Perforce Software
Senior Partner Ecosystem Manager - Puppet
TLDR
Strategically recruit and onboard new partners globally, enabling sales through collaboration and driving customer success for Puppet's leading IT infrastructure automation solutions.
Perforce is a community of collaborative experts, problem solvers, and possibility seekers who believe work should be both challenging and fun. We are proud to inspire creativity, foster belonging, support collaboration, and encourage wellness. At Perforce, you’ll work with and learn from some of the best and brightest in business. Before you know it, you’ll be in the middle of a rewarding career at a company headed in one direction: upward.
With a global footprint spanning more than 80 countries and including over 75% of the Fortune 100, Perforce Software, Inc. is trusted by the world’s leading brands to deliver solutions for the toughest challenges. The best run DevOps teams in the world choose Perforce.
Responsibilities:
• Meet or exceed assigned sales quotas within the global territory.
• Drive partner-driven sales activity to consistently achieve quarterly and annual sales targets.
• Proactively recruit, qualify, and onboard new high-potential partners.
• Develop and implement Partner Quarterly Business Reviews, ensuring mutual performance objectives and financial targets are met.
• Generate leads and identify new sales opportunities within the partner ecosystem.
• Facilitate joint account planning with partners and Perforce sales teams to develop and close opportunities.
Enhance Partner Sales Capabilities
• Execute plans to develop partners' sales, pre-sales, and delivery capabilities on the Perforce Solutions.
• Apply Perforce training programs to ensure partners are well-equipped to sell and support Perforce solutions.
• Build and maintain strong relationships with key value-added resellers and systems integrators.
• Drive customer success, retention, adoption, and revenue growth through strategic partnerships.
• Identify and execute joint marketing campaigns, win/success stories, and case studies with partners.
• Support co-marketing events to increase brand visibility and lead generation.
Ensure Robust Governance and Reporting
• Provide regular governance of sales analysis, pipeline reviews, and revenue opportunities.
• Manage, track, and report on all partner activities and results using Salesforce CRM.
• Manage potential partner conflict by fostering excellent communication and adhering to partner rules of engagement.
• Ensure seamless coordination with internal teams including direct sales, inside sales, marketing, and service resources.
• Maintain in-depth knowledge of Perforce products and industry trends.
• Continuously seek innovative strategies to improve partner engagement and sales performance.
Requirements:
Achieve and Exceed Sales Quotas
• Meet or exceed assigned sales quotas within the global territory.
• Drive partner-driven sales activity to consistently achieve quarterly and annual sales targets.
Expand and Optimize Partner Ecosystem
• Proactively recruit, qualify, and onboard new high-potential partners.
• Develop and implement Partner Quarterly Business Reviews, ensuring mutual performance objectives and financial targets are met.
Drive Lead Generation and Opportunity Development
• Generate leads and identify new sales opportunities within the partner ecosystem.
• Facilitate joint account planning with partners and Perforce sales teams to develop and close opportunities.
Enhance Partner Sales Capabilities
• Execute plans to develop partners' sales, pre-sales, and delivery capabilities on the Perforce Solutions.
• Apply Perforce training programs to ensure partners are well-equipped to sell and support Perforce solutions.
Foster Strategic Relationships and Partner Success
• Build and maintain strong relationships with key value-added resellers and systems integrators.
• Drive customer success, retention, adoption, and revenue growth through strategic partnerships.
• Partner closely with our Puppet VP of Sales and General Manager.
Lead Joint Marketing Initiatives
• Identify and execute joint marketing campaigns, win/success stories, and case studies with partners.
• Support co-marketing events to increase brand visibility and lead generation.
Ensure Robust Governance and Reporting
• Provide regular governance of sales analysis, pipeline reviews, and revenue opportunities.
• Manage, track, and report on all partner activities and results using Salesforce CRM.
Mitigate Partner Conflict and Foster Communication
• Manage potential partner conflict by fostering excellent communication and adhering to partner rules of engagement.
• Ensure seamless coordination with internal teams including direct sales, inside sales, marketing, and service resources.
Stay Informed and Innovative
• Maintain in-depth knowledge of Perforce products and industry trends.
• Continuously seek innovative strategies to improve partner engagement and sales performance.
• 10+ years of experience in partner sales with value-added resellers and/or systems integrators, with a proven track record of success.
• Demonstrated success in recruiting, developing, and managing relationships with VARs, GSI’s, and Technology partners at a senior level. Prefer global territory experience.
• Strong strategic planning and execution skills, with the ability to drive complex sales cycles and exceed sales quotas.
• Proven history of exceeding software sales quotas through strategic partners, with expertise in enterprise, transactional, and subscription licensing sales models.
• Experience selling alongside partners at the CxO and Senior Sales Business Manager levels, with exceptional relationship-building skills.
• Strong technical understanding with the ability to translate technical capabilities into business value for partners and clients.
• Superior presentation, verbal, and written communication skills, with the ability to influence and engage stakeholders at all levels.
• Comfortable working with multiple internal teams, including senior executives, and building and maintaining relationships with clients and partners.
• Self-starter who is competitive, takes initiative, and thrives in a fast-paced, dynamic work environment, with a strategic mindset to drive new partner initiatives.
• Extensive experience managing, tracking, and reporting on partner activities and results using Salesforce CRM or similar platforms.
• Develop in-depth knowledge of Perforce products, industry trends, and competition, with the ability to stay current and adapt strategies accordingly.
• Preferably Bachelor's degree or higher
• Ability and willingness to travel extensively, including international travel.
• Demonstrated ability to develop and implement innovative strategies for partner engagement and sales performance improvement.
• Demonstrated success in recruiting, developing, and managing relationships with VARs, GSI’s, and Technology partners at a senior level. Prefer global territory experience.
• Strong strategic planning and execution skills, with the ability to drive complex sales cycles and exceed sales quotas.
• Proven history of exceeding software sales quotas through strategic partners, with expertise in enterprise, transactional, and subscription licensing sales models.
• Experience selling alongside partners at the CxO and Senior Sales Business Manager levels, with exceptional relationship-building skills.
• Strong technical understanding with the ability to translate technical capabilities into business value for partners and clients.
• Superior presentation, verbal, and written communication skills, with the ability to influence and engage stakeholders at all levels.
• Comfortable working with multiple internal teams, including senior executives, and building and maintaining relationships with clients and partners.
• Self-starter who is competitive, takes initiative, and thrives in a fast-paced, dynamic work environment, with a strategic mindset to drive new partner initiatives.
• Extensive experience managing, tracking, and reporting on partner activities and results using Salesforce CRM or similar platforms.
• Develop in-depth knowledge of Perforce products, industry trends, and competition, with the ability to stay current and adapt strategies accordingly.
• Preferably Bachelor's degree or higher
• Ability and willingness to travel extensively, including international travel.
• Demonstrated ability to develop and implement innovative strategies for partner engagement and sales performance improvement.
Additionally, this position is eligible for benefits including, but not limited to, medical, dental, vision, retirement benefits, life insurance, wellness programs, total time off, and other employee perks that may be offered by Perforce from time to time. The actual offer will depend on a number of factors including, but not limited to, a candidate’s education, skills, qualifications, depth of experience and other relevant business considerations. Perforce reserves the right to amend or modify employee perks and benefits at any time.
Come work with us! Our team members are valued for their contributions, introduced to new opportunities, and rewarded well. Perforce combines the experience and rewards of a start-up with the security of an established and privately held profitable company.
If you are passionate about the technology that impacts our day-to-day lives and want to work with talented and dedicated people across the globe, apply today!
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Perforce Software builds enterprise-scale development tools that empower organizations to manage version control, application lifecycles, and agile planning. Serving over 75% of the Fortune 100, our solutions help innovative companies tackle complex digital product challenges with enhanced efficiency and quality.