Partner & Alliance Manager

TCP Software; Town of Texas (WI); On-site; USD 90,000 - 150,000; Full time

Benefits offered by this job

Competitive salary with uncapped commission

20 Days of PTO

Comprehensive benefits (Health/Dental/Vision/401K)

8 hours to volunteer

Employee Choice Pre-Tax Benefit

401(k) plan

Job summary

A leading workforce management solution provider in Wisconsin seeks a Partner & Alliance Manager. You will prioritize retention and growth of partnerships while sourcing new opportunities. The ideal candidate brings 6+ years of sales experience, proficiency in Salesforce, and a consultative approach to relationship building. This role promises competitive compensation with uncapped commission and comprehensive benefits, including 20 days PTO and 401K.

Qualifications

• Minimum of 6 years of direct or partner sales experience.
• Ability to create and assess sales opportunities.
• Proficiency using CRM tools.
• Outgoing personality who enjoys problem-solving.
• Highly motivated, results-driven with integrity and accountability.

Responsibilities

• Identify potential new partners and conduct due diligence.
• Establish rules of engagement for new partners.
• Work with marketing teams to create GTM programs.
• Drive partner prospect/client adoption and cross-selling.
• Achieve assigned Partner revenue quota.
• Support partner reps with product demos and deal execution.
• Maintain accounts and activities in Salesforce.
• Forecast revenue opportunities accurately.

Skills

Direct sales experience

Partner sales experience

CRM automation tools

Consultative selling

Communication skills

Negotiation skills

Tools

Salesforce

Job description

TCP is committed to cultivating a diverse and inclusive team. However, we are not able to sponsor visas for this role.

About TCP (TimeClock Plus): For more than 30 years, TCP has helped organizations engage their people by providing flexible, mobile timekeeping and workforce management solutions. Trusted by tens of thousands of customers and millions of users, TCP delivers best-in-class technology and personalized support to organizations of all sizes in the public and private sector to meet their complex timekeeping, employee scheduling, leave management and other workforce needs. Growth is happening and our vision for a successful future is clear - We'd love for you to join us on this journey!

As a Partner & Alliance Manager, you will be responsible for prioritizing the retention and growth of the existing partnerships and expanding new partnership opportunities. New TCP partnerships can be sourced from enterprise and vertical specific HCM platform providers. Enhancing and establishing new partnerships within the Systems Integrators ecosphere will also drive significant referral revenue for TCP. You will be responsible for driving partner prospect/client adoption, cross-selling and expanding our solution portfolio within the partner account. You will proactively identify engagement opportunities, aligning TCP and Partner sales teams and ensuring successful sales cycle execution.

Responsibilities:

• Help to identify potential new partners and do due diligence on revenue potential.
• Establish rules of engagement for new partners working directly with TCP sales team
• Establish communication protocols and sales process for new partners
• Work with Partner and TCP marketing teams to create GTM programs to drive demand, joint webinars, sales team training and value prop positioning
• Work with Enterprise and Mid-Market teams to get rep to rep alignment and collaborative value messaging with new partners
• Answering sales questions for both new reps at TCP as well as new reps for Strategic Partners.
• Coordinating correspondence daily between departments and services for new and existing partners
• Identify as a subject matter expert and advisor to prospective Partners and their customers through knowledge of TCP value props and industry current trends, topics of interest
• Drive recurring subscription pipeline to TCP field reps via new prospects within assigned Partners.
• Expand current account revenue via cross-sell / upsell from accounts within defined partner accounts
• Achieve and exceed assigned Partner revenue quota by targeting existing TCP referral partner network and establishing new partnerships
• Coordinate onboarding of new customers and expansion sales with assigned Partner CSM(s)
• Proficiently uncover a partner/client's key business objectives and challenges and then coordinate with TCP's Enterprise and Mid-Market teams with insightful, actionable recommendations
• Effectively communicate the features and benefits of our software products.
• Maintain an organized database of accounts, opportunities, and associated activities using Sales Force as system of record
• Coordinate our TCP sales team with the partners account executives and solutions consultant for product demonstrations and sales cycle execution
• Accurately manage, track, and precisely forecast revenue opportunities.
• Communicate a compelling and concise value proposition for potential partners and their prospects/customers.

Requirements:

• Minimum of 6 years of direct or partner sales experience with exemplary track record of sales quota overachievement
• Prior experience selling the HCM application stack into Partner communities and/or direct sales to Commercial and State & Local Gov't, K12 and Higher Education verticals a plus.
• Ability to create and assess sales opportunities in prospective partner and customer organizations via a consultative approach leading to trusted advisor status.
• Ability to understand and effectively communicate all product and service offerings to customers and prospects
• Highly motivated, results-oriented, and high-integrity professional with quantifiable success in previous partner role endeavors.
• Must be able to work well under pressure, manage competing priorities, and meet deadlines.
• Demonstrated track record of success in achieving and exceeding assigned quota.
• Strong sense of accountability relative to goal attainment and supporting best practices/actions.
• Outgoing, high-energy personality who enjoys new 'adventures' and helping others to solve problems.
• Proficiency using CRM automation tools like Salesforce
• Comfortable with demonstrating software products, stressing impact of features with relative value propositions.

Physical Requirements:

• Prolonged periods sitting at a desk and working on a computer.
• Must be able to lift up to 15 pounds at times.
• This role requires 25% travel time.

Benefits:

• Competitive salary with uncapped commission
• 20 Days of PTO (Paid Time Off) and 13 days of companywide holidays
• 8 hours to volunteer and impact the community
• Comprehensive benefits (Health/Dental/Vision/ 401K)
• Employee Choice Pre-Tax Benefit

TCP is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.