Manager, Partnerships & Business Development

Description:

• Manages up to 30 channel partners across a region.

• Ideate and develop new solutions with partners in core ICPs - Customer Support, IT, Operations, Finance, HR teams.

• Recruits partners and strengthens relationships to drive commitment to HappyFox products and solutions.

• Participates in and coaches partners through planning, demand gen, and business dev to increase HappyFox commitment, capability and pipeline.

• Manages Channel Partner relationships and pipelines.

• Maximizes pipeline generation and activities to support.

• Coordinates with cross-functional organizations effectively.

• Maximizes partner revenue gen by managing all non-deal specific activities associated with partner recruitment, partner demand gen, and support.

Objectives:

• Develops channel programs and recruits partners globally to make the channel a growth lever at HappyFox.

• Coordinate and manage enablement efforts with HappyFox Partners and sales/solutions engineering.

Responsibilities:

• Primary relationship owner with the partner.

• Educate partners by coordinating and delivering ongoing training, skills transfer, driving demand generation and business development.

• Ensure successful customer implementations through increasing the number and capability of skilled technical individuals at the partner.

• Orchestrate resources to support partners and help strengthen relationships with HappyFox teams.

• Ensure participation in marketing and channel strategy programs.

• Maintain senior-level relationships to gain commitment and ensure HappyFox is top of mind for partner business leaders (e.g. included in annual/quarterly business plans, reviews).

• Monitor and provide insight into the partners’ business and technical service capability, financial results, and investment in selling HappyFox products and services.

• Facilitate internal resources, and investments needed to execute the business plans in order to help meet business goals.

• Develop cadences with all partners and do joint sales clinics and reporting.

• Completely own the relationship and joint success with partners.

• Coordinate sales demos, partner ordering, and partner enablement.

Capabilities:

• Relationship building to develop and strengthen partner relationships.

• Planning and financial skills including business planning and basic knowledge of economics of the channel ecosystem.

• Knowledge of HappyFox and understanding of how HappyFox products create value for customers.

• Ability to help partners communicate value proposition to customers.

• Understanding of partners’ and customers’ business needs.

• Prospecting skills – ability to recruit new partners.

• Ability to engage, excite, influence and coordinate both partners and across HappyFox teams.

• Selling experience and ability to provide guidance to partners on selling and closing skills.

• Presentation skills in a 1-many environment to deliver HappyFox messages and positioning to partners.

• Experience in pipeline build with partners including planning, gaining senior sponsorship, delivering sales training, sales coaching, managing timely execution and follow-up.