BigCommerce’s mission is to help merchants sell more at every stage of growth, from small startups, to mid-market businesses to large enterprises. We focus on being the best ecommerce platform so our customers can focus on what matters most: growing their businesses.
We are equally passionate about growing our employee’s careers and providing them an incredible experience as we rapidly expand across the globe. We are proud to have been recognized numerous times for our product and workplace culture. We empower our people and customers to build, innovate and grow, so together we can redefine the ecommerce industry.
Voted a Great Place to Work, BigCommerce, a market-leading ecommerce platform, is looking for a Strategic Channel Sales Partner. Combining enterprise functionality, an open architecture and app ecosystem, and market-leading performance, BigCommerce enables businesses to grow online sales with 80% less cost, time and complexity than on-premise software. BigCommerce powers B2B and B2C ecommerce for more than 60,000 SMBs, 2,000+ mid-market businesses, more than 25 Fortune 1000 companies, and industry-leading brands including: Brompton, Harvey Nichols, Molton Brown and White Stuff.
Reporting to our SVP of Strategic Business Development, the Senior Strategic Channel Sales Partner Manager, EMEA will drive and lead Channel sales across technology and payment partners. This role is responsible for sourcing net new customers (MRR) from a broad set of technology partners focused on enterprise ecommerce. You will work closely with select Technology Partner categories (including digital experience technology, back office, payment providers, subscriptions, BNPL, and Financing) to manage the enterprise channel sales pipeline and go-to-market activities that bring new customers to the BigCommerce platform. Your passion and success will help enable our mission to lead the enterprise ecommerce platform space in Europe.. You will have experience of acquiring, managing and developing partners.
What you’ll do
- Manage a portfolio of Technology Partners in EMEA to nurture and grow successful commercial relationships.
- Work collaboratively with a cross-functional group of colleagues in sales, marketing, and partner management to drive positive business outcomes.
- Represent BigCommerce at industry and partner events with a goal of generating net new pipeline opportunities and increasing visibility in the ecommerce ecosystem.
- Identify new Technology Partners which will add value for BigCommerce customers.
- Drive indirect sales revenue by leading and managing MRR-generating go-to-market initiatives and campaigns across select Technology and Payment Partners.
- Manage indirect sales revenue success through a metrics-driven approach with excellent pipeline management, forecasting, and Salesforce hygiene.
- Own and optimize co-selling engagements with referring partner’s sales and SE teams
- Partner with BigCommerce Sales to nurture opportunities in the pipeline and optimize conversion to win partner-referred opportunities.
- Deliver compelling enablements to partner audiences about BigCommerce’s features and value proposition.
- Work closely with Strategic Business development leadership and partner teams to manage priority projects and execute on our strategy.
Who You Are
Successful Software or SaaS Sales Professional
- 5+ years software, ecommerce or SaaS sales experience with a focus on consultative solutions selling in a rapidly growing and fast-paced environment
- 3+ years experience in a quota-carrying Sales role
- Experience working in a Recurring Revenue or SaaS organization
- Expertise and experience working with payments technology related to ecommerce is highly preferred
- Strong project management skills. Ability to prioritize activities, remain focused on strategic objectives whilst meeting tactical objectives
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Driven Achiever - You thrive on challenges and have a proven history of successfully, consistently achieving revenue goals and objectives, within a complex client acquisition driven business, preferably in the mid-market or enterprise space.
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Action Oriented - You have a passion for getting things done, carry out responsibilities with minimal direction, enjoy working hard, are full of energy for challenges, and seize opportunities more than others.
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Sales Star and Master Negotiator - You are a great salesperson with sales methodology knowledge who will be the role-model of sales excellence for the team. Your extensive experience will allow you and others to skillfully negotiate wins internally and externally while maintaining strong relationships.
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Master Communicator - You provide the right information to the right people at the right time in the right way, adjusting your approach to fit the audience and setting (one-on-one, small and large groups, peers, direct reports, and leaders inside and outside the organization). Excellent communication (written and verbal), presentation, and client / partner relationship skills are critical. An additional foreign language ( French, Italian, German, Spanish) is a plus.
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Business Acumen - You know what to prioritize, creatively solve complex problems, and use data to make decisions. You have a deep level of knowledge about how businesses work, keep up with relevant practices and trends, and know the competition.
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A Planner - Your have strong attention to detail, accurately scope out the length and difficulty of tasks and projects, anticipate and adjust for problems and roadblocks, and easily development and maintain schedules.
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Collaborative - You have demonstrated success working cross-functionally in matrixed organizations.and have the ability to forge strong bonds and work collaboratively with key external and internal partners such across Product Development, Channel, Marketing, other sales channels.
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Flexible - You not only cope with change, you thrive on it and can shift gears comfortably.
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Personable - You are a high energy professional with a resiliently positive attitude and deep personal confidence that exudes a strong sense of teamwork by working effectively, respectfully, and efficiently with all team members.
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Technically Adept - You pick up on technical things quickly, enjoy learning new skills and knowledge, and are adept at staying ahead of the curve on relevant industry, company, product, or technical knowledge. You have deep understanding of Salesforce.com and CRM best practices and ideally have a basic understanding of HTML, CSS and internet technologies (shopping carts, web hosting, email, and online marketing tools). Technical knowledge and/or ability to write code is a plus.
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Travel Flexible - Ability to travel domestically or internationally as needed. This job may require frequent (10-15%) travel to meet with partners which may require overnight stays or week-long stays at locations (depending on project).
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Diversity, Equity & Inclusion at BigCommerce
Our employees make the difference. At BigCommerce, we believe that celebrating the unique histories, perspectives and abilities of every employee makes a difference for our company, our customers and our community. We are an equal opportunity employer and the inclusive atmosphere we build together will make room for every person to contribute, grow and thrive.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the interview process, to perform essential job functions and to receive other benefits and privileges of employment. If you need an accommodation in order to interview at BigCommerce, please let us know during any of your interactions with our recruiting team.
Learn more about the BigCommerce team, culture and benefits at https://careers.bigcommerce.com.
