Partner Program Channel Specialist - German OR French in Sandyford, Dublin, Dublin, Germany

ServiceSource (Ireland) Direct Employer

Please note that this role will be located in Dublin, Ireland

At ServiceSource, we strive to find and grow exceptional people like you. Working at ServiceSource, you will be a part of an engaging, energetic, and entrepreneurial work environment while having the stability and influence of a nearly 20-year industry leader behind you. ServiceSource is a place where you can GROW, both personally and professionally, while expanding your skills in sales, customer success and people management.

Partner Program Channel Specialist (High Touch)

JOB DESCRIPTION

You will be responsible for managing a portfolio of approximately 50 partners. The primary goal of this team is to accelerate revenue and profitability of the L2 tier partners (L1 tier of partners are those who have achieved a basic level of certification to become Google Cloud Partners. L2 tier of partners are those who have achieved ‘premier’ status by achieving a higher level of certification and specialization.) by providing end-to-end consultative guidance to grow partners within the tier and where possible, to grow partners to be strategic for Google Cloud.

This will include creation of joint business plans, increasing partners’ scope of influence in the market by identifying and leveraging competitive differentiators, maximizing partner profitability by leveraging all available incentives and by prioritizing the right opportunities, helping partners build specialization and vertical focus. Balancing these goals with a premium partner experience is critical.

In this role you will be available as a service through email, phone, video chat and on-air events to a limited number of partners belonging to the T2 partner tier. This service will be available to them, in addition to the Help Desk/Concierge service and so must fully leverage and be in sync with the activities run by the concierge.

The Partner Program Channel Specialists are experienced partner managers who are goal-oriented, self-motivated, self-managed and are focused on building strong relationships with Google Cloud partners with the aim of enabling them with the necessary information to help them grow their own business while meeting and exceeding customer expectations.

Team and Individual Goals

  • Develop joint business plans for 100% of partners: all partners within the team’s portfolio. Ensure that partners are bought in to what is expected of them and have clarity on the tools and resources available from Google to help them achieve those plans

  • Combine a strong working knowledge of industry, regional nuances and partner business models to coach partners to increase their relevance to customers and specialized capabilities

  • Work towards team and individual goals for KPI’s like pipeline targets, partner portfolio revenue targets, certifications and partner development measures such as specializations

  • Strive for exceptional partner engagement by providing relevant, accurate and timely information to help partners capture opportunities and drive revenue acceleration

  • Help team members or advise managers on creating efficiencies in workflow and identifying programmatic opportunities to achieve targets

  • Collaborate with cross-functional teams, like partner enablement, partner support, partner onboarding or partner sales to highlight needs of partners that are not met by the Partner Program and to act as a conduit for existing resources to the Partners

  • Proactively communicate top issues identified with the partners and propose solutions to improve our partner journey

  • Proactively generate and communicate actionable insights, at the industry-level, geography-level to enable partners to generate greater, more specialized value for customers

  • Manage and develop strong relationships with our partners and ensure premier experience for each individual partner

  • Educate partners on the Partner Program, Incentives such as PIP/MDF/PIP Accelerated and so on, Enablement Materials and Google’s products that they can leverage to keep a healthy sales cycle in their pipeline

  • Provide excellent service to the partners by proactively understanding and creatively solving partners’ problems

  • Proactively analyse a combination of data trends, market dynamics and partner performance, identify opportunities and create plans to capture those opportunities Contribute to creating and updating Google support knowledge base

Systems and Policy Knowledge

  • A thorough understanding of SFDC And Google Partner Sales Tools

  • A clear understanding of partner journeys so as to leverage all available enablement resources to equip partners to get certified, achieve specialization and reach premier status

  • Use productivity tools such as email, telephony, chat, video conference solutions and YouTube live / Hangouts on air

  • Familiarity with analysis tools such as BigQuery to generate insights from channel data

REQUIREMENTS

Minimum

  • Bachelor’s degree

  • Minimum 8-10 years’ experience required in channel management, inbound customer support, account management, business development or inside sales/channel sales, preferably at a tech company and/or SaaS company

  • Strong understanding of IaaS, PaaS, SaaS and the cloud industry

  • Strong communication skills with a proactive and positive approach to tasks

  • Objective and analytical approach to decision making

  • Performance oriented - motivated by sales/activity targets and competition

  • Proven ability to build relationships and deliver in a cross-functional / matrixed environment

  • Strong work ethic and ability to work with minimal supervision

  • Ability to maintain control of communication length and direction and articulate under pressure

  • Ability to work independently, prioritize effectively and balance multiple, disparate work streams

  • Ability to assess a partner’s needs and recommend a course of action

  • Advanced customer service skills primarily focusing on identifying key opportunities and addressing them quickly and scalably

  • A strong understanding of the cloud industry including the partner ecosystem and they key players

  • Must have a passion for learning and knowledge share

Preferred

  • Experience working with the IaaS, PaaS, SaaS industry and a strong understanding of the competitive landscape

Languages

  • French OR German

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