Description
We are seeking a GSI Digital Partner Account Manager (DPAM) to support our office in Berkeley Heights, NJ.
This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an HPE office.
Responsibilities:
- Influences large account sales teams to partner for near-term revenue growth, while developing joint relationships, initiatives, and programs for long-term sustained account success.
- Develops, nurtures, and maintains a strong business relationship with Alliance Partner.
- Creates, fills-in, and manages company funnel for deals with partners and transforms potential leads into joint sales activities.
- Coordinates the input of specialists to assess opportunities and make recommendations.
- Advocates Alliance perspective internally and troubleshoots inhibitors to effective selling or fulfillment.
- Ensures appropriate resources, sales awareness, and technical certification are in place to ensure successful implementation of joint initiatives.
- Creates, fills-in, and manages company funnel for deals with SI/O/ISV's by generating leads for partners and for the company in all our areas of business and customer segments.
Education and Experience Required:
- University or Bachelor's degree preferred.
- Typically 5-8 years of selling experience at end-user account or partner level.
- Solid experience in selling products and services.
Knowledge and Skills:
- Understands relationship/value partner management requirements - solution focus, alliance building, and resourcing.
- Good understanding of end-user needs with regards to the BU.
- Leverages consultative selling in account to identify opportunities.
- Partners effectively with others in the account to ensure coordinated efficient account management.
- Advocates for client needs in negotiating sales & troubleshooting solution delivery issues.
- Actively manages the account to protect & grow company's business.
- Forecasting, planning, and reporting skills in relation to partner/alliance deals.
- Shapes offers in pursuit of new business and/or portfolio enhancement.
- Solid understanding of the IT industry, competing vendors, and the channel.
- Dimensions include competitive positioning.
- Solid understanding of company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure.
- Solid understanding of many of company's products, software, and services.
- Able to communicate the strengths of company's offerings, and overcome objections.
- Effectively sells company offerings by building strategic relationships with partner decision makers; and promoting company programs and offerings.
- Develops account plans with partner to grow company's share of the business.
- Partners effectively with others in the account to ensure coordinated efficient account management.
- Ability to motivate partner's sales force.