Global Partner Program Manager
U.S. Remote
WHO WE ARE
Certinia (formerly FinancialForce) delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company's Professional Services Automation (PSA), Customer Success, and ERP solutions—delivered on Salesforce’s leading cloud platform—provide services businesses with the intelligence and agility to deliver high-quality services, elevate customer experiences and accelerate growth. Headquartered in Austin Texas, with offices around the world, Certinia is backed by Haveli Investments, General Atlantic and Salesforce Ventures. For more information, visit www.certinia.com.
THE ROLE
The Global Partner Program Manager is critical to enabling and supporting the growth and success of Certinia’s Partner ecosystem. This role will be the center point of Partner Program design, working hand in hand with the global Partner team to lead, design, and evolve our partner program, incentives and standards in support of our GTM partner strategy.
Reporting into our VP, Global Partner Alliances & Channel Sales this role operates both individually and as a team to build from the ground up and also drive the operational execution of the Global Partner Program. This role is responsible for supporting the partner sales and revenue growth, profitability, and partner ecosystem business growth and delivery quality objectives.
The role requires a strong collaborator who can successfully work in a performance-based, dynamic, and cross-functional organization to drive consensus, contribute innovative ideas, and build executable plans based on company and regional strategic initiatives. The ideal candidate will have both a business background that enables them to engage at the CXO level, as well as a sales and business development background to easily interact with partner executives, customers, sales executives, and internal Certinia leadership. This person should have a demonstrated ability to think/act strategically about business, product, and technical challenges, as well as build and deliver compelling business cases for future investments.
A strong background in data analysis and developing insights and recommended actions from data plus market analysis is essential, along with strong project management skills and the ability to build consensus, align stakeholders, and drive cross-organizational initiatives and program improvements.
WHAT YOU WILL DO IN THIS ROLE
Work cross-functionally and in collaboration with the global partner team to establish the next evolution of the Certinia Partner Program that incentivizes partners to seamlessly transact and engage with Certinia across a variety of capabilities and focus areas.
Be at the forefront of the development of new Partner Program benefits, incentives and tier requirements that can be adopted and integrated globally across System Integrators, Resellers, and Referral partners.
Solicit feedback from the Partner community, and internal Certinia stakeholders to inform a roadmap of change that supports business objectives
Work in partnership with internal enablement teams to ensure that our Partner Readiness framework complements our program strategy, and works to support our overall channel strategy.
Partner with the global operations teams to ensure that our operational practices are aligned and supporting program goals and objectives in a scalable and effective manner.
Use tools including Tableau and SFDC to create reporting insights that will establish and define program success metrics that provide critical performance data into the effectiveness of our channel programs and incentives.
Ensure internal and external Partner program documentation is continually updated and remains current.
Collaborate with the Partner Marketing team to drive increased adoption of the Certinia partner portal as a key platform for communication, program incentive management, and partner interaction.
Implement and manage the Partner Advisory Board
Develop and actively manage our Partner Communication Plan - our voice, engagement, and communications with, to and from the Certinia partner community
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Develop the overall methodology (processes, milestones, artifacts, etc.) to proactively manage partners across their journey with Certinia
Build and execute against a playbook for the onboarding and continuous management of the ecosystem to ensure a best-in-class experience for our partners
Guide the Partner Account managers and other Certinia teams by building and refining scalable and repeatable partner onboarding & enablement processes, playbooks, training and associated materials.
WHAT YOU NEED TO BE SUCCESSFUL IN THIS ROLE
A bias for action and willingness to take a hands-on approach towards delivering incremental improvements within the framework of a future state vision
8+ years of relevant Partner Program design and management experience delivering impact and results as well as significant experience developing partner plans and managing alliance/channel partnerships
Demonstrated experience designing programs and operational processes for Software as a Subscription (SaaS) models Partner ecosystems.
Strong understanding of working with/for System Integrators (SIs), Resellers, and global technology vendors, such as Salesforce and AWS, plus an understanding of the market landscape
A confident self-starter who can implement change, improve on the status quo, and work independently without requiring prescribed direction or actions; you're able to lead and drive forward key initiatives without oversight.
Strong interpersonal and communication skills, including establishing credibility and trust with internal customers and building influential relationships with partners in the business.
Balance program strategy and design with the ability to support tactical operational execution; you're naturally operationally minded and able to support system and process changes to support program design.
Able to manage multiple projects simultaneously, and ensure projects are on track at all times.
Team-oriented mindset with proven ability to drive impact through influence and collaboration across multiple functions and levels of an organization.
Strong presentation skills with the ability to articulate complex concepts to cross-functional audiences
Use a data-driven approach that incorporates partner and internal feedback to ensure partners’ success
Outstanding leadership and organizational skills; you are extremely proactive and take ownership with persistent energy and a positive presence.
Demonstrated experience developing and owning partner onboarding practices
Strong attention to detail and process-oriented; and does not let details slip through the cracks or derail a project
Flexibility/ adaptability. Adjusts quickly to changing priorities and conditions. Copes effectively with complexity and change
Comfortable in an ambiguous, fast-paced, and high-growth environment
