The Role
The Senior Partner Manager (SPM) will report to the VP of European Channels and Alliances. This is an autonomous role with the individual being responsible for establishing and managing the MicroStrategy partner ecosystem for the JAPAN region.
The SPM is responsible for providing leadership, management, and strategy for all partner types, including Cloud/AI Hyperscalers (AWS, Azure, GCP), global SIs (GSIs), regional SIs, key ISVs (Snowflake, Databricks, Exasol, etc.), and VARs. The SPM will have a myriad of different responsibilities to ensure leverage and consistent engagement with these partnerships to drive customer engagements, qualified pipeline and cloud bookings that meet and exceed quota and expectations.
Develop and execute a comprehensive partner strategy tailored to the regional markets, focusing on identifying, nurturing, and expanding relationships with high-potential partners. This includes assessing and prioritizing partners who demonstrate commitment and willingness to invest in joint growth initiatives. Drive a revenue-generating framework that delivers mutual value, ensuring sustainable business growth for both our company and our partners.
The SPM will be part of the team that coordinates MicroStrategy sales activities and will be a central conduit for engagement management between MicroStrategy’s sales organization and all partners in the region. This person will be a knowledge expert on all aspects of the above Partnerships and will be asked to present at QBRs, executive meetings, training, and events. It is expected that the SPM has consistent interaction and engagement with customers, strategic vendors, alliances and other third parties in support of the co-sell activities with these Partnerships. The SPM will demonstrate a deep understanding of each of the partner strategies including but not limited to co-selling, strategic planning and goal setting, channel programs, marketing campaigns and programs, strategic events, and funnel management.
Your Focus
- Manage the relationship with all partners in the region and help design activities to take the relationships to the next level.
- Manage all joint sell with and go to market activities with the Partners.
- Generate net new logo pipeline by leveraging the Partners co-sell motion, joint marketing, and driving account planning sessions with the MicroStrategy sales organization.
- Track all opportunities, pipeline and bookings and provide forecasts and funnel management reports.
- Facilitate co-selling opportunities, account mapping and other sales engagements between MicroStrategy's field sales and the Partners sales teams.
- Create and publish joint sales and marketing assets with Partners.
- Assist with providing content for partner training curriculum and sales enablement.
- Coordinate activities and be involved with the Partners virtual team of Business Development, Marketing, Product Management, Channels and Sales as part of Cloud strategy.
- Develop annual strategic plan and performance goals for each Partner.
- Provide support and coordination for channel activity with each Partner.
- Understand and articulate the Partners’ strategic initiatives and gain a deep understanding of the activities, roadmap, and vision of each Partner.
- Provide an escalation point for pre-sales and post sales issues for any activity with each Partner.
- Build and maintain relationships with key personnel with the Partners to solidify MicroStrategy's standing and awareness within the provider and to assist in the development of key relationships with the extended MicroStrategy's sales team and executives.
- Help provide insight in the support of Partners’ events and attend/participate in the events.
- Provide support in the form of expertise and training for MicroStrategy's field sales enablement.
- Effectively manage all the Partner Managers in the territory and meet revenue goals and metrics: partner incremental revenue, partner influenced revenue, partner implemented (SI) revenue, etc.
Required Experience and Skills
- 5+ years’ experience in Sales Leadership - Account, Alliance, or Partner Management.
- Extensive Channel experience including selling with or managing channel partners.
- Experience working with Cloud/AI Hyperscalers (Azure, AWS, GCP)
- Experience working with GSIs and key ISVs such as Snowflake, Databricks, Exasol, etc.
- Strong relationship and sales skills, knowing what we sell and how people want to buy using previous experience from directly selling and knowing what it takes to be a phenomenal influencer in partnerships.
- Proven history of working independently, and with cross-functional teams to achieve company and team objectives.
- Attention to detail and the ability to plan and execute are essential.
- Strong business acumen and capable of developing and managing strategic plans with partner and company executives.
- Ability to anticipate and interpret market and business trend changes and advise business leaders accordingly.
- Ability to excel in a team environment, espousing cooperation, and mutual respect.
- Demonstrated ability to work in a virtual and matrix environment.
- Proven ability to manage a myriad of different disciplines and tasks in a high-pressure, time-sensitive environment.
- 25% Travel with the ability to travel internationally.
- Strong communication (written and verbal) and presentation skills.
- BA, BS (or equivalent work experience), MBA preferred.
- Fluent in Japanese and English languages.
MicroStrategy is an Equal Employment and Affirmative Action employer F/M/Disability/Vet/Sexual Orientation/Gender Identity. All qualified applicants will receive consideration for employment without regard to race, creed, color, religion, national origin, sexual orientation, gender identity, disability, veteran status, sex age, genetic information, or any other legally protected basis.
