Category Partner Development Manager
hace 5 meses
Job Function: CEO Office The role:
Join our Services Delivery team We look forward to learning more about you and exploring how, working together, we can build an exceptional team.
**Category Partner Development Manager**
Full Time | Location: Bogota or Medellin | Hybrid Model
**Our people. This is what makes SoftwareOne successful.**
The Regional ISV Partner Strategy Lead is responsible for managing and prioritizing a select group of Independent Software Vendor (ISV) partners within a specific category (Cloud, Data/AI, Security, etc.) for the region. This role involves strategic alignment with global priorities, identifying key partnership opportunities, and driving execution to achieve business growth.**Prioritize ISV Partners**:
- Focus on a small set of ISV partners within the designated category for the region to ensure high-impact collaboration and support.**Global Alignment**:
- Collaborate with the Global Category Partner Development Manager to ensure the partner portfolio aligns with global strategic priorities and goals.**Identify High-Potential ISVs**:
- Assess market and customer trends, and deal data to identify 'big bet' ISVs for the region.
- Establish early collaborative partnerships with these high-potential ISVs.**Target Achievement Plan**:
- Align the regional target achievement plan with the global partnership strategy.
- Develop and execute a detailed regional partnership strategy leveraging globally defined programs and sales plays from the global ‘partner playbook’.**Technical Pre-Sales Capacity**:
- Ensure the region has the necessary technical pre-sales capacity and certifications required to meet targets.**Performance Management**:
- Track execution and manage partner performance KPIs and pipeline by establishing a regional and sub-region/country governance model.
- Implement regular reviews and assessments to ensure partners are meeting performance expectations.**Relationship Building**:
- Build strong relationships with regional ISV commercial and partner teams through regular presence at partner regional HQs to drive awareness of capabilities.
- Foster trust and collaboration to enhance partnership effectiveness and business growth.
**Additional Responsibilities**:
**Operational Plannin**
- Define operational requirements and ensure all necessary accreditations and certifications are in place.**Marketing Strategy**:
- Create a comprehensive marketing plan and agenda in collaboration with regional marketing.
- Develop collateral and a fund utilization plan, and track execution and effectiveness through KPIs.**Internal and External Collaboration**:
- Work with internal and external stakeholders to establish an operating rhythm and governance structure to drive performance outcomes.**Identify Sales Opportunities**:
- Identify high-propensity opportunities and co-define tailored sales pitches with ISV’s regional partner manager and sales teams to drive sales efforts.**Enablement Sessions**:
- Conduct enablement sessions to socialize elements from the sales playbook, including sales motions, pitches, integrated offerings, and updates to ISV strategy.**Customer Feedback**:
- Channel customer feedback to global teams by serving as the communication bridge to local sales leaders to refine global priorities.**Proof of Concepts and Case Studies**:
- Design Proof of Concepts (PoCs) and case studies for priority ISVs in collaboration with Service Line leaders.
- Socialize these PoCs and case studies with regional sellers to demonstrate value and drive sales.
LI-GR1
What we need to see from you:
**We would expect you to have as mandatory**:
- ** Bachelor's Degree** in Computer Science, Information Technology, Engineering, or a related field.
- ** Certifications** in relevant technologies.
- ** Partner Management Experience**:
- Extensive background in managing partners within relevant ISV categories (e.g., Cloud, Data/AI, Security).
- ** Operational Strength**:
- Proven ability in designing, implementing, and tracking the effectiveness of programs, sales plays, and incentives.
- ** Sales and Delivery Process Understanding**:
- Comprehensive knowledge of the end-to-end sales process and familiarity with CRM tools for pipeline management and sales forecasting.
- ** Industry/Market Awareness**:
- In-depth understanding of the software industry, including market trends, competitive analysis, and emerging technologies, with the ability to leverage insights for strategic advantage.
**Soft Skills**:
- ** Relationship Building**:
- Ability to build and maintain relationships within partner ecosystems and with internal stakeholders to drive awareness and execute partner strategies.
- ** Strategic and Analytical Mindset**:
- Strong strategic thinking and analytic capabilities to assess market trends and identify opportunities.
- ** Communication and Interpersonal Skills**:
- Excellent verbal and written communication, interpersonal, and presentation skills.
- ** Sa
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