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Director, Partner Account Management

Director, Partner Account Management

Reporting to: SVP Partnerships & Business Development

San Francisco, CA (can be remote role)

Job description

Webgility is making business easier for e-commerce companies. In other words, we make it possible for a small business to automate all their back-office operations and spend their time doing only the thing they love: growing their business. We provide a SaaS platform that integrates their back-office apps, automates their operations, and provides unique analytics so SMBs can compete and grow.

We are looking for a Director, Partner Account Management who will establish, manage, and nourish relationships with our solution and technology partners. For this hands-on role, we are looking for an experienced, entrepreneurial personality with a strong background in channel partner sales and management. You will start by managing our initial partners on a day-to-day basis, liaising with their senior executives and sales teams, and providing them with all necessary guidance and support. You will then develop and adapt partner programs that target new partners. Ultimately you will build and lead a team of Partner Account Managers supporting our partners and revenue goals.

The ideal Director Partner Account Management must be capable of translating our products into business value for our channel partners, which requires that he/she understands the partners’ business model, including helping the partners develop value propositions that are attractive to their customers. In this role you will be the primary point of contact for our channel partnerships responsible for growing revenue through directed go-to-market efforts including enablement, training, and joint sales and marketing initiatives. Ultimately, your knowledge, experience and efforts will make a significant impact to growth and scalability of the Webgility organization.

 

Success Metrics

●      Achieves lead and revenue targets in designated partner accounts

●      Completes partner go-to-market account plans that meet company standards

●      Maintains high partner satisfaction ratings that meet company standards


Key Responsibilities

  •   Maintaining oversight of all partner activities that relate to our technology   
  • Providing senior management with regular forecasts and business reviews
  • Accelerate realization of the market opportunity by creating and driving a high quality Business Plan with crisp marketing and sales enablement
  • Establish productive, professional relationships with key personnel in assigned partner accounts to drive mindshare with key stakeholders
  • Monitoring the success of the partner programs
  • Meets assigned targets for profitable sales volume and strategic objectives
  • Proactively assesses, clarifies, and validates partner needs on an ongoing basis through ongoing communication with partner contacts
  • Gather ongoing partner feedback to help the organization learn and assist development 
  • Serve as a point of escalation to manage expectations, navigate challenges, and to ensure long-term account success

Partner Enablement

  • Where appropriate, proactively lead a joint partner planning process that develops mutual performance objectives, revenue, and lead targets, and identify critical initiatives associated with a productive partner relationship
  • Identifies and, with marketing support, develops partner-facing sales enablement content, including but not limited to onboarding documentation, sales collateral, incentive programs, marketing campaigns, co-branded events, seminar and/or webinar trainings, etc. to equip assigned partners to generate new sales opportunities

Internal Responsibilities

  • Establishes strong relationships with the internal stakeholders and coordinates the involvement of product/technology, partner support, and marketing resources, in order to meet partner performance objectives and partners’ expectations where necessary
  • Continually evaluate partner performance and activities via Salesforce.com and other reporting tools on a regular basis
  • Ultimately build and lead a team of partner account managers to support partner program growth

Requirements

  • A bachelor’s degree in business, management, or a similar fiel
  • Five to eight+ years SaaS or industry experience in channel partner sales and management, or in a related functional area   
  • Proven performance in building long-lasting channel relationships
  • A hands-on mentality, backed by an entrepreneurial spirit and an interest in building projects from scratch
  •  A demonstrated track record in developing and managing partner business metrics and incentive models to ensure overall program success
  •     A customer-centric profile, with strong relationship management skills
  •  Experience with customer relationship management tools, partner enablement ecosystem tools (e.g., Impartner, etc.)
  •  Curiosity, technology savviness, and an eagerness to learn new technologies

Compensation for this excellent growth opportunity includes base salary, commissions, and stock options. This is a full-time position based in San Francisco, CA. The position reports in the interim to Senior VP, Partnerships and Business Development

Please send your resume to jobs@webgility.com

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