Partner Business Manager - USA, WEST

  • San Francisco, CA, USA
  • Full-time

Company Description

Snow Software is the global leader in technology intelligence solutions, ensuring the trillions spent on all forms of technology is optimized to drive maximum value. More than 4,000 organizations around the world rely on Snow's platform to provide complete visibility, optimize usage and spend, and minimize regulatory risk. Headquartered in Austin/US, Snow has more local offices and regional support centers than any other software asset and cloud management provider, delivering unparalleled results to our customers and partners.

Snow Software is “on the move”, with growth being driven by (a) the technology advancements of Snow Atlas, (b) the growing demand for organisations to understand their technology estates is increasing and (c) further fuelled by the changing financial conditions. Snow is becoming the defacto Technology Intelligence platform for organisations focused on getting intelligence answers from their Technology estates. 

Job Description

Snow Partner Ecosystem team is crucial in supporting the company’s mission and objectives. Our partner ecosystem has been recognised as one of the key pillars to the company’s success and ensuring we reach customers globally. The board, executive leadership and field sales teams are heavily invested in the partner eco-system, and we remain partner-friendly, always.  

We have a new Ecosystem Leader joining Snow recently to build a new Partner Program, Strategy and GTM model, which ensures success for field sellers, our partners, and customers. We will build a new modern, intelligence-based partner program. We are at an exciting juncture where you will be instrumental in shaping and building the next phase of the Partner Eco-system at Snow. The Eco-system team has been recognized by CRN and shortlisted for Strategic and Partner awards based for similar strategic and operational results. You will be part of a modern, next generational and intelligence-based Eco-system team.  

As a Partner Business Manager, you will focus on growing Snow Software’s footprint across a defined region within the Americas. You will be responsible for partner recruitment as necessary but primarily to drive growth within Snow’s existing portfolio of focus and/or high-potential partners including setting of strategic goals and supporting tactical initiatives required to drive Snow and partner success.  This role requires effective communication, collaboration, negotiation, and analytic skills aligned with urgency to drive revenue while ensuring customer success.   

Essential Functions: 

  • Develop and grow relationships within multiple layers of partners to achieve revenue growth across Snow portfolio and sales segmentations

  • Align Snow’s value proposition / solutions within partners’ GTM and services-based strategy 

  • Develop and maintain a sales strategy and business plan for each focus partner and manage communication cycles as required with both partners and Snow sales leadership to achieve aligned goals.  Leverage the partner business plan as a living roadmap for 'Go to Market' and program development, including sales goals

  • Facilitate account-based-partnering activities inclusive of whitespace research, account identification, account mapping, strategic account alignment and sales enablement 

  • Responsible for accurate operational and sales forecasting while achieving monthly, quarterly, and annual sales targets

  • Act as a trusted and valued resource with our partners to build strong field engagements

  • Collaborate with field marketing organization to plan, deliver, and manage effective communication and demand generation campaigns for your partners

Qualifications

  • Excellent verbal / written communications, presentation, and negotiation skills with a strong business and analytic acumen 

  • Ability to travel regionally / nationally as required to achieve revenue targets and facilitate successful field engagements

  • Commitment to working closely with Snow/partner sales and alliance leadership to achieve defined sales targets

  • A strong understanding of software sales campaign dynamics and effective partnering strategies / best practices

  • High energy with the capability to multi-task in a dynamic, rapidly growing and global organization

  • A thorough understanding of go-to-market strategies including account segmentation, portfolio positioning, marketing strategies, etc. 

  • Broad exposure to a variety of technologies/concepts in a distributed environment


Education & Experience: 

  • 5+ years of channel or strategic partnership management (required) 

  • National and/or Alliance partner management experience (required) 

  • Prior employment with a Software vendor in a channel partner (required) 

  • Bachelor's degree (preferred) / Graduate degree (desirable)   

  • Experience as a quota-bearing account manager (preferred) 

Additional Information

This is a chance for you to accelerate your career and succeed in an environment where you will have the possibility to make a daily impact. Every day you will get to work alongside helpful and down-to-earth colleagues who are dedicated and ambitious. We fully recognize that it is our employees that make Snow a success and the global leader in the development and delivery of dedicated SAM solutions. If you are the right person for the role we will offer you exciting and developing assignments and you will get to be part of a fantastic journey within a dynamic high-growth business.

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