Partner Manager
Unanet
- Virginia
- $65,000-80,000 per year
- Permanent
- Full-time
- Manage the performance of named partner accounts, and develop strategies to improve their sales and new logo revenue
- Establish and maintain executive level relationships with key partners and develop annual go to market strategies
- Screen potential partners to join Unanet's partner program
- Identify and recruit new partners to the program focusing on partners that will help us achieve corporate goals
- Sell the value of Why Partner with Unanet
- Understand and articulate the breadth of Unanet's product portfolio resulting in the ability to coach reseller partners during the sales cycle
- Ensure services and reseller partners are equipped with the necessary product knowledge and sales tools for success
- Guide and coach newly signed services partners through our partner certification program
- Capture accurate and complete information (e.g., contact data, log calls) in Unanet's Customer Relationship Management (CRM) system for partnership prospecting and existing partner management
- Accurately forecast and maintain a healthy reseller sales pipeline
- Engage with our Direct Sales and Customer Success teams, educating them on partner skillsets, partner capacity, and recommending partners for implementation
- Work closely with the direct sales organization on named partner referral opportunities
- Educate sales and CSM on named partner accounts and their skillsets/services
- Attend tradeshows and events to recruit new partners and build strategic relationships with current partners
- Work in partnership with other internal teams including: Marketing, Business Operations, Direct Sales, Customer Success, Sales Engineering & Enablement, Finance and Services
- Manage named partnership contracts and amend when necessary
- Participate in sales program training sessions, meetings, skill-building and professional development courses
- Engage with partners in the Unanet community, focusing on driving engagement and partner knowledge
- Achieve and exceed annual quota
- 3+ years' experience in channel or direct sales
- Demonstrated track record of exceeding quota
- Prior experience working with various partner types, including: VAR/Reseller, Services/Implementation and Referral Partners
- Knowledge of working with partners from recruitment to enablement, business development to closure of deals
- Excellent communication, presentation and relationship-building skills
- Ability to work independently and self-start on projects
- Bachelor's degree or equivalent work experience
- Willingness to travel as needed
- Experience in the Government Contracting Industry
- Experience selling to project-based businesses
- Knowledge of Salesforce.com (SFDC)
- We are a Team. Employees, customers, and partners working together.
- We are Customer-Focused. Customers are the heart of everything we do.
- We are Driven. Seeking exceptional outcomes.
- We Own our Success. Every employee has a stake in our company.
- We do the right thing and have fun in the process.