Partner Development Manager

Overview

Phocas's partner program is integral to the continued growth of the Company and our goals of growing from $70M to $250M in the next few years. This is an excellent opportunity to join a team dedicated to developing a high value partner ecosystem that partners and Phocas' employees can be proud to be apart of.

Within the Global Partnerships team, the US Partner Development Manager (PDM) will be instrumental in the growth and success of our strategic partner ecosystem by establishing new relationships and nurturing existing partnerships. In this role, you will create and implement strategies to develop and enhance collaboration with partners to drive revenue growth and customer satisfaction leveraging Phocas's analytics & reporting platform.

This role will be primarily focused on developing a North American territory comprised of large, multi-national ERP software vendors and their reseller networks, such as Sage, Net Suite, Acumatica, SAP, and Microsoft.

Achievement in the role will require identifying, recruiting, and onboarding partners that align to Phocas's ICP (distribution, manufacturing, and retail) and developing resources to refer, sell, and implement Phocas solutions.

Key Responsibilities

• Identify, recruit, and negotiate with targeted distribution, manufacturing, and retail vertical partners to join Phocas' partner ecosystem.
• Identify opportunities to cultivate and grow relationships with existing partners.
• Develop and execute joint business plans to achieve strategic goals and drive partner engagement.
• Collaborate closely with the sales and marketing teams to align partner initiatives with core business strategies.
• Conduct regular sales enablement sessions for partners on Phocas products, solutions, and best practices to maximize partner capabilities.
• Manage the partner onboarding process, ensuring smooth integration and communication throughout.
• Monitor and report on partner performance metrics, making adjustments to strategies as necessary to ensure successful outcomes.
• Work directly with partners to develop profitable opportunities and drive sales of Phocas solutions.
• Participate in industry events and trade shows to promote partnership capabilities and showcase our solutions.
• Support partners in generating leads and developing go-to-market strategies to maximize their potential.

• A minimum of 5 years' experience in partner development, alliance management, channel sales, or direct sales within the technology sector.
• Proven experience in building and maintaining successful business partnerships.
• Strong understanding of channel sales and marketing dynamics.
• Ability to present effectively to partner stakeholders and senior executives.
• Willingness to travel as needed to build and maintain relationships (approximately 25-50% travel required).

Desirable Qualifications

• Experience working directly with Sage, Net Suite, Acumatica, SAP, Aptean, or Microsoft, or their reseller partners.
• Experience in BI/analytics, planning & budgeting, or financial reporting software.
• Experience working directly with VARs (value added resellers).

Education Requirements

• Bachelor's degree in Business, Marketing, or a related field; an equivalent combination of education and experience may be considered.

Core Skills and Attributes

• Alignment to Phocas's core values of Do It Today, Growth Mindset, Supportive, and Fun.
• Excellent interpersonal skills with a talent for building relationships at all levels.
• Strong analytical and problem-solving skills.
• Self-motivated and goal-oriented with a passion for achieving results.
• Excellent communication skills, both written and verbal.
• Ability to adapt to a fast-paced environment and manage multiple initiatives simultaneously.
• Experience with Hub Spot is a plus, but experience with any CRM is acceptable.

A bit about us:

At Phocas, we are dedicated to making data accessible and valuable for our clients. With over two decades of experience, we are proud to empower over 2,500 organizations in transforming their data into actionable insights. Though we’ve grown into a global company, we maintain the agile, innovative spirit of a startup, fostering a culture that encourages growth and creativity.

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