Senior Manager, Partner Sales

| Greater Denver Area | Hybrid
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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.

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
  • People Operations
    • C++Languages
    • CSSLanguages
    • JavaLanguages
    • JavascriptLanguages
    • Objective-CLanguages
    • PerlLanguages
    • PythonLanguages
    • Salesforce ApexLanguages
    • SqlLanguages
    • SwiftLanguages
    • MongoDBLanguages
    • jQueryLibraries
    • ReactLibraries
    • ReduxLibraries
    • AngularFrameworks
    • Angular.JSFrameworks
    • DockerFrameworks
    • HadoopFrameworks
    • KafkaFrameworks
    • KubernetesFrameworks
    • Node.jsFrameworks
    • SpringFrameworks
    • TensorFlowFrameworks
    • ReactFrameworks
    • AWS RedshiftDatabases
    • ElasticsearchDatabases
    • MySQLDatabases
    • NoSQLDatabases
    • OracleDatabases
    • RedisDatabases
    • SnowflakeDatabases
    • SQLiteDatabases
    • AWS (Amazon Web Services)Services
    • GitHubServices
    • GitLabServices
    • Google CloudServices
    • New RelicServices
    • Google AnalyticsAnalytics
    • MixpanelAnalytics
    • TableauAnalytics
    • CanvaDesign
    • FigmaDesign
    • PhotoshopDesign
    • AsanaManagement
    • ConfluenceManagement
    • Google DriveManagement
    • Google DocsManagement
    • Google SlidesManagement
    • JIRAManagement
    • TrelloManagement
    • WrikeManagement
    • HootsuiteCMS
    • MedalliaCMS
    • DocuSignCRM
    • LinkedIn SalesNavigatorCRM
    • SalesforceCRM
    • Salesforce CPQCRM
    • Constant ContactEmail
    • MailChimpEmail
    • MarketoLead Gen
    • ZoomInfoLead Gen
    • RingCentral MVPCollaboration
    • AsanaProject Management
    • WorkdayProject Management

Location

We are located in the Denver Tech Center.

An Insider's view of RingCentral

What are some social events your company does?

Outside of holiday festivities, the biggest program is RingCentral Spirit Week in October. Events are planned for everyday of the week and include interactive webinars, global relay runs, philanthropic giving as well as plain ol' fashion fun. We always has a lot of pride, but this week in particular the orange and blue really shine through!

Allyson

Employee Programs, Manager

What projects are you most excited about?

The diversity initiatives I'm most excited about is a values-based interview for prospective folks. Enabling diverse candidates means having diverse interview panels that reflect the company. These will help candidates and hiring managers ensure that there's a values alignment, which is much more prudent than a "culture fit."

Jedd

Diversity Associate

What’s the vibe like in the office?

Working on my team is really fun! It’s very supportive, we help each other out as much as possible. I was able to work on something, have it built, and use it every day - that’s what I like about it here.

Berto

UX/UI Designer

What are RingCentral Perks + Benefits

RingCentral Benefits Overview

Say hello to possibilities.

RingCentral offers on-site, remote and hybrid work options optimized for the ways we work and live now. We know our employees power our success and truly value putting our employees' health, wellness and opportunity, first. We value and foster career development, providing leadership training, education, workshops, and coaching for all employees. In addition, we offer flexible PTO and wide range of wellness programs to keep our employees well balanced and refreshed.

Along with our employee stock purchase plans (ESPP) and stock options, RingCentral offers competing health, vision, dental, disability, life and pet benefits to keep you (and your fur friends) at your best! Our employees also receive access to Rethink - a global benefit providing tools and resources specializing in care for children with learning, social or behavioral challenges. We champion all of our working parents and families with paid parental leave and new parent gift bags.

- Comprehensive medical, dental, vision, disability, life insurance
- Health Savings Account (HSA), Flexible Spending Account (FSAs) and Commuter Benefits
- 401K match and ESPP
- Flexible PTO
- Wellness programs including 1:1 wellness coaching through TaskHuman and meditation guidance through Headspace
- Paid parental leave and new parent gift boxes
- Pet insurance
- Employee Assistance Program (EAP) with counseling sessions available 24/7
- Rocket Lawyer services that provide legal advice, document creation and estate planning
- Employee bonus referral program

Culture
Volunteer in local community
Through our CSR program, RCause, we take pride in our commitment to inclusivity, sustainability, and giving back to our communities. We offer employee matching and Volunteer Time Off.
Partners with nonprofits
At RingCentral, we partner with nonprofits that drive impact towards environmental sustainability, social impact and responsible governance.
Open door policy
OKR operational model
Team based strategic planning
Pair programming
Open office floor plan
Flexible work schedule
We're changing the way the world, works. We offer a flexible work schedule in a hybrid and work from anywhere environment.
Remote work program
RingCentral offers on-site, remote and hybrid work options optimized for the ways we work and live now.
Diversity
Documented equal pay policy
Dedicated diversity and inclusion staff
Highly diverse management team
In purposeful collaboration with our hiring team, our DEI leaders focus on creating a diverse, unique and inclusive environment that reflect across our employee base and management team.
Mandated unconscious bias training
Our dedicated Learning & Development initiatives include Unconscious Bias AND Diversity & Inclusion training which are core to our mission in fostering, educating, and building our inclusive workforce
Diversity manifesto
Mean gender pay gap below 10%
Diversity employee resource groups
From Black Lives Matter, Women leaders, Pride, Hispanic heritage, Pan-Asian Network & more, these employee-led ERG’s are a unique part of our culture that we take pride in supporting and growing.
Hiring practices that promote diversity
Our active hiring practices don’t discriminate on the basis of race, color, creed, religion, national origin, sex, sexual orientation, disability, age, marital or veteran status.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
RingCentral employees can contribute up to $5000 annually for Dependent Care FSA and up to $2750 for Health Care FSA.
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Pet insurance
Our pet insurance policy can cover up to 50% of out of pocket expenses.
Wellness programs
Our wellness programs include fitness and yoga classes, meditation and nutrition sessions and more, to keep all our employees feeling their best!
Team workouts
Take a break during the day to do your mind and body some good! RingCentral wellness programs offer virtual fitness classes like yoga, zumba & bootcamp. We also host an annual, global relay!
Mental health benefits
Our employees have access to 1:1 wellness coaching, Headspace, TaskHuman along with Listening & Healing sessions with other employees to foster a culture of understanding, belonging and inclusion.
Financial & Retirement
401(K)
401(K) matching
RingCentral makes a matching contribution of 50% of your first 6% deferred.
Company equity
RingCentral offers stock options as a benefit that vest on a quarterly basis.
Employee stock purchase plan
All FTE receive access to purchase company shares at a discounted price.
Performance bonus
Charitable contribution matching
We offer employee matching for charitable donations and through our Dollars for Doers program, RCause will donate $10/hr on behalf of any employee volunteering at the nonprofit of their choice.
Child Care & Parental Leave Benefits
Childcare benefits
We've added Carrot - Inclusive fertility benefit that supports many paths to parenthood.
Generous parental leave
Return-to-work program post parental leave
Company sponsored family events
RingCentral sponsors family oriented events and activities.
Vacation & Time Off Benefits
Generous PTO
Paid volunteer time
Paid holidays
Paid sick days
Office Perks
Commuter benefits
Company-sponsored outings
Free daily meals
Free snacks and drinks
Some meals provided
Company-sponsored happy hours
Onsite office parking
Pet friendly
Fitness stipend
Home-office stipend for remote employees
Onsite gym
Professional Development Benefits
Job training & conferences
RingCentral offers employees professional development opportunities.
Lunch and learns
Promote from within
Mentorship program
Our "SaaSy" women leadership ERG offers mentor and mentee programs for our employees to learn from each other, share lessons, experiences and foster new and inspiring work relationships at RingCentral
Online course subscriptions available

Additional Perks + Benefits

We care about taking care of our employees and offering them top tier perks and benefits to fit all of their needs -
offering a wide variety of perks that fit our pillars of wellness: physical, intellectual, emotional, social and financial

What makes our perks special is that they are constantly evolving and adapting to our growing teams - highlighting and celebrating what makes us unique.

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