Partner Sales, Senior Manager (GCP)

WE ARE

SoftServe is a digital authority that advises and provides service at the cutting edge of technology. We empower enterprises and software companies to (re)identify their differentiation, accelerate solution development, and vigorously compete in today's digital economy.

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The GCP Partner Sales will drive the execution of the market partner strategy in collaboration with our leaders and actively drive towards our partner goals throughout the year. They will manage and execute the GTM partnerships strategy, converting partnerships into tangible sales opportunities. This role is the primary SoftServe brand ambassador and should exhibit the problem solving, execution, thought leadership, leadership, and executive presence attributes to fulfill the role responsibilities while also working within the culture and character of the company.

They will engage with cloud partner field sales to communicate SoftServe's differentiation and capabilities.

Specifically, the PSM will work with key partner stakeholders such as Client Partners, Solution Architects, Partner Development Managers, Sales Executives, District Managers, and Business Development Managers. The PSM will build cadence around key activities, including planning monthly and quarterly sales outreach, facilitating joint campaigns and GTM initiatives, reporting on KPIs and opportunities, and collaborating with sales and demand generation teams.

Duties & Responsibilities

Sales & Revenue Generation. Partner Sales

• Emphasis on both New Logo and Portfolio growth
• Ownership of Partner Sales for Strategic GTM Alliance in sub scope of purview in local subregional scope of purview
• PSM's goal of creating qualified pipeline
• Serve as partnership SME to SoftServe's sales teams and supporting resources
• Introduce deals to AE/CP/CE for collaborative sales effort
• Contribute to integrated close plans across SoftServe & vendor partner teams
• Partner co-sell best practices training and enablement in support of management and growth of joint accounts (i.e. portfolio expansion)
• Drive targets based on territory/ industry (Pipeline, booking, billing)
• Convert Qualified Partner Leads (PQLs) to Partner Opportunities
• Qualify opportunities for focused demand
• Oversee partner channel lead/ pipeline qualification & injection
• Assist with execution of partner marketing plans
• Contribute to geo & vertical-specific target account lists and integrated account plans across SoftServe teams
• Promote our tailored account & vertical industry POVs, industry value maps, and differentiated industry solution offerings with our strategic partners

Local Partner Relationship Management. Partner Management

• Single point of contact for partners
• Build strong and trusted relationships within strategic partner ecosystem
• Engage with Partner Development Managers (PDM) and sales teams
• Drive local brand awareness and solution communication with our top partners through networking, marketing campaigns, partner events, and strategic account planning
• Accelerate adoption of SoftServe's portfolio of services in the through a structured sales enablement plan
• Develop Local Partnership Plans in alignment with SoftServe account plans
• Foster Seller-to-Seller relationships

Measurement & Reporting. Metrics/Updates

• Track PQLs, % Direct New Logo attribution, Influenced Portfolio Partner contribution, registrations, and partner MRR/ARR
• Manage and maintain partner status.
• Internal / external partner pipeline governance
• Responsible for pipeline reporting and working with SoftServe Account Executives and Partner Managers to ensure pipeline information is thorough and accurate

Preferred Competencies & Experience

• 7+ years combined experience in partner management (GCP), technology sales, business development, or consulting/professional services
• Big four consulting (or similar) experience a plus
• Strong understanding of foundational enterprise technologies (cloud, compute, data, database, visualization, etc.)
• Demonstrated experience leading GTM initiatives aligned with Google Cloud Platform. Weighted consideration given to candidates possessing one or more formal certifications from these Cloud hyperscalers
• Understanding of leading technologies platforms such as Salesforce, SAP, ServiceNow, and leading technologies in data analytics and AI
• Can structure and solve complex, multi-dimensional pieces of work and bring order to chaos
• Able to move with ease between detailed and executive views, ensuring all are consistent
• Generates innovative approaches to address problems in a timely manner
• Is considered by internal and external clients as their main partner in solving problems in their area
• Executes quickly with limited guidance on complex, cross-functional projects & workstreams with a variety of working groups, and anticipates changes in direction and scope
• Viewed by cross-functional teams as a critical contributor who understands motivations and personalities of key stakeholders, and uses this to shape approach where needed, without losing sight of the right answer
• Develops and champions best practice initiatives, taking limited information and expanding clear objectives, scope, approach, and workplan with realistic timing
• Earns advanced external Partner Certificate(s) in scope of role and/or multiple external Partner Certificates
• Regular influence with cross-functional Directors and contributes to discussions and decisions with VP+ leadership
• Frequent external engagement with partner and/or customer executives independently
• Understands and encourages high-performance team dynamics, works to improve/maintain team culture, and is adaptable to change
• Creates and delivers persuasive emails and presentations for various audiences independently, including senior internal and external executives, and is a master of developing the substance and story of the message
• Matches communication style to the specifics of the setting, situation, and audience
• Presents comfortably and compellingly to the audience

Qualifications

• Minimum BA/BS degree or equivalent experience
• Demonstrated experience leading GTM initiatives aligned with Google Cloud Platform
• Weighted consideration given to candidates possessing one or more formal GCP certifications

Other Requirements

• Readiness to travel as required

All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability, sexual orientation, gender identity/expression, or protected veteran status. SoftServe is an Equal Opportunity Employer.