Description:
So how can you contribute as part of the ShareFile team? We are searching for someone who can help us make a little magic for our customers and their clients every day. We want someone who understands channel and knows how to build and grow a channel business. In the Sr. Partner Account Exec role, you will own our channel GTM for Australia/NZ and selected territories in APJ. This includes:
- Manage, develop and grow the channel business in the defined territory to drive revenue for Sharefile.
- Manage channel partners including a hybrid mix of of partner types or an entire geographic territory
- Accountable for the identification, recruitment on-boarding and execution with partners in alignment with the ShareFile business unit GTM strategy for the territory.
- Develop partners and strengthen relationships to drive commitment to Sharefile products and solutions.
- Drive QBRs with partners on a cadence to track performance to plan and provide an action plan
- Maximise partner revenue generation by managing all non-opportunity/deal specific activities associated with partner recruitment, partner enablement, partner executive relationships, partner business planning, partner demand generation, rep to rep relationship management, overall partner support, forecasting, deal and program administration.
- Drive new product adoption, partner demo capability, partner sales and technical learning paths and strengthens overall relationships to drive commitment to Sharefile products and solutions.
- Drive net new and existing annual recurring revenue with both existing partner business but including expansion into new areas of the business.
- Accurate and timely opportunity forecasting of the combination of net new and current annual recurring revenue.
You will develop strong, positive relationships with key executive partners across the business. You will need to skillfully manage across a matrix environment; seek avenues to leverage/align with Sales, Finance, Marketing, Products and Supply Chain to align goals/objectives of the business unit.
Required Experience/Skills:
- Ability to achieve with limited supervision operational targets with ownership of numbers and outcomes.
- Excellent problem-solving skills. Creative unblocking of issues cross-functionally to achieve results.
- Minimum 3-5 years experience in channel business and relevant existing partner relationships
- Excellent English essential. Additional Asian languages a plus