Director, Partner Development Roles and Responsibilities

Conga is looking for a highly motivated team player to join our Partnership team, who will be responsible for the management and development of business through GSI and Regional SI Partner firms with close alignment with number of Conga Stakeholders and cross functional teams

This is a key and strategic role that requires a good understanding of working in partner ecosystem, sales and a roll-up your sleeves and 'get it done' attitude. Strong self-starter who will develop and nurture existing business opportunities and relationships with our managed SI partners. This position is critical in managing key partnerships day to day. Director, Partner Development works with a cross-functional team in developing partner growth strategies, business cases, aligned to partner programs to grow our sourced and influence revenue by creating healthy demand. Key expectation from this role is to grow our managed GSI/ RSI partnerships, leading to increase the demand and influenced revenue growth. PDM will manage the pipeline growth and influenced and sourced revenue (measured in ACV) through assigned SI partner accounts and make sure that the assigned partners are well aligned with Conga Sales Reps in the sales process. This role will closely align with the sales stakeholders (RVPs & AEs) to drive joint revenue goals. This will be accomplished by working with the partner/s to drive senior-level governance and lead the programmatic partner engagement focused on building initiatives, solution development, sales/ technical training, sales strategy, tools and promotional incentives designed to cultivate a self-sufficient channel, scalable to support the long-term revenue goals of Conga.

As a Dir. Partner Development ; you

• are highly motivated team player with expertise working in a fast paced, cross-functional team,

have a proven track record on delivering results and getting things done.

• will demonstrate a strong business acumen, have outstanding communication skills and are able to effectively build relationships with managed GSI/ RSI partners and executive leaders in the partner ecosystem
• possess knowledge of SaaS industry and SaaS solution selling
• are able to articulate Conga value propositions to assigned GSI/ RSI partners
• are accountable for your assigned partners performance by enabling them to deliver against partner program KPIs per their assigned tier.

Key Responsibilities:

• Work with team of non-reporting professionals, while being accountable for the overall achievement of the revenue, pipeline, and other objectives for the Partnership.
• Work collaboratively with, and take business guidance from, the Americas Leader for Partnerships and Alliances.
• Develop and execute a strategic business plan (for 1 and 3 years), to be interlocked with the Partner and the Conga. Own all aspects of business plan and create a positive partner experience.
• Work closely with the assigned partner/s to increase their independent selling capabilities and align GTM sales strategies with Conga’s sales teams.
• Jointly develop and execute a detailed roadmap with partner’s strengths and weaknesses in order to identify and create an execution plan to improve partner’s selling capabilities for Conga products (co-sell and/or re-sell).
• Develop joint partner solutions that drive sales for the assigned partner and Conga
• Align and coordinate Conga resources (including sales, pre-sales & technical enablement, marketing, product) necessary to help partner achieve success with their Conga practice.
• Provide consistent partner management to ensure that our Systems Integrator partners are developing their sales, pre-sales and delivery capabilities, value propositions aligning with Conga sales plays
• Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace
• Establish appropriate governance model to drive data driven mutual partnerships
• Evangelize Conga throughout your assigned partner/s organization (focusing on client-facing personnel), to increase awareness of Conga
• Ability to ability to translate technical solutions into strategic business outcomes.
• Ability to collaborate with multiple cross-functional stakeholders, sales leadership, account executives and other alliances executives to effectively create a true win-win partnership.
• Manage to make an impact within your first 90 days. Drive to succeed and results focused

Qualification/Experience:

• Strong track record of exceeding partner revenue targets
• Sound business acumen skills; thrive in a fast-paced, dynamic work environment
• History of successfully developing multiple partnerships to drive the GTM aspects
• Good knowledge of Salesforce, Microsoft and Conga technology
• Good knowledge of Middle Office domain such as CLM, CPQ and Quote-to-Cash preferred
• Excellent spoken and written communication, interpersonal, relationship building skills
• Ability to work both independently and with a team
• Ability to manage relationship with GSI and Regional SIs partners
• Experience with creating and building differentiated relationships with partners
• Demonstrated ability to nurture partners and drive significant influenced revenue through partnerships
• Willing and able to travel - Up to 25%
• Experienced in global markets, customs and individual country business protocols and dynamics

Desired Skills/Experience:

• Experience working with regional Sales teams driving and building demand through partner
• High energy, enthusiasm, and passion for the business
• Broad-based 8-10+ years of alliances, consulting and/or business development experience in the technology or business consulting industries
• Advanced leadership skills demonstrated with cross functional, non-reporting team members.
• Experience of working with GSI/ RSI organizations in multiple cities/verticals
• Experience delivering sales messaging that articulates complex business and technical concepts to cross-functional audiences
• 2-5 Years of sales, consulting or product marketing experience preferred
• Experience building and executing partner programs to build effective co-sell & resell relationships
• Business, Computer Science or Engineering Bachelor's degree (MBA degree is preferred)

The pay range for this position in Colorado is minimum $89,488.00 per year. However the base salary offered may vary depending on job-related knowledge, skills and experience. A full range of benefits including medical, dental, life insurance and financial will be offered. This information is provided per the Colorado Equal Pay Act. Base pay information is based on market location. Applicants should apply via Conga's internal or external careers site.