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Summary:
Reporting to the Director/Vice President Global Channel Sales, this senior level individual contributor role will be accountable for managing critical business relationships with named Sparta partners, and identifying, education, onboarding and supporting new partners in defined territories. This individual will collaborate with the Services and Support organizations. They will also work cross-functionally with the Commercial and Marketing teams and will leverage partnerships to ensure consistent co-marketing and operational success, including everything from engagement, enablement, conflict management/resolution and dealing with customer escalations.
The Manager of this role will communicate updates to the Senior Leadership Team, as well as other key and executive-level stakeholders within the Organization. He/She must be comfortable navigating large, complex, and political partner organizations.
Required Skills:
The chosen candidate will have experience working with a Global Integrator, preferably in the life sciences arena. Quality Systems, however, ERP or manufacturing background is also appreciated. This person will exhibit strong collaborative partnering skills and knowledge of software implementations and timelines and how to define success.
This individual will have the skills needed to manage relationships for Sparta with multiple strategic global partner(s). This will include gaining executive alignment, and then executing for success on the planned business outcomes. In the face of obstacles, this individual will know how to manage/escalate issues and then drive for a successful resolution. This person will have a strong business acumen, with an ability to focus on the details, when needed, while never losing site of the big picture. In the end, Sparta’s implementations lead to a world with increased safety, quality and efficacy. This is a key role on the team and will require an elite talent.
- Track record of achieving partner quotas
- Managed partner referral / reseller opportunities
- Managing and submit sales forecast
- Sensitivity to global cultural business dynamics
- Deep understanding of partner programs
- Enablement programs (training, certification, etc.) for partners
- Coordination of direct and partner sales resources
- 5+ years in an Enterprise or Channel sales role
- Experience creating new channel programs
- Experience with MDF and CooP programs
- Minimum 5-10 years successful experience working in enterprise software and solutions
- Experience of working within an enterprise solutions ecosystem – system integrators, technology vendors, consultants, etc.
- Current relationships with partners specializing in cloud application creation/migration, digital transformations
- Demonstrated ability to work in a high growth technology company
- Strong communication skills (Mandarin and English), both verbal and written to communicate effectively at all levels of an Organization- Executive, Technical, Staff level
- Comfortable creating and making presentations
- Prior experience working with large, multi-dimensional, complex global partners
- Strong collaboration skills, yet equally comfortable working independently; strong relationship management and negotiation skills
- Motivated, self-disciplined, and with a strong results orientation
- Ability to work with a sense of urgency in a competitive, fast-paced, ever-changing environment
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