Overview

Title: Partner Program Manager

Supervisor: VP, Business Development

Status: Full-time

Travel Requirements: Up to 45%

Description

The Partner Program Manager recruits, on-boards, maintains, and expands relationships with new and existing channel partners. Manages a channel partner program based on geography, channel (or market) and company growth strategy. The Partner Program Manager is responsible for achieving sales lead generation goals, program effectiveness, and partner recruitment objectives.

The Partner Program Manager represents the entire range of company products and services to the program partners under management. The Partner Program Manager will design and implement training and support programs which seamlessly integrate GreyCastle Security services with the target partner’s business relationships and client objectives.

Responsibilities

  • Establishes productive, professional relationships with key personnel in assigned partner accounts
  • Coordinates the involvement of company personnel, including sales, support, service, and management resources, in order to meet partner performance objectives and partners’ expectations
  • Meets assigned targets for effective sales volume and strategic objectives in assigned partner accounts
  • Designs and implements effective partner training programs
  • Works closely with GreyCastle Security sales team to assure that partner leads are properly followed up and communications are properly maintained
  • Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
  • Proactively assesses, clarifies, and validates partner needs on an ongoing basis through scheduled, planned reviews
  • Leads sales through partner organizations to end users in coordination with partner and GreyCastle Security sales resource
  • Manages potential channel conflict with other sales channels by fostering excellent communication internally and externally, and through strict adherence to the partner program rules of engagement
  • Leads solution development efforts that best address end user needs, while coordinating the involvement of all necessary company and partner personnel
  • Ensures partner compliance with partner agreements
  • Drives adoption of company programs among assigned partners
  • Proactively recruits and on-boards new qualifying partners
  • Maintains client, opportunity and other information in AutoTask and other systems
  • Maintains job and industry knowledge by participating in educational opportunities, reading trade publications

Competencies

  • Collaboration Skills
  • Communication Proficiency
  • Organizational Skills
  • Performance Management
  • Sales and Presentation Skills
  • Technical Capacity

Required Education and Experience

  • 3 - 5 years of Business Development or Account Management experience. Preferred experience includes working within channel partner sales programs
  • Proficiency with Microsoft Office, including PowerPoint
  • Proficiency with Customer Relationship Management (CRM) applications and principles