Partner Manager

1 week ago

Sydney, New South Wales, Australia MicroStrategy Australia Full time

Company Description
The MicroStrategy
Partner Manager (PM) is responsible for establishing and managing the MicroStrategy partner ecosystem for the ANZ region.

This position is responsible for providing leadership, management, and strategy for all partner types, including VARs, Global SIs (GSIs), regional SIs, key ISVs (Snowflake, databricks, Exasol, etc.), and Cloud/AI Hyperscalers (AWS, Azure, GCP).

The PM will have a myriad of different responsibilities to ensure leverage and consistent engagement with these partnerships to drive customer engagements, qualified pipeline and cloud bookings that meet and exceed quota and expectations.


The Focus:

  • Manage the relationship with all partners in the region and help design activities to take the relationships to the next level.
  • Responsible for following up on leads, qualifying them, and determining which partner should be assigned to these opportunities
  • Manage all joint sell with and go to market activities with the Partners.
  • Generate net new logo pipeline by leveraging the Partners cosell motion, joint marketing and driving account planning sessions with the MicroStrategy sales organization.
  • Track all opportunities, pipeline and bookings and provide forecasts and funnel management reports.
  • Facilitate coselling opportunities, account mapping and other sales engagements between MicroStrategy's field sales and the Partners sales teams.
  • Support MicroStrategy's field sales organization on engagement management with Partners.
  • Create and publish joint sales and marketing assets with Partners.
  • Work with current OEM customers, reviewing their use of our solution, ensuring proper utilization, and identifying new OEM opportunities
  • Assist with providing content for partner training curriculum and sales enablement.
  • Coordinate activities and be involved with the Partners virtual team of Business Development, Marketing, Product Management, Channels and Sales as part of cloud strategy.
  • Develop annual strategic plan and performance goals for each Partner.
  • Provide support and coordination for channel activity with each Partner.
  • Understand and articulate the Partners' strategic initiatives and gain a deep understanding of the activities, roadmap, and vision of each Partner.
  • Provide an escalation point for presales and post sales issues for any activity with each Partner.
  • Build and maintain relationships with key personnel with the Partners to solidify MicroStrategy's standing and awareness within the provider and to assist in the development of key relationships with the extended MicroStrategy's sales team and executives.
  • Help provide insight in the support of Partners' events and attend/participate in the events.
  • Provide support in the form of expertise and training for MicroStrategy's field sales enablement.
  • Effectively manage all the Partner Managers in the territory and meet revenue goals and metrics: partner incremental revenue, partner influenced revenue, partner implemented (SI) revenue, etc

Qualifications

  • BA, BS (or equivalent work experience), MBA preferred.
  • 8+ years' experience in Sales Leadership Account, Alliance, or Partner Management.
  • Proven experience in the management of large global partnerships.
  • Proven peoplemanagement skills (Partner Management teams).
  • Strong relationship and sales skills, knowing what we sell and how people want to buy using experience from directly selling for a while and know what it takes to be a phenomenal influencer in partnerships.
  • Cloud/AI Hyperscaler (Azure, AWS, GCP) and GSIs partnership experience highly preferred.
  • Channel experience including selling with or managing channel partners.
  • Proven history of working independently and with crossfunctional teams to achieve company and team objectives.
  • Attention to detail and the ability to plan and execute are essential.
  • Strong business acumen and capable of developing and managing strategic plans with partner and company executives.
  • Strategic planning and analytic capabilities.
  • Ability to anticipate and interpret market and business trend changes and advise business leaders accordingly.
  • Ability to excel in a team environment, espousing cooperation, and mutual respect.
  • Demonstrated ability to work in a virtual and matrix environment.
  • Proven ability to manage a myriad of different disciplines and tasks in a highpressure, timesensitive environment.
  • Ability to travel as and when required
  • Strong communication (written and verbal) and presentation skills.

Additional Information

MicroStrategy is committed to building a diverse and inclusive work environment and is proud to be an Equal Opportunity Employer.

All applicants will receive consideration for employment without regard to race, color, religion, sex, disability, age, sexual orientation, gender identity, national origin, veteran status, genetic information, or any other legally protected basis.

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