Global Strategic Partner Manager

  • Austin, TX, 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 Stockholm, 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.

Job Description

   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.

   Reporting to the Director of Strategic Ecosystem Partners, the GSI Partnerships Manager is responsible for shaping our Global Systems Integrator (GSI) partnerships across the world.

   This individual will play a critical role in building and developing world-class relationships for growth through effective collaboration with internal stakeholders, sales, partner sales and technical teams. Dealing with ambiguity and complex ecosystem environments, you will be expected to work cross functionally across multiple organizations. The execution of the role is critical - you will actively work to lead strategic, large, and complex initiatives and remove blockers that prevent success. You will negotiate new contracts and commercial agreements; oversee marketing campaign development and sales initiatives; orchestrate sales and technical enablement programs; and manage senior stakeholder relationships.

   This role requires effective communication, collaboration and negotiation skills aligned with the urgency to drive revenue while ensuring shared customer success. It is an exciting role for a driven, highly motivated individual looking to deliver results.

 

Responsibilities:

  • Manage a partner sales target delivered through a defined set of GSIs Globally
  • Work cross functionally and collaborates with sales, marketing, services, and training/enablement leadership teams to build a fully integrated GSI partner ecosystem
  • 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, KPI’s and best practices
  • Manage and develop multiple senior sales and technical relationships across our GSI partners
  • Deliver 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 to plan, deliver and manage effective communication and demand generation campaigns for partners
  • Provide input on partner training content and recommend process improvements.

 

Qualifications

  • Significant GSI experience in sales/channel/business development
  • BA/BS degree (or equivalent experience)
  • Strong business acumen
  • Proven verbal & written communication skills with senior leaders
  • Ability to travel internationally as required
  • 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 organization
  • Self-motivated with the ability to manage multiple competing priorities simultaneously and drive goals to completion

Additional Experience:

  • 5+ years of channel or strategic partnership management
  • Building and leading teams and in direct and matrix operating structures
  • Demonstrated success in shaping and executing large complex deals with partners
  • Prior employment with a Software vendor in a channel partner
  • Experience as a quota-bearing account manager
  • Broad exposure to a variety of technologies/concepts in a distributed environment

Additional Information

This is a chance for you to join a challenging and inspiring environment where you will have the opportunity to make a daily impact. Every day you will work alongside helpful and down-to-earth colleagues who are dedicated and ambitious. Together, we create an innovative environment that drives Snow Software forward. If you are the right person for the role, you will be part of a fantastic journey at a dynamic, high-growth technology company.

We look forward to your application.

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