Consulting Partner Manager
Responsible for generating sales through partners., Building strategic partnerships that drive tangible business value, through channel partners like Consulting Partners, Solution Integrators and Managed Service Providers (SI’s, MSP’s). Help educate Consulting partners, SI’s, and MSP’s understand Matillion and it’s benefits for their business, customers and strategic growth. Support & Manage the direct sales and customers from those partners and helping create a repeatable sales model.
Key Areas of Responsibility
Help define and execute Matillion’s global Consulting Partner strategy
Integrate into existing partner sales training and programs
Foster relationships with key BD/sales stakeholders and executives at partner organization
Manage shared/funded marketing programs with Consulting partners and attend joint events and technical sessions
Establish and orchestrate co-selling programs between Matillion’s and the Consulting partner’s sales teams
Embeds benefits from project inception, ensuring these are evolved and rationalised throughout project progression
Ensure that projects deliver optimum cost/benefit solutions and success criteria agreed
Cultivating and building strong relationships with partners and becoming their trusted advisor
Sales enablement and training, ensuring partners are proficient in our product and offering when presenting Matillion
Manage business rhythm with partner’s BD/sales organizations, implement scorecards and KPIs, and track goal achievement
Implement internal tracking, create dashboards and regular business reports to the Matillion leadership team and direct report
Live the Matillion values; reflects Matillion’s values through demonstrating positive behaviours.
Technical Knowledge and Skills Required
Basic Qualification
Bachelor’s degree or equivalent practical experience
3+ years of experience in program management, partner development and/or channel sales roles in the business technology market
Experience building global GTM initiatives with strategic and SI partners
Proven ability to think and work strategically, while also driving rapid execution including personally contributing to key deliverables
Ability to quickly understand complex issues and develop/apply simplifying frameworks to facilitate broader organizational understanding, decision-making, and action
Excellent time management and organization skills with attention to detail
Enjoy working in a fast-paced and dynamic environment, and proactive problem-solving skills
Ability to work effectively across internal and external organizations
Experience working within enterprise software development industry
Solid understanding of Cloud computing technology and a utility pricing model
Willingness to travel (~35%)
Preferred Qualification
5+ years of partner programs experience at an enterprise software (or Cloud) company and experience with partner programs
Strong ability to sell cloud solutions with and through partners
Experience in transition channel models to include cloud/SaaS
Strong leadership skills in driving global business planning, initiatives and adoption into the regions
Impeccable execution on plans and a significant bias towards measuring impact
Marketing background/experience a plus
Experience working with or for AWS, Google, Microsoft or Snowflake
What do our customers say about us?
We are proud to serve diverse businesses ranging from born on the cloud start-ups to large enterprises, spanning a wide range of industries. We add new customers every day but we are currently used by 500+ businesses all over the world. You will recognise some of the businesses we support, including; GE, Siemens, and Citrix.
It is also the most highly rated app on the AWS Marketplace with a rating of 5 stars out of 5 - no small accomplishment!