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Job Description
Our partnerships are an integral part of our accelerated growth strategy. As such, we require an experienced sales leader to align our services and offerings with our partners and grow our business in line with their annual growth objectives. The role involves building tactical, strategic, and meaningful relationships with Sales, Consulting, and Partner & Alliance organisations to generate partner-centric new opportunities with both new and existing clients. This is a role for someone with a “builder” attitude, as we seek to accelerate our channel strategy.
You will bring 5+ years of experience in enterprise partner sales and development, with a proven track record of generating revenue through strategic partnerships.
As a high performer, you will have:
- A strong understanding of partner ecosystems
- Excellent stakeholder management and relationship-building skills
- Clear and confident communication abilities
- Sales experience including last-mile selling
You are highly organised and take pride in maintaining a strong network and reputation in the market, having built trusted, long-term relationships with partners.
You will be able to work autonomously and resourcefully, knowing that initially you will need to be a “rainmaker” as you build your team over time.
Specific Must Haves for This Role:
- Strong background in Partner business operating in the data, analytics and business intelligence arena
- Good understanding of the broad aspects of data transformation and the business and technology landscape challenges that lead to it
- Experience of working with and leveraging Partner Funding
- Having worked Data Solution partnerships before such as: AWS, Microsoft, Google product sets or more solution based ISV’s such as Databricks, Snowflake, MongoDB or others
- Ability to manage change with ease with a growth mindset
- To take the lead in building the Pipeline for our Partner Business in the required vertical and solution areas
- To close Partner/ Alliance centric opportunities with existing clients and new prospects
- To build and develop all required relationships to help build strong “field” level understanding of our differentiators with and to the partners
- To leverage all programmatic advantages for the business during any sales process.
- To help build our brand and position Dufrain as one of the key partners of choice
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Business Development & Market Development
- Develop and implement joint business plans with our Partners and hold each party accountable for their commitments
- Working hand in glove with our marketing team to build our brand and take our partner centric solutions and services to market and get them in front of both existing and new customers
- Work closely with the consulting teams and vertical leaders on Demand Generation activities
- Work collaboratively with Marketing to devise meaningful outbound and account based campaigns
- Manage your internal stakeholders to support your pipeline generation strategies
- Make sure we have the required materials and status to help our Partners distinguish us from our competition
- Build and establish your network in and around the Partner ecosystem
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Relationship Development
- Building meaningful relationships with Account Teams and Solution leads at our Partners
- Support the creation of Peer to Peer relationships with the other internal stakeholders. For example: Head of Marketing, CGO, and Head of Consulting, Heads of Technical Practices
- Network with other partners and ISV partners to help foster community and build market intelligence and increase referrals
- Attend Trade, Solution and Partner Centric events to network and meet prospective clients.
- Represent the company at Partner events
- Build strong meaningful relationships with the internal SMEs and Practice Leaders
- Own the NPS for our business within the Partner
Demand Conversion
- Meet both the attached pipeline and revenue objectives
- Develop and maintain relationships with the field sales organisations
- Lead the pursuit team for any partner centric pursuits managing all internal and external stakeholders
- Work collaboratively with the Partner, Client and Business during the negotiation process
- Act as the SME in any broader transformative pursuits that are led by other growth leaders
- Work collaboratively with the CGO and CFO on pricing strategy
You can expect guaranteed investment to your personal development. We have a working culture that rewards high performance and nurtures talent, while providing exciting opportunities and challenges to generate positive change for our clients.
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