelines, converting leads to opportunities, and qualifying them
• Partner Management: Serving as the primary contact for partners building SoftServe branding, fostering seller-to-seller relationships, and maintaining partnership status at the local/regional level
• Funds & Processes: driving consistency in funding and generating more business through it
• Metrics & Updates: meeting target partner sales performance measures, managing partner statuses, and conducting internal & external pipeline interlocks
• Communication: engaging in partner planning and quarterly reviews

Sales & Revenue Generation. Partner Sales

• Emphasis on both New Logo and Portfolio growth
• Ownership of Partner Sales for Strategic GTM Alliance in sub scope of purview in local subregional scope of purview
• PSM’s goal of creating qualified pipeline
• Serve as partnership SME to SoftServe’s sales teams and supporting resources
• Introduce deals to AE/CP/CE for collaborative sales effort
• Contribute to integrated close plans across SoftServe & vendor partner teams
• Partner co-sell best practices training and enablement in support of management and growth of joint accounts (i.e. portfolio expansion)
• Drive targets based on territory/ industry (Pipeline, booking, billing)
• Convert Qualified Partner Leads (PQLs) to Partner Opportunities
• Qualify opportunities for focused demand
• Oversee partner channel lead/ pipeline qualification & injection
• Assist with execution of partner marketing plans
• Contribute to geo & vertical-specific target account lists and integrated account plans across SoftServe teams
• Promote our tailored account & vertical industry POVs, industry value maps, and differentiated industry solution offerings with our strategic partners

Local Partner Relationship Management. Partner Management

• Single point of contact for partners
• Build strong and trusted relationships within strategic partner ecosystem
• Engage with Partner Development Managers (PDM) and sales teams
• Drive local brand awareness and solution communication with our top partners through networking, marketing campaigns, partner events, and strategic account planning
• Accelerate adoption of SoftServe’s portfolio of services in the through a structured sales enablement plan
• Maintain or increase Partnership status by working closely with Alliance Development Managers and Partner Operations team
• Develop Local Partnership Plans in alignment with SoftServe account plans
• Foster Seller-to-Seller relationships
• Ensure bi-directional partner health
• Emphasize field-level partner dedication for brand awareness and seller relationships
• Sponsorship of official vendor partner summits & conferences; and events

Funding & Process Optimization. Funds and Partner Processes

• Drive consistent funding processes maximizing opportunities
• Optimize APM through fundings
• Generate more business via partner programs
• Collaborate with the Partner Ops team for support
• Possesses a deep understanding of the partner ecosystem, including incentive programs, enablement offerings, and success measures

Measurement & Reporting. Metrics/Updates

• Track PQLs, % Direct New Logo attribution, Influenced Portfolio Partner contribution, registrations, and partner MRR/ARR
• Manage and maintain partner status
• Internal / external partner pipeline governance
• Responsible for pipeline reporting and working with SoftServe Account Executives and Partner Managers to ensure pipeline information is thorough and accurate

Communication & Strategy Alignment. Communication

• Engage in partner planning in scope of role
• Participate macro- Quarterly Business Reviews (QBR)
• Conduct regularly business reviews
• Work closely with Alliance Development Managers to proactively assess, clarify, and validate partner and SoftServe needs on an ongoing basis

Preferred Competencies & Experience

• 8 years combined experience in partner management, technology sales, business development, or consulting/professional services
• Big four consulting (or similar) experience a plus
• Strong understanding of foundational enterprise technologies (cloud, compute, data, database, visualization, etc.)
• Demonstrated experience leading GTM initiatives aligned with Google Cloud Platform, Amazon Web Services and/or Microsoft Azure. Weighted consideration given to candidates possessing one or more formal certifications from these Cloud hyperscalers
• Can structure and solve complex, multi-dimensional pieces of work and bring order to chaos
• Able to move with ease between detailed and executive views, ensuring all are consistent
• Generates innovative approaches to address problems in a timely manner
• Is considered by internal and external clients as their main partner in solving problems in their area
• Anticipates external client's interests and needs, and prepares, trains, and enables internal clients to address matters and answer opportunities
• Executes quickly with limited guidance on complex, cross-functional projects & workstreams with a variety of working groups, and anticipates changes in direction and scope
• Viewed by cross-functional teams as a critical contributor who understands motivations and personalities of key stakeholders, and uses this to shape approach where needed, without losing sight of the right answer
• Develops and champions best practice initiatives, taking limited information and expanding clear objectives, scope, approach, and workplan with realistic timing
• Uses expertise to influence application of concepts to new areas and challenges conventional wisdom and existing models
• Actively engaged in developing new and complementary skills in order to reinforce own expertise and use those new skills within the company
• Proactively engages in forward thinking and innovative projects, initiatives, business operations, and manners of working within SoftServe and externally in other business areas.
• Earns advanced external Partner Certificate(s) in scope of role and/or multiple external Partner Certificates
• Regular influence with cross-functional Directors and contributes to discussions and decisions with VP leadership
• Frequent external engagement with partner and/or customer executives independently
• Understands and encourages high-performance team dynamics, works to improve/maintain team culture, and is adaptable to change
• Creates and delivers persuasive emails and presentations for various audiences independently, including senior internal and external executives, and is a master of developing the substance and story of the message
• Matches communication style to the specifics of the setting, situation, and audience
• Presents comfortably and compellingly to the audience
• Effectively manages and steers complex and politically-charged meetings with stakeholders
• Leads with a customer- and partner-centric approach

Required Skills

• Active listening
• Relationship building
• Influence and persuasion
• Interpersonal sensitivity
• Accountability
• Information seeking
• Service focus
• Composure and resiliency negotiating

Qualifications

• Minimum BA/BS degree or equivalent experience
• Demonstrated experience leading GTM initiatives aligned with Google
• Weighted consideration given to candidates possessing one or more formal Google certifications

Other Requirements

• Willingness to travel up to 40% and internationally
• A global mindset to operate effectively in a matrix environment
• Commitment to maintaining high levels of client satisfaction and business growth