Manager, Partnerships & Business Development; Remote

Description

• Manages up to 30 channel partners across a region.
• Ideate and develop new solutions with partners in core ICPs - Customer Support, IT, Operations, Finance, HR teams.
• Recruits partners and strengthens relationships to drive commitment to Happy Fox products and solutions.
• Participates in and coaches partners through planning, demand gen, and business dev to increase Happy Fox commitment, capability and pipeline.
• Manages Channel Partner relationships and pipelines.
• Maximizes pipeline generation and activities to support.
• Coordinates with cross-functional organizations effectively.
• Maximizes partner revenue gen by managing all non-deal specific activities associated with partner recruitment, partner demand gen, and support.

• Develops channel programs and recruits partners globally to make the channel a growth lever at Happy Fox.
• Coordinate and manage enablement efforts with Happy Fox Partners and sales/solutions engineering.

• Primary relationship owner with the partner.
• Educate partners by coordinating and delivering ongoing training, skills transfer, driving demand generation and business development.
• Ensure successful customer implementations through increasing the number and capability of skilled technical individuals at the partner.
• Orchestrate resources to support partners and help strengthen relationships with Happy Fox teams.
• Ensure participation in marketing and channel strategy programs.
• Maintain senior-level relationships to gain commitment and ensure Happy Fox is top of mind for partner business leaders (e.g. included in annual/quarterly business plans, reviews).
• Monitor and provide insight into the partners’ business and technical service capability, financial results, and investment in selling Happy Fox products and services.
• Facilitate internal resources, and investments needed to execute the business plans in order to help meet business goals.
• Develop cadences with all partners and do joint sales clinics and reporting.
• Completely own the relationship and joint success with partners.
• Coordinate sales demos, partner ordering, and partner enablement.

• Relationship building to develop and strengthen partner relationships.
• Planning and financial skills including business planning and basic knowledge of economics of the channel ecosystem.
• Knowledge of Happy Fox and understanding of how Happy Fox products create value for customers.
• Ability to help partners communicate value proposition to customers.
• Understanding of partners’ and customers’ business needs.
• Prospecting skills - ability to recruit new partners.
• Ability to engage, excite, influence and coordinate both partners and across Happy Fox teams.
• Selling experience and ability to provide guidance to partners on selling and closing skills.
• Presentation skills in a 1-many environment to deliver Happy Fox messages and positioning to partners.
• Experience in pipeline build with partners including planning, gaining senior sponsorship, delivering sales training, sales coaching, managing timely execution and follow-up.