The Senior Partner Sales Manager drives channel growth through partnerships, develops sales strategies, and collaborates with sales teams to exceed quotas.
Have you heard of BlueCat? We’re one of those hidden gems that’s been disrupting the market as a key player in the rapidly growing space of Intelligent Network Operations. Organizations require a new model of network operations that links foundational core services with a deep, predictive understanding of network health and performance to improve change readiness. BlueCat’s Intelligent NetOps is a first-to-market combination of systems of understanding and change. BlueCat enables teams to enhance agility and mitigate risks from high rates of change with a unified management lifecycle, from provisioning to proactive troubleshooting and remediation.
At BlueCat, we take immense pride in our award-winning culture, an integral part of our identity. We are proud recipients of several prestigious accolades, including the "Great Place to Work" certification. By becoming a part of our team, you not only join a company at the forefront of technology but also become an integral member of Canada's top workplaces in various categories, including Technology, Today's Youth and Women, and Mental Health and Inclusion.
The Senior Partner Sales Manager (PSM) is a highly strategic and visible role responsible for driving incremental channel pipeline and closed-won bookings originated by assigned partners. The BlueCat channel include VARs, MSPs, Distributors, technology and alliance partners. The Senior PSM will be a hands-on contributor managing the day-to-day channel growth and operations. The PSM is focused on working cross-functionally and closely with direct sales teams in a fast pace/fast growth environment, you will have the opportunity to significantly impact the overall business.
Job Responsibilities
- Drive Partner Sourced New Logo (PSNL) sales through focused Partners (resellers, MSPs). Work closely and support the BlueCat sales team who will lead the sales process for each opportunity by ensuring co-sell support by partners.
- Drive and grow qualified Deal Registration by leveraging account mapping, enablement, and highly curated field marketing events with partners to deliver pipeline growth within your region
- Build and implement strategic growth plans focused on Mid-Market and working with our National DMR Partners (CDW, SHI, Insight, Ahead)
- Build and implement Strategic growth plans for our Enterprise focused Regional Partners
- Develop strong selling relationships and be viewed as the “Trusted Advisor” with focused BlueCat Partners including forging strategic executive level relationships
- Work cross functionally, across internal BlueCat teams to ensure Partner growth and overall success
- Drive enablement for assigned partners around product (Sales and Technical), best practices, and marketing
- Build and implement growth plans and QBRs for focused Partners
- Provide insights to leadership into Partner Pipeline, Deal Registrations and open opportunities
- Align and work closely with regional Sales leaders/teams and technical resources
- Hit and surpass quarterly quotas and KPIs
Organizational Alignment
Reports to VP, Americas Channel
Qualifications
- Minimum of 7+ years of channel experience in Enterprise software or technology networking/security company.
- Prior experience in a-2 tier reseller model preferred.
- Prior experience working with Cisco Partners is preferred
- Prior experience with Mid-Market and Enterprise selling/partnering
- Proven forecasting skills and proven ability to exceed quota
- Excellent communication skills, both written and verbal
- Ability to multi-task, prioritize and coordinate tasks to meet multiple deadlines
- Skilled in pipeline development, territory planning, and strategic partner management
- Proven ability to work in a collaborative, cross-functional environment
- 50% travel is expected in the assigned region
- Experience in creative marketing/activities that generate a large ROI through net new pipeline
- Must reside in the East Region of the US (Tampa/FL or Atlanta) and within 1 hour of a major airport
If you share our enthusiasm for the future of our company and are eager to contribute to our vibrant workplace, we look forward to receiving your application! Our comprehensive benefits encompass your health, financial well-being, and overall wellness, and we are committed to providing an exceptional work environment, enriching employee programs, and fostering a remarkable company culture. At our core, we champion values such as transparency, curiosity, respect, and above all, the pursuit of enjoyment.
In addition, we offer a range of appealing perks, including:
A Professional Development Budget
Dedicated Wellness Days and Wellness Week
A Lifestyle Spending Account
An Employee Recognition Program
Join us in shaping the future of our organization, where your talent and dedication can truly thrive. We invite you to apply and become a valuable member of our team!
BlueCat is an Equal Opportunity Employer that is committed to inclusion and diversity. We also take affirmative action to offer employment and advancement opportunities to all applicants, including minorities, women, protected veterans, and individuals with disabilities. BlueCat will not discriminate or retaliate against applicants who inquire about, disclose, or discuss their compensation or that of other applicants.
BlueCat participates in the E-Verify program to confirm the employment eligibility of new hires based in the USA. The E-Verify process is completed in conjunction with the Form I-9 Employment Eligibility Verification on or before the first day of work. E-Verify is not used as a tool to pre-screen candidates. For more information about E-Verify, please visit https://www.e-verify.gov/employees.
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