Listing Description

Partner Sales Executive

General Summary:

The Partner Sales Executive is responsible for cross-selling new software products to existing partners in a high-volume sales environment. This role plays a key role in expanding our partner base by managing the entire sales cycle in order to close new business and bring on new products within small and medium partners for their territory.

Essential Duties and Responsibilities:

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  Provides support to the Sales team, with a high attention to detail

  
  


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  Documents necessary information for leader review

  
  


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  May coach, review, and/or delegate work to other team members

  
  


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  Achieves annual sales goal (annual contract value) of approximately $1.3 million/year

  
  


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  Discovers what products partners are currently using and offers new solutions that improve their business

  
  


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  Cross-sells new products to strategic partners within our Ideal Customer Profile and within your designated territory

  
  


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  Works cross-functionally to identify, target, and close whitespace opportunities within the product portfolio

  
  


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  Generates a pipeline of qualified Partner opportunities and complies with the organization’s value/solutions-based sales process

  
  

  o Approximately 40% of leads will be provided to you by the company (pre-qualified)

  
  

  o Approximately 60% of leads will be your responsibility (outbound calls)

  
  


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  Generates new sales opportunities within our customer base through cold calling and email communication

  
  

  o Makes 40-50 outbound calls/day

  
  

  o Prospecting list will be provided to you by the company

  
  


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  Qualifies prospective accounts to build and maintain a pipeline of sales opportunities to achieve annual sales goals

  
  


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  Negotiates opportunities, terms, discounts, and implementation

  
  


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  Closes on sales that meet the standards for pricing, margins, terms and conditions

  
  

Knowledge, Skills, and/or Abilities Required:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

•  Ability to manage large projects and processes independently with limited supervision


• Recognized expert in applicable work area


• Ability to situationally adapt and understand new technology/processes as per business and partner requirements


• Ability to manage a sales process, including negotiating sales opportunities to closure


• Deep understanding of a prospective customer buying process


• Ability to identify opportunities and leverage internal & external resources appropriately


• Professional presence suitable for interaction in meetings, in-person, or via email, as well as at internal and external facing events

Educational/Vocational/Previous Experience Recommendations:

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  Bachelor’s degree in related field or equivalent business experience

  
  


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  4+ years of relevant experience

  
  


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  Experience in relevant channels: Managed Service Providers (MSP), Value-Added Resellers (VAR), Office Equipment (OE), Technology Service Providers (TSP), Internal IT, Security (MSP+)

  
  


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  Demonstrated success with solutions-based selling and exceeding quota

  
  

Working Conditions:

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  Hybrid/Remote/On-Site depending on location

  
  


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  0-10% travel may be required