Partner Sales Director

Elkridge, MD
Aug 08, 2018
Aug 14, 2018
Executive, Director
Full Time
ANCILE Solutions Inc. is seeking a Partnership Sales Director who will be responsible for leading and executing partnership operations including; revenue attainment, strategic solution initiatives and building bi-directional relationships between ANCILE and those partners designated to the individual for management. The Partnership Sales Director drives partnership development and new opportunities within the partnership. Their primary functions: * Own the development and execution of the Partnership Business Plan and ensure achievement or revenue objectives * Ensure successful partner adoption and consumption of ANCILE products through appropriate training and partner enablement * Coordination of ANCILE resources to address partnership requirements and ensure relationship success * Develop new business opportunities in collaboration with partners, Develop and drive the corporate strategic relationship(s) and ensure they are in concert with ANCILE's overall plan with primary focus on the business aspects of relationships that generate revenue for the partner and ANCILE. * Work with partner leadership to develop the partnership plan of record focused on revenue attainment and key objective execution for the relationship during the fiscal year. Secure ANCILE and partner's management approval of the plan. * Achieve ANCILE's booking and revenue targets for the owned partnerships. Coordinate with ANCILE and partner sales resources globally, track deal activity related to the partner and support deal activity as requested. * Act as an advisor and collaborate with ANCILE Channel Sales Directors in geographies where partner(s) have a presence, in order to leverage the relationships in those regions to ensure and drive revenue goal achievement into the geographic regions. * Manage day-to-day business relationship with partner(s), oversee all aspects of the relationship and ensure regular, coordinated interaction with ANCILE key resources. * Marshall the appropriate resources within ANCILE to support the successful execution of partnership initiatives. * Initiate and maintain executive relationships with the partner(s), and build a strong network including the partners'; field sales organizations, professional services, education, product groups/product management and marketing teams. * Understand and communicate the strategic vision of the partner(s) and ANCILE and act as 'expert advisor' within ANCILE on partner's organization, products, technology and plans * Communicate ANCILE products and strategic direction to the partner(s) and gain partner support of ANCILE strategies. * Oversee and manage joint corporate partnership agreements and their compliance, including business agreements such as Reseller Agreements, Software License Agreements, Statements of Work, Non-Disclosure Agreements, etc. * Develop and execute viable business cases and business plans jointly with the partner(s). * Promote partnership with marketing and educational materials on websites (partner site, ANCILE site, internal sales sites, partner PR events). * Manage projects important to the partnership, including partnership onboarding, training, or product expansion onboarding. Track and report project status and lead the virtual team to ensure successful initiative completion. * Identify and facilitate initiatives that present new revenue opportunities for partner(s) and ANCILE Sales organizations. * Understand market environment as it relates to the partner:, key drivers, barriers to success, competition, and analyze how ANCILE products and technologies can play a role in helping the partner's position in the market.., * Accurately forecast and drive pipeline results * Develop revenue projections and revenue analysis. * Develops specific plans to ensure revenue growth in targeted regional channel sales of products and services. * Estimate marketing budget required as part of partnership business plan1. Proactive and self-motivated action oriented work style. 2. Excellent oral and written communication skills. Strong ability to communicate efficiently and effectively to all management levels within global partners and ANCILE. 3. Ability to develop revenue projections and revenue analysis. 4. Ability to understand and present ANCILE corporate and product strategies, product value proposition, and the ability to interface and drive results at senior management levels both within ANCILE and with the partners and other external parties. 5. Excellent relationship building and follow-up skills. 6. Proven leadership skills with ability to influence team members, lead virtual teams and guide initiatives to successful completion. 7. Excellent ability to identify partner needs and problems, and navigate effectively within the organization (both ANCILE and partner's) to resolve issues and/or obtain resources needed to perform duties. 8. Excellent Time management skills (ie, ability to juggle multiple tasks/projects simultaneously. 9. Strong organizational abilities; ability to run meetings efficiently, effective project management skills. 10. Strong strategic analysis capability (ie, ability to conduct research into assigned partner's business, strong reasoning skills; logical thinking; ability to see the big picture) 11. Ability to work as part of a team and to interface appropriately with internal and external management., Valid Passport and the ability to travel significantly (40 %+), including international. Education Requirements: Degree or accreditation from a recognized post-secondary institution required (Ie University or Technical College), MBA preferred. * Continuing education credits or certification from Association of Strategic Alliance Professionals (ASAP) a plus. Work Experience Five (5) or more years of experience in business development or strategic alliances.