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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