Manager, Partner Solutions and Alliances (Mississauga, CA/Virtual, NA)
The Manager, Partners and Alliances is a high energy, business development leader with a passion for business and technology and its application to public transit organizations. This is an essential role within the sales team. This person will be responsible for ensuring the overall success of the Trapeze Service Provider Partner Program and Professional Services Partner Program by defining/developing the program, proposing partner solutions/offerings, execution of enablement strategy, and as appropriate, will influence the Partners’ decision- making process across all levels of the business.
He/she will own the Trapeze Partner relationship and acts as a trusted adviser to the Partner community. The role needs to be effective in understanding the goals and objectives of public and private organizations in the transit market of North America and how to apply our technology to achieve these goals and objectives.
You will work closely with other key departments such as Professional Services and Product Management to define solutions that will ultimately be delivered to or through partners. You will have a key hand in articulating these solutions to partners, demonstrating how our technology meets their objectives and driving increased sales for the company. You will actively asses, define and implement new Partner Programs if and when they make sense. Finally, you will own a number of strategic alliances with key technology vendors, systems integrators and delivery consultants and ensure these relationships are nurtured and expanded where applicable.
The Manager, Partner Solutions and Alliances will report to the Director of Sales and work as an integral part of the sales team to ensure achievement of the business objectives and revenue targets.
Manage and improve the existing Professional Services Partner Program, fulfilling all requirements of the program and bringing in new members who are strategically aligned to Trapeze’s long-term objectives.
Focus on building strong relationships throughout the Partner organization including C-level.
Ensure that all solutions that you propose to partners are deliverable by the Professional Services organization.
Ensure that all proposed solutions are quoted accurately and have achieved internal approval before being delivered to a partner.
Manage the internal quote approval process to ensure they are delivered to partners in a timely fashion.
Work with Account Executives and Install Base Executives to coordinate activity with partners and our customers.
Own our strategic alliances and work with the corresponding business stakeholders to further these relationships, bring new solutions to the market and increase Trapeze’s overall market reach.
Actively search for and develop new strategic alliances with the goal of creating new or augmenting existing Trapeze solutions and ultimately increasing the overall revenue for the company.
Develop new Partner Programs as needed to support the organization’s objectives as it relates to partners and alliances.
Provides Enterprise product offering based on facts and an understanding of the customer's current/future needs.
Manage complex sales cycles and navigating large transit authority/government organizations and processes.
Responsible and committed to effectively organizing workload to exceed sales metrics and accurately forecast all revenue opportunities in a timely manner in Salesforce.com.
Focus on value-based selling and position the core differentiators of Trapeze in a way that clearly shows our customers what they will receive for their commitments to us.
Proposal response and strategy are also important elements of the day-to-day tasks.
Must travel minimum 50% of the time; working at account sites, conferences, exhibitions and workshops.
Work with key partners to standardize on our solutions and/or sell our solutions to specific end customers.
Manage multiple opportunities concurrently while working with and holding supporting teams accountable to deliverables that work towards contract signing in an efficient manner.
5 - 7 years of Enterprise level sales - minimum 7 years of technology sales, with preference in B2B sales
2-5 years of experience running partner programs and/or channel strategies for a technology company
Post-secondary education in the area of Business Sales/Technology, and/or Computer Science or another technical discipline such as electrical engineering
Proven ability to deliver contracted revenues meeting targets.
Extensive travel is required in excess of 50%
Track record proves the ability to sell into C level management.
Focused on new account acquisition (Sales Hunter) and revenue growth in existing partner providers for the Enterprise market segments.
Ability to successfully work and logically communicate client's environment and requirements internally within inter-functional groups.
Ability to multi-task (e.g., handle multiple projects at once), and feel comfortable in a fast-paced environment and perform under pressure
Uses knowledge to influence, teach, and motivate others towards accomplishing a common goal.
Readiness to apply our adopted sales stage methodology to ensure maximum revenue is generated from every opportunity created
Expert knowledge of complex product selling.
Proven track record of building strong relationships and ability to use interpretative skills to understand and relate industry/client requirements are essential;
Excellent written, verbal and oral communication skills
Strong teleprospecting skills
Experience in the public transit industry is highly desired
Strong self-motivational drive – able to initiate and manage customer activities independently
Ability to work effectively both independently and in a team environment;
Here at Trapeze, we strive to ensure that our employees succeed in all aspects of their career. Our culture provides individuals with the ability and opportunity to collaborate, learn and grow. We encourage our employees to openly contribute ideas, whether you are a student, graduate, or current member of the team. From day one, you will be assigned tasks that are meaningful to both the success of our business and your career development.