Partner Success Manager
Job Reference: #804-10
Date Posted: 15 October 2024
We are looking for a self-motivated and results-oriented Partner Success Manager to join our team. In this role, you will be instrumental in proactively managing and sourcing partners within our channel partner segment, with the goal of driving long-term financial growth.
As a Partner Success Manager, your primary focus will be on implementing partner-centric strategies and fostering strategic alignment within the TOD partner ecosystem. You will achieve this through in-person engagements, active listening, a solutions-oriented approach, and providing support to partners on their solution-selling journey.
If you are ready for a challenge, please apply.
Requirements:
Education
• Grade 12 or equivalent.
• Bachelor of Commerce in Business Management or relevant tertiary qualification.
• Cloud/Technology Solutions related certifications – Advantageous
Experience
• 4+ years in Account/Channel management with C-level stakeholders.
• 6+ years in ICT industry.
Skills
• Research and strategic planning.
• Effective communication and interpersonal skills.
• Networking and business intelligence.
• Financial acumen and business insight.
• Presentation and reporting (strategic feedback and engagements).
• Solutions and digital sales.
• Data protection and security awareness
• Proficient data analysis.
• Strong product knowledge.
• Proven track record in developing and maintaining strategic partnerships.
• In-Depth understanding of the ICT industry and emerging technologies.
• Experience and understanding in Project Management.
• Microsoft and AWS Cloud certifications (Preferred).
Personal Attributes
• You have knowledge and experience with a solutions-oriented approach.
• You possess excellent communication skills, both written and verbal.
• You are a team player.
• You show a willingness to adapt to changing priorities and work in a fast-paced environment.
• You demonstrate strong problem-solving skills to overcome challenges and are solution oriented.
Responsibilities
Achieving Sales Targets
• Develop a strategic approach to achieving allocated targets every month/quarter/year, using knowledge of market trends and partner insights.
• Strategically align with each partner in your base to understand their business and identify a solution selling approach which could be adopted.
• Identify and seek bespoke partner solutions to sell into and onto our TOD marketplace.
• Identify and process sales opportunities within existing partner environments.
• Monitor monthly sales statistics within existing partners’ environments, identifying reductions in sales volumes and following up with the relevant stakeholders timeously to prevent loss of business.
• Proactively meet and engage with partners and the different stakeholders in their business.
• Collaborate with partners to follow up on opportunities identified, to maximise closure rate.
• Comply with guidelines regarding partner engagement, identifying key decision makers and ensuring that the company’s brand remains at the forefront of their business.
• Deliver partner enablement on the different solution streams and portals.
• Strong collaboration and focus on sales enablement with the partners sales team.
• Self-drive to continuously find, engage, and onboard new partners and convert them into a transacting state, while also cross-selling and upselling into your current transacting base.
Maintain and Develop Good Customer Relationships
• Strategically align and understand your partner’s strategy.
• Identification of new potential partners to grow and enable them.
• Meet with partners regularly, engaging with decision makers to establish rapport and build sound relationships – partner-in-person visits are mandatory.
• Utilising interpersonal skills to develop and maintain strategic partner relationships.
• Conduct strategic presentations internally and externally.
Oversee Service Delivery
• Comply with order processing guidelines whilst negotiating time frames and pricing with the partner.
• Coordinate implementation of large scale “roll-outs” by liaising with the relevant internal and external resources to ensure that all aspects of the implementation have been catered for according to client requirements.
• Respond to partner requests in a timeous manner and deliver on the request or query.
• Make sure that configurations on complex solutions sold, are accurately captured so that the correct solution is delivered.
• Communicate and report back on pipeline and forecast.
Operational Administration
• Assist partners with pricing and contractual information (always presenting the utmost detail to ensure the partners understand all limitations and possibilities).
• Closely monitoring partner account status and payments thereof.
• Monitor that orders are processed accurately and allocated to the correct account.
• Pass credits, when required, ensure accuracy of information reflected and appropriate for authorisation.
• Make sure that the required information on the CRM system is always up to date and opportunities move through the sales process.
• Compile monthly reports as requested by the relevant Manager(s), using figures drawn from the system to reflect productivity and achievement of targets.
Vendor / Brand Requirements
• Achieve training and vendor certification as requested by business.
• Comply with vendor specific requirements regarding reporting, pipeline management and forecasting.
• Ensure complete understanding of vendor programs to align and drive vendor specific focus areas.
• Understand the vendor strategy and value propositions to deliver a valuable and engaged positioning of a solution.
Manage Self-development
• Agree to individual development plans annually with the Manager, focusing on skills gaps identified in performance discussions.
• Attending training scheduled according to the development plan, demonstrating skills and knowledge acquired.
• Ensure that functional knowledge is relevant and continually updated.
• Use initiative to research relevant information to keep abreast of changes and new developments in the field.
• Exhibit a commitment to learning from others within the team.
• Ensure that functional knowledge is relevant and continually updated by attending weekly training sessions when offered.
• Pro-actively engage internally and externally on the existing and newly introduced changes in the TOD and vendor environment.
Additional
• Own reliable transport.
• This is an office-based position in the Woodmead branch.
All required qualifications will be verified by an independent provider on behalf of Tarsus.
Please note: The company is under no obligation to fill this position, should you not have had any feedback within 2 weeks of submitting your application, you may consider your application unsuccessful.