Partner Development Executive
Location
Fareham, Hampshire | United Kingdom
Job description
Reporting To: Accelerate Team Leader
Department: Infinigate Cloud Partner Team (UK)
Location: Fareham, Hampshire
Team Purpose
The Infinigate Cloud Partner team is responsible for driving the recruitment, enablement, activation and ongoing management of Infinigate Cloud Partners (our reseller channel), and delivering the associated revenue and profit growth, partner satisfaction and team targets.
The team is responsible for owning the commercial and business relationships with our partners and is the main “face” of the business for all matters other than technical support.
Role Purpose
The Partner Development Executive is responsible for contributing to the overall success of the Infinigate Cloud Partner Team and the attainment of individual and team sales targets, driving profitable futureproof growth for Infinigate Cloud, through increasing the number of partners transacting with us, the frequency of orders and the value of overall business from Infinigate Cloud partners.
In addition to supporting the team objectives, the Partner Development Executive will take responsibility for managing individual strategic assigned and obtained partners, growing profitability and revenue from them, driving continuous business development activities and targeting new strategic partners.
Role Dimensions
- Achieving the defined growth targets
- No direct budgetary control
Process Management
- Adhere to ISO9001, ISO 20000 and ISO27001 compliance guidelines. Identify areas of breach, for example reaction to incidents or threats and assist in improvement of and coaching in department processes
Technical
- Understand the Infinigate Cloud Product portfolio to-partner and through-partner and related technologies to an advanced level (equivalent to at least a level 100 in Microsoft terms)
Direct Reports
Working Relationships
- Internal: All departments, predominantly others in the Infinigate Cloud Partner Team, Product Team, Training, Marketing, Finance and Technical Support
- External: Infinigate Cloud partners, potential partners, and vendors
Primary Accountabilities
Partner Recruitment
- Partner Recruitment – execute proactive outbound partner recruitment campaigns, using a mix of purchased, existing prospect and self-generated data, to potential partners to meet and exceed defined partner recruitment KPIs and targets.
- Inbound Lead and Data Qualification – follow up all inbound enquiries and leads in a timely fashion, qualify data captured, complete lead qualification from website submissions and inbound enquiries via email and telephone, ensuring accurate information is captured and recorded in the appropriate systems.
- Partner Meetings – assist colleagues by arranging meetings and sales recruitments calls with new and prospective partners.
- Infinigate Cloud Promotion – attendance and participation in activities that promote the Infinigate Cloud brand and its range of services and partners. Activities may include, but not limited to, Infinigate Cloud events, industry exhibitions and vendor conferences.
- Infinigate Cloud Knowledge – develop and maintain up-to-date knowledge of the Infinigate Cloud value proposition and services portfolio successfully using this knowledge in the recruitment of new partners.
- Improvements – identify and suggest to the Head of Infinigate Cloud recommendations for improvements in processes, systems, and proposition.
- Manage and develop all new Partner accounts through the signup process, delivering accounts to the account managers and BDM’s.
- Ability to determine the potential and Partner classification of the account through partner onboarding activities and action accordingly.
- Liaise with the Marketing Team to support continual improvement to marketing campaigns. Keeping key staff updated with lead generation progress, through accurate recording of information in Dynamics.
Reseller Engagement & Management
- Inbound Enquiries – responsible for the initial answering of inbound calls/enquiries/chat from Infinigate Cloud partners (UK & Ireland) and either responding directly to partners with the information required or passing on to other team members as required.
- Events & Sales Promotions – promote attendance at Infinigate Cloud events and participation in sales promotions via outbound partner contact campaigns.
- Partner Satisfaction – responsible for achieving individual, departmental and company KPIs in partner satisfaction.
Personal Attributes (required role behaviours)
- Results oriented individual who takes accountability for their own actions, is not afraid to get “stuck in” and constantly strives for exceeding the defined goals and targets.
- An adaptable individual who can effectively work on their own to meet personal objectives and growth targets whilst remaining a strong team player who shows respect and readily shares knowledge in support of others to meet departmental objectives and targets.
- A passionate learner who proactively develops their knowledge and skills of business offerings and shares ideas and feedback to relevant parties to continuously improve the service offering and drive business growth.
- Excellent organisational skills to ensure efficient use of resources to maximise business revenues.
- Is reliable; follows direction from supervisors and respects policies and procedures. Shows commitment to the organisation and task completion.
- Committed to providing a high-quality experience through maintaining high personal and professional standards, is methodical, analytical and displays a high attention to detail.
- Confident and professional with excellent interpersonal, communication and presentation skills.
Qualifications, Experience, Knowledge and Skills
- At least 1 years sales experience
- A self-starter, with passion for succeeding
- Proven ability to meet goals and deadlines
- Excellent verbal, written and numerical skills with the ability to communicate at all levels
- An understanding and belief in the merits of cloud computing
- A high level of computer literacy, combined with strong Microsoft Office suite skills with proven experience of accurately recording data in computerised systems
- Proven ability to be able to obtain and maintain technical knowledge within a fast-changing environment
- Excellent organisational skills working well both in a team environment and individually
- Experience of successfully working in a remote or customer facing environment
- The ability to study for and obtain appropriate Microsoft Technical Accreditations
- Good understanding of the IT channel
- Proven track record and experience of meeting defined sales targets
- Understand the Infinigate Cloud core service offerings
- Familiarity with the use of CRM systems.
- Experience of working in a high growth, fast paced and competitive marketplace.
- Demonstrates strong negotiation and influencing skills, across all levels within an organisation, combined with good business analytical and competitor awareness.
- Grounded IT experience with a general technical competence and a good breadth of knowledge.
- Ability to nurture strong business relationships, to meet and exceed customer expectations.
- Worked in a process or QMS orientated environment.
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