Senior Manager, Partner Sales
Are you looking for an opportunity where your skills and enthusiasm make a difference and where your voice will be heard? At RingCentral our award-winning environment is high-energy, collaborative and committed to providing world-class service for its customers. We’re the #1 global cloud-based, communications provider, growing at more than 30% annually, and we’re looking for team-members with an entrepreneurial spark!
RingCentral fosters career development and provides leadership training, education, workshops, and coaching for all employees. RingCentral promotes a healthy work-life balance by providing catered lunch and breakfast daily as well as a kitchen stocked with a variety of complimentary beverages and delicious snacks.
We are a $860M company, disrupting the $100B business communications and collaboration market (Cisco, Microsoft) with a killer product (Gartner MQ Leader last 5 years) and rapid growth (34% YOY). We are now pulling away from the competition and leaving them behind as we scale our product revenues and product capabilities. We are looking for outstanding talent to help us scale our revenues to $1B and beyond in the coming years.
Job Type: Full time, Exempt | Location: Denver, Colorado
Job Description:
In this role, the successful candidate will oversee a Partner Team of 8-10 Regional Partner Managers. The role includes all aspects of sales leadership working with Regional Partner Manager's, sales operations, marketing, sales and product marketing. This role will report to the Sr. Director, Partner Success.
Responsibilities:
Lead Regional Partner Managers (RPM’s) across all sales regions.
- Individual coaching, mentoring and skill development with RPM's
- Deliver consistent revenue performance
- Define and measure Key Performance Indicators for the team
- Define key RPM process, activity and productivity metrics
- Increase RPM productivity as measured by MRR/quarter per RPM 1
- Assist in creating comp plans that maximize MRR and incent standard methodology behaviors
- Align closely with individual RPM's within region
- Host Bi-weekly team meetings and weekly one on one’s with direct reports.
- Contribute, report pipeline and overall health of the team to Sr. Director each week.
- Lead to region’s activity and marketing programs.
- Work closely with Product Marketing to help influence regional materials needed to be successful.
- Serve as a liaison to Partner Programs Team on pipeline management for all program types including digital marketing, demand generation and field marketing.
- Involved in field marketing events in region as an executive sponsor.
- Lead the hiring process for direct reports
- Work closely with Sales Operations to generate reports/dashboards/updates to teams.
- Design reporting to provide leadership with key information required to manage the business
- Serve as a liaison to Sales to coordinate joint go-to-market efforts.
- Focus on account-based marketing and sales strategies to ensure we are penetrating the highest potential accounts in market.
- Collaborate with marketing team to ensure effective go-to-market coordination, campaign management.
- Demonstrate a high level of responsiveness to senior executives and key constituents in the business
Lead partner on-boarding metrics & grow MRR of existing partner base
- Weekly review and management of Partner accounts & Certification with RPM’s
- Ensure new partners are trained on RingCentral product, sales and support processes
- Work with team to set goals and schedule Quarterly Business Reviews with Partners
- Drive lead generation and marketing campaigns with Partners
Partner Sales Pipeline Management
- Monitor & handle follow-up with partner lead registrations and conversion to opportunities
- Track pipeline and forecast metrics for the Partner Sales Team
- Ensure timely and accurate updates of all Opportunities in Salesforce for RCM Team
- Train and reinforce standard methodology pipe-line management techniques with RCM Team
- Train and reinforce all aspects of the sales order process with RCM Team
Team Training & Communication
- Train & Ramp New RPM Team members on: RingCentral Products, Selling RingCentral, Partner Program, Partner Tools & Resources (Partner Portal, Deal Reg, Quoting, Training Portal, etc.), Partner Support Line Training, Onboarding Emerging Partners, Engagement with Top Partners, Sales Processes
- Ensure team is aware of program / product / support updates and communicates updates to partners
Desired Qualifications and Experience
- Successful track record in developing, growing and scaling a Partner Sales Team to exceed revenue targets.
- 5-7 years partner sales management experience.
- Must have High Tech industry and preferably SaaS experience
- Strong leadership skills.
- Experience developing teams of at least 7-10 people.
- Coaching and leading teams through cycle and process.
- Familiarity with a wide variety of routes to market (inside, field, regional and national partner sales)
- Professional with strong interpersonal, communication, and technical skills
- Strong problem-solving skills with ability to analyze data, determine insights, and develop programs to drive performance among team
- Experience with talent acquisition, building and development of teams and talent required.
- Ability to establish priorities, work independently, and proceed with objectives without supervision.
- Ability to work with all levels of management and partners
- Superior verbal, written, and interpersonal communication skills required.
- Must be able to create and deliver strong presentations
- Strong initiative and creativity applied through technology
- Ability to learn and adapt quickly
- Ability to excel in a collaborative, and fast-paced environment
- Vibrant and energetic attitude, willingness to perform and get things done
- BA / BS or equivalent education
- Available to travel up to 40%
What we offer:
- Base Salary
- Uncapped Commissions (Paid Monthly) with exponential multiplier increases
- RSU's (Restricted Stock Units)
- Immediate full benefits (Health, Vision, Dental) effective day one
- (10) Company Wide Holidays
- Flexible PTO plan
- ESPP (Employee Stock Purchase Plan)
- Opportunities that accompany a high growth organization
About RingCentral
RingCentral, Inc. (NYSE: RNG) is a leading provider of global enterprise cloud communications, collaboration, and contact center solutions. More flexible and cost-effective than legacy on-premises systems, the RingCentral platform empowers employees to work better together from any location, on any device, and via any mode to serve customers, improving business efficiency and customer satisfaction. The company provides unified voice, video meetings, team messaging, digital customer engagement, and integrated contact center solutions for enterprises globally. RingCentral’s open platform integrates with leading business apps and enables customers to easily customize business workflows.
RingCentral is headquartered in Belmont, California, and has offices around the world.
RingCentral is an equal opportunity employer that is committed to workplace diversity.