The Director of Partner Enablement ensures an exceptional experience for partners and vendors across all commissioned products and the Network and Communications (NC) product categories. They support a team of Network and Communications Reps and Vendor Success Managers and work closely with the NCSCs on all partner and/or CAM education and enablement around all NC vendors and product as well as Pax8 partner events that highlight NC. The Director supports external selling partners and vendor partners across the NC categories for Pax8, including management of commissioned product escalations from pre-sale to post-sale, to commissions.  They manage all internal and external implementation and iterations on all commissioned products processes. The Director works closely with Product Management to ensure the commissioned product process within the Pax8 Platform is always updated and aligned with new vendors, etc. They drive vendor relationship management and experience alongside our product and sales teams to accelerate growth in key NC categories. They Director vets new vendors, and manages processes around vendor research, negotiations and agreements, contracts, and onboarding. They provide sales reps with identifiable targets for vendor growth, as well as increased vendor “buy-in” to enable our sales teams to have better leads and faster sales cycles and oversees all vendors to help promote sales enablement across the sales team by effectively aligning sales plays and product marketing efforts. They Director manages MDF income from vendors to drive their product set to market and play a significant role in the operational management of growing NC revenue.

Essential Responsibilities and Percentage of Time Spent (includes, but is not limited to):

• Own the relationship and experience between NC vendors and Pax8 (25%)
  • Develop and execute the strategic plan to achieve vendor sales targets and expand customer base (including increased number of multi-vendor purchasing partners; increased internal reach to end-user influence; and creation of business development campaigns) and assist in driving sales alignment against vendors’ organizational objectives. Includes, when allowable, regularly performing vendor on-site visits and provision of feedback to vendor on product sales alignment, not limited to negotiations of MDF and promotions
• Own the sales enablement and operations around commissioned products including InnovateSTAX, Incub8, and other strategic commissioned product relationships touching vPro and RPM (25%)
• Own the commissioned products and directly manage the team (Incub8 & Partner Enablement Reps) who provide daily partner support and customer, as well as supporting our NCSC team on opportunities (10%)
• Work with NC VSM to serve Product Management by acting as liaison between NC vendors and product/marketing teams; work with sales/marketing on NC vendor GTM strategy; manage reporting of vendors’ quarterly business results (sales forecast vs. actuals); marketing activities and ROI; and proactively manages vendor and Pax8 GTM marketing initiatives (10%)
• Manage all commissioned product escalations for all pre-sale and assist Innovative Business on any post-sale and/or commission escalations when needed (5%)
• Identify and aggregate partner/customer facing vendor created content (e.g., sell guides, Auto Pilot, data sheets, videos, etc.) for Pax8 website, Platform, and in collaboration with Pax8 Academy (5%)
• Provide guidance and education to the sales team on processes, policies, tools, ROW, guidelines, etc. in collaboration with NCSCs (5%)
• Identify issues and make actionable recommendations to ensure optimum vPro subcategory performance across multiple process areas, including sales, marketing, support, education, product, billing, etc. (5%)
• Work with vPro Vendor Success Manager on promotions and partner programs, including vendor SPIFFS/promos, and bring vendor partner program perks to Pax8 partners (5%)
• Participate in events (live and virtual) and trainings and serve as lead on vendor logistics and processes for Pax8 field events (5%)

Ideal Skills, Experience, and Competencies:

• At least five (5) years of experience in channel sales operations (e.g. partner support/enablement; vendor management; sales operations; sales support; training)
• At least four (4) years of experience supporting NC product categories, including Connectivity, SD-WAN, UCaas, and CCaaS, including relevant vendors, platforms, deal desk, and escalations
• Highly organized, detail-oriented, with strong project management skills and the ability to prioritize and multitask
• Builds effective teams through cultivating strong team identity and implementing the team’s diverse skills and perspectives
• Works collaboratively by building partnerships and working alongside others to meet shared objectives
• Consistently driving results, even under tough circumstances
• Optimizing the work process by knowing the most effective and efficient process to get things done, with a focus on continuous improvement
• Actively pursuing self-development by seeking new ways to grow and be challenged using both formal and informal development challenges
• Strong communication skills and ability to collaborate with internal and external teams
• Proficiency with Microsoft Office Suite
• Knowledge of Wrike preferred
• Proficiency in RPM or related telco management platforms

Required Education & Certifications:

• A./B.S. in related field or equivalent work experience

Compensation: