Channel Sales Manager

Perforce Software; Bracknell; On-site; GBP 70,000 - 90,000; Full time

Job summary

A leading company in data management is seeking a Partner Ecosystem Manager to drive sales through strategic partnerships. The role requires extensive experience in channel management and a strong ability to build relationships with partners. The ideal candidate will be innovative, autonomous, and thrive in a dynamic environment, with a focus on achieving sales targets and enhancing partner capabilities.

Qualifications

• 10+ years in enterprise channel/partner management.
• Fluency in English and at least one other language.
• Experience selling alongside partners at senior levels.

Responsibilities

• Achieve and exceed assigned sales quotas.
• Expand and optimize partner ecosystem.
• Drive lead generation and opportunity development.

Skills

Strategic Planning

Relationship Building

Sales Skills

Technical Understanding

Communication

Education

Bachelor's degree

Tools

Salesforce CRM

Job description

Perforce is a community of collaborative experts, problem solvers, and possibility seekers who believe work should be both challenging and fun. We are proud to inspire creativity, foster belonging, support collaboration, and encourage wellness. At Perforce, you’ll work with and learn from some of the best and brightest in business. Before you know it, you’ll be in the middle of a rewarding career at a company headed in one direction: upward.



With aglobal footprint spanning more than 80 countries and includingover 75% of the Fortune 100, Perforce Software, Inc. is trusted by the world’s leading brands to deliver solutions for the toughest challenges. The best run DevOps teams in the world choose Perforce.

Position Summary:

Veronika Westerlund, Regional VP Channel & Alliances, at Perforce is searching for a Partner Ecosystem Manager for Perforce’s Data Management, Compliance and Testing brands, to join the team. She is looking for an individual to strategically recruit, enable, and drive sales through and with partners to end-user customers and prospects. The ideal candidate will expertly collaborate with a select group of value-added resellers and systems integrators to identify incremental sales opportunities and accelerate existing sales campaigns. A Perforce partner also has the opportunity to enhance Perforce’s professional services delivery teams. Our objective is to expand our business reach through a non-competing, joint-selling partner program. The Perforce partner program offers a robust platform for partners to invest in and build a long-term, financially rewarding business relationship with their customers and Perforce.

This role requires an independent, autonomous, and innovative individual who excels in a team environment, successfully collaborating with both internal and external key stakeholders and teams. Ensuring customer and partner satisfaction is crucial for fostering a long-term SW subscription and services business.

We are passionate about helping enterprises use data to accelerate data-driven transformation. Our DevOps Data Platform combines enterprise - wide data coverage with data compliance to enable modern CI/CD workflows, accelerate the journey to the cloud, transform customer experiences and increase the adoption of disruptive AI technologies.

Requirements:

• 10+ years of progressive experience in enterprise channel/partner management
• Demonstrated success in recruiting, developing, and managing relationships with VARs, SI’s, and Technology partners at a senior level
• Territory: Southern Europe, France, Portugal, Italy, Middle East and North Africa
• Cultural and operational complexity of the territories to reinforce the need for candidates with regional experience
• Language skills: Fluency in English is required, along with at least one of the following languages: French, Spanish, Italian, Arabic. Multilingual candidates are strongly preferred
• Strong strategic planning and execution skills, with the ability to drive complex sales cycles and exceed sales quotas
• Proven history of exceeding software sales quotas through strategic partners, with expertise in enterprise, transactional, and subscription licensing sales models
• Experience selling alongside partners at the CxO and Senior Sales Business Manager levels, with exceptional relationship-building skills
• Strong technical understanding with the ability to translate technical capabilities into business value for partners and clients
• Deep understanding of enterprise software, preferably in DevOps, data compliance, or testing/QA tools but at least technology industry
• Superior presentation, verbal, and written communication skills, with the ability to influence and engage stakeholders at all levels
• Comfortable working with multiple internal teams, including senior executives, and building and maintaining relationships with clients and partners
• Self-starter who is competitive, takes initiative, and thrives in a fast-paced, dynamic work environment, with a strategic mindset to drive new partner initiatives
• Extensive experience managing, tracking, and reporting on partner activities and results using Salesforce CRM or similar platforms
• Develop in-depth knowledge of Perforce products, industry trends, and competition, with the ability to stay current and adapt strategies accordingly
• Preferably Bachelor's degree or higher
• Ability and willingness to travel approximately 50% of the time, including international travel as needed
• Demonstrated ability to develop and implement innovative strategies for partner engagement and sales performance improvement
  
  
  
  

Responsibilities:

Achieve and Exceed Sales Quotas

• Meet or exceed assigned sales quotas within the territory
• Drive partner-driven sales activity to consistently achieve quarterly and annual sales targets
  
  
  
  

Expand and Optimize Partner Ecosystem

• Proactively recruit, qualify, and onboard high-potential partners
• Develop and implement Partner Quarterly Business Reviews, ensuring mutual performance objectives and financial targets are met
  
  
  
  

Drive Lead Generation and Opportunity Development

• Generate leads and identify new sales opportunities within the partner ecosystem
• Facilitate joint account planning with partners and Perforce sales teams to develop and close opportunities
  
  
  
  

Enhance Partner Sales Capabilities

• Execute plans to develop partners' sales, pre-sales, and delivery capabilities on the Perforce Solutions
• Apply Perforce training programs to ensure partners are well-equipped to sell and support Perforce solutions
  
  
  
  

Foster Strategic Relationships and Partner Success

• Build and maintain strong relationships with key value-added resellers and systems integrators
• Drive customer success, retention, adoption, and revenue growth through strategic partnerships
  
  
  
  

Lead Joint Marketing Initiatives

• Identify and execute joint marketing campaigns, win/success stories, and case studies with partners
• Support co-marketing events to increase brand visibility and lead generation
  
  
  
  

Ensure Robust Governance and Reporting

• Provide regular governance of sales analysis, pipeline reviews, and revenue opportunities
• Manage, track, and report on all partner activities and results using Salesforce CRM
  
  
  
  

Mitigate Partner Conflict and Foster Communication

• Manage potential partner conflict by fostering excellent communication and adhering to partner rules of engagement
• Ensure seamless coordination with internal teams including direct sales, inside sales, marketing, and service resources
  
  
  
  

Stay Informed and Innovative

• Maintain in-depth knowledge of Perforce products and industry trends
• Continuously seek innovative strategies to improve partner engagement and sales performance
  
  
  
  

Come work with us! Our team members are valued for their contributions, introduced to new opportunities, and rewarded well. Perforce combines the experience and rewards of a start-up with the security of an established and privately held profitable company.

If you are passionate about the technology that impacts our day-to-day lives and want to work with talented and dedicated people across the globe, apply today!

www.perforce.com

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