Description
Elixir is expanding its sales team and seeks a Partner Director to build and maintain a comprehensive partner program for Resellers, Referral, System Integrator, and VAR partnerships to meet corporate goals. This high-level role reports directly to the Global Vice President, Sales and will play a key part in strengthening Elixir’s market presence, revenue objectives, and technology goals by onboarding new partners and realigning existent ones.
Essential Functions
- Refine and implement a comprehensive partner program with selection framework for adding new partners and evaluating existing ones
- Create a partner onboarding plan that ensures a quick ramp time for new partners to deliver on revenue objectives
- Evaluate existing partnerships for business alignment and strategic fit, and make recommendations to leadership
- Execute new partnerships (referrals, resellers, SI’s and VAR’s) using a defined selection framework to deliver on elixir’s revenue objectives.
- Retain and grow existing partnerships by renegotiating contracts to bring in new standards of engagement
- Provide accountability for formal responses to partners, proposals, presentations, and demonstrations
- Make recommendations to the GVPS to establish partner revenue targets and quotas that align with corporate revenue goals
- Meet or exceed personal revenue quota pertaining to partner organization equivalent to one third of Elixir’s corporate revenue goal
- Deliver partner-generated qualified leads to the AEs to help achieve Elixir’s revenue goals
- Execute new partner agreements with partners to create best practice behavior including price transparency and code of conduct
- Ensure all new and old partners are contracted using the latest terms and that such agreements are fully executed
- Evaluate current partner agreement templates and make recommendations to GVPS and Legal Counsel for improvements
- Ensure all partner accounts and leads are documented in Salesforce, with all information kept up to date
- Deliver presentations such as weekly pipeline forecasts in Salesforce to the Sales organization and executive leadership team
- Monitor partner pipelines and conduct regular review calls with partners
- Collaborate with Marketing to define addressable markets and create market segmentation to deliver a target number of Go-to-Markets (GTMs)
- Establish new partnerships with technology ecosystem partners such as SAP, Salesforce, Pega etc. that enhance Elixir’s addressable market.
- Deliver requirements to the product team that enhances Elixir’s partner program market opportunities
- Collaborate with Enablement to create partner resources and content
- Deliver compelling presentations and support product demonstrations to partners
- Maximize potential partner revenue through use of in person visits, web meetings, conference calls, trade shows, etc.
- Maintain a working knowledge of all Elixir solutions and their relevance and value to partners in various markets
- Embrace and sustain a work environment that supports Elixir’s core values: Community, Learning, Integrity, and Pioneering
Requirements
Required education and experience
- Bachelor’s degree in related field
- 4-7 years of account management or sales experience
- 3-6 years of subscription-model channel partner sales experience
- Experience managing partners across Europe
- Experience developing channel partner programs from conception through execution
- Experience with b2b SaaS software sales and customer communications management software
- Experience with sales tools such as Salesforce, HubSpot, Outreach, ZoomInfo
- Sound understanding of the cloud technology landscape and how it aligns and integrates into potential partner ecosystems such as SAP, Salesforce, Pega etc.
- Fluent in English and German (written and oral communication)
APPLICATION
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