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Senior Partner Manager

Job description

Headquartered in beautiful New Brunswick, Canada, ProcedureFlow turns your company’s processes and expert information into an accessible, easy to use visual management tool. We provide some of the world’s most well-known brands with technology that allows them to embrace innovation and create customer moments that matter. At Procedureflow we believe in the power of community and collaboration – giving employees the tools they need to impact the customer experience and making them experts, faster.

The Challenge

We’re looking for a star to join our high achieving partner team, covering some of our most strategic partnerships. You will be responsible for establishing, managing, and driving business with our Partners, that include Agencies, BPO’s, Global Strategic Consulting Companies and System Integrators.

The right candidate will have a track record of exceeding expectations, demonstrate a high degree of motivation and thrive in a hyper growth environment. (We are a start-up!)

  • You believe in selling both with and through partners and understand the force multiplier that a solid partnership strategy brings.
  • You understand how to combine services and software to deliver customer solutions and pride yourself on going the extra bit further for your customer.
  • You know how to build alignment and consensus between internal colleagues and Partner employees at all levels. You’re a self starter, being able to take strategies and implement them in the marketplace. Your focus will be on developing deep relationships with partners in North America who can ensure consistent and predictable business growth. You will demonstrate a clear passion and drive for results, excellent relationship skills, and a deliberate attention to detail. Experience in the start-up world is a must, this isn’t for the faint of heart, but the rewards are plentiful and job satisfaction comes standard. The candidate can be based anywhere in North America.

Requirements

What’s needed to succeed

Strategy

  • Determines and drives to key partner revenue goals based on input from overall market strategy, market growth goals, and practice focus areas
  • Proactively assesses, clarifies, and validates partner and Procedureflow’s needs on an ongoing basis
  • Develops partner engagement activities such as marketing campaigns, sales alignment and customer engagement, to support overall partner strategy
  • Possesses a deep understanding of the partner ecosystem, including incentive programs, enablement offerings, and success measures
  • Support our practices in developing any GTM strategy aligned to partners

Sales

  • Build strong, trusted relationships within Procedureflow’s strategic partner ecosystem
  • Generate revenue for Procedureflow through the partner sales channel, and partner with sales leadership to plan accounts and co-sell to execute on this growth.
  • Grow emerging partner relationships to further North America market growth
  • Engage sales and our partners, in account planning and co-selling efforts
  • Promotes sales enablement opportunities, including the development of sales briefings and webinars, to increase Procedureflow knowledge inside our partners sales teams.
  • Proactively identifies and manages potential channel conflict posed by the alliance, including developing contingency planning, as well as escalating to Procedureflow leadership when necessary.

Operations

  • Develop and nurture relationships with new and existing partners to leverage relationships across markets
  • Own operational alliance tasks to ensure all data, systems and reporting are up to date in Salesforce
  • Proactively communicate with leadership on partner channel pipeline and forecasts
  • Registers alliance opportunities in Salesforce, works with market leadership to manage pre-sales activities and tracks partner revenue when deal is closed
  • Identify opportunities to leverage partner funding and work with partners to apply funds to existing client opportunities
  • Establish performance standards, scorecards and data gathering required to evaluate and manage the performance of an alliance
  • Support practices in partner-enablement for both sales and technical certifications
  • Create and maintain project plans, budgets, and timelines for partner initiatives

Marketing

  • Increase Procedureflow brand awareness with our top partners through networking, marketing campaigns and partner events, supported by marketing
  • Serves as Procedureflow brand ambassador to identify opportunities to present, sponsor or co-market at trade shows and partner events
  • In-depth knowledge of the relevant partner ecosystems, business models and technology-driven digital transformation strategies.
  • 5+ years experience in senior level Partner or Sales/Account Management roles.
  • Experience in building and managing multiple partner relationships with both large & small system integrators, resellers and BPO’s.
  • Understanding of SaaS product sales, preferably with a background in contact center technologies and companies (Genesys, Nice InContact, Talkdesk).
  • Strong analytical and writing abilities and exceptional presentation skills.
  • Strategic and critical thinking, judgment, and decision making in measuring and managing the business.
  • Salesforce CRM experience a definite asset. 25% – 50% travel required.

Qualifications / Experience preferred

  • You have 5+ years of over-achieving quota.
  • In-depth knowledge of the relevant partner ecosystems, business models and technology-driven digital transformation strategies.
  • 5+ years experience in senior level Partner or Sales/Account Management roles.
  • Experience in building and managing multiple partner relationships with both large & small system integrators, resellers and BPO’s.
  • Understanding of SaaS product sales, preferably with a background in contact center technologies and companies (Genesys, Nice InContact, Talkdesk).
  • Strong analytical and writing abilities and exceptional presentation skills.
  • Strategic and critical thinking, judgment, and decision making in measuring and managing the business.
  • Salesforce CRM experience a definite asset. 25% – 50% travel required.
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