About the role
Collaboration & Co-Sell -Collaborates with segment sellers and other internal stakeholders on partner co-selling efforts with portfolio of assigned partners to drive sales pipeline. Leads collaboration between internal and external stakeholders to accelerate deal execution, leverage investments, and accelerate sales. -Tracks cloud solution area co-sell pipeline performance and independently addresses low performance through correction of errors (CoE) efforts. Tracks partner sales capabilities and capacities for sales practice acceleration and growth. Tracks partner incentive utilization and impact on pipeline velocity, and provides recommendations to partner to improve performance. Tracks quarterly forecast to ensure it meets and/or exceeds revenue accountability. Partner Engagement -Independently works with prioritized solution area-aligned partners to identify new opportunities with customers. Drives the qualified partner pipeline and progress it through the sales cycle. Ensures partner adoption of investment levers to create opportunities and accelerate deal velocity. Encourages partners to identify and share security related opportunities with specialized partners. -Drives the acceleration of cloud solution area sales practice with partners, with a focus on pipeline, go-to-market (GTM) sales and co-sell execution. Drives a predictable cloud solution area rhythm of business (RoB) and addresses performance issues with partners to ensure delivery of cloud solution area partner targets. Independently collaborates with segment sales teams to ensure co-sell performance with partners through joint execution. -Shares best practices for co-selling with partners and global peers through community forums, contributes to listening circles and contributes to worldwide learning initiatives as a subject matter expert, including supporting peers with security optimization strategies to strengthen co-sell approaches and knowledge-sharing initiatives. Shares market local solution area business momentum insights and corporate research for customer demand. Partner Solution Area Sales Plan -Creates joint solution area sales plans in partnership with prioritized partners in their solution area portfolio relevant to customer segment to address customer needs and drive quarterly revenue accountability. Independently identifies, understands, and evaluates partners' cloud solution area sales practice(s), addressing and aligning to security partner targets. Contributes to the strategic alignment with organizational units and overall partner business plans to meet sales objectives. Sales Process & Sales Management -Independently initiates solution area sales planning with assigned partners and ensures coverage to support targets. Owns a predictable sales pipeline rhythm of business (RoB) with assigned solution area partners. Manages top partner deals and overall partner revenue aligned to solution area. -Coaches partners on solution play and ensures partners have capability and capacity to deliver the value proposition of the solution play. Leads business reviews with key partner stakeholders and holds partners accountable for delivery against agreed plan. Bachelor's Degree AND 4+ years experience in core sales, partner sales, industry or solution selling or business development OR equivalent experience with the Cloud & Technology space. Understanding of Cloud & AI technologies & their application to drive customer outcomes is paramount; as you will need to sell & help partner's sales team. This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. *
