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Inside Partner Account Manager

TIBCO Software Inc., London
Employment type: 
Full time
Management, Time Management, Marketing, Communication Skills, Presentation Skills, Analytics, Business Planning, Business Strategy, Planning, Strategy, Communication, Compliance, efficient, Leadership, Microsoft

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Inside Partner Account Manager

Overview

We are hiring for an Inside Partner Account Manager to join TIBCO in London.

You will be responsible for increasing revenue in region/territory through developing reseller partners, generating opportunities with partners. including: Value Added Resellers (VARs), Solution Providers and Resellers.

In addition, you will focus on driving the partners to operate as an extension of TIBCO's sales and pre-sales teams through effective sales and technical training, demand generation efforts and net new opportunity development.

What You'll Do

What you will do in your new role:

  • Sales Training – Ensure that partner is able to effectively position and sell TIBCO solutions.
  • Partner with the TIBCO sales team to drive partner sales training opportunities; ensuring partners have the tools to identify opportunities, sell TIBCO solutions, and fully understand TIBCO’s Partner program.
  • Pipeline Growth and Management – Identify, in conjunction with partners, new sales opportunities.
  • Ensure partners, TIBCO sales reps and management are working together in the sales process, lead generation, registering opportunities, accurately forecast bookings and tracking to required bookings goals.
  • Relationship Management – Develop strong top to bottom relationships throughout the partner organization (Management, sales teams, technical teams and marketing) ensuring partner compliance with the TIBCO’s Partner Program and fostering a well-developed relationship between TIBCO/partner sales and technical teams.
  • Conflict Management - Excellent conflict management skills, with ability to be fair and firm with TIBCO team and partners.
  • Marketing & Demand Generation – Leverage TIBCO marketing funds to drive demand generation activities that generate the highest possible ROI. Manage channel marketing funds to ensure event and partner success.
  • Account Mapping – Drive regular cadence of account mapping sessions with partners and the TIBCO sales team focused on driving net-new accounts and new opportunities in existing accounts.
  • Business Planning – Work with partners to develop and execute a strategic business plan focused on driving new accounts, new opportunities, sales and technical competency and incremental bookings growth.
  • Collaborate with Strategic Partner Managers to develop and execute business plans for our national strategic partners in territory where appropriate.
  • Special Projects & Reporting - Work on strategic initiatives as established by channel management and reporting business issues/opportunities as requested by channel and/or executive management.
  • Recruit and develop new partner relationship to drive whitespace penetration, access to new vertical and technology markets.
  • Create and execute awareness and training programs for the TIBCO sales force to highlight partners, educate on the TIBCO Partner program
  • Influence/channel leadership -Trusted advisor status with District Manager; lead, positively influence and shape behavior.
  • TIBCO Messaging - Deliveri TIBCO story and messaging. High skilled at delivering compelling presentations on TIBCO's products & solutions.
  • Leverage TIBCO internal resources - Influence and obtain sponsorship from internal TIBCO groups to support programs at partners to drive incremental business opportunities for TIBCO and the partner.
  • Actively engage with TI
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