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hace 2 meses
The Partnership Manager operates as an individual contributor, reporting directly to the Regional Head of Partnerships. The primary objective of this role is to proactively manage a designated portfolio of existing partners, focusing on account strategy, lead generation, collaborative marketing initiatives, partner training, forecasting, and quarterly business reviews (QBRs). The aim is to activate a significant percentage of signed partners.
In collaboration with the Sales Organization, the Partnership Manager will evaluate the co-selling, reselling, and implementation needs, while also identifying opportunities to recruit new partners as necessary. This role requires close cooperation with the Global Partnerships Team, Marketing, Professional Services, Finance, and other departments, acting as a responsible business steward aligned with the company's objectives.
Key Responsibilities- Drive the acquisition of new local and regional partners in alignment with headquarters and regional sales management.
- Sign new partnership agreements and actively manage existing relationships to foster growth and profitability in accordance with established revenue and gross profit targets.
- Ensure compliance with partner agreements and promote the adoption of company programs among assigned partners.
- Build and maintain high-value relationships with partners and customers, providing essential onboarding information as per established guidelines.
- Guarantee that Infobip solutions, sales strategies, and market engagement activities deliver value to partners within the assigned portfolio.
- Facilitate access to the Partner Portal (PRM), MindTickle, and other relevant tools for partner users, while monitoring license usage and revoking any unused licenses.
- Organize partnership-related events and lead initiatives aimed at enhancing Infobip's relationships with partners.
- Develop local connections with partners and facilitate access to internal resources as needed.
- Monitor partners' sales cycles and assist in acquiring new customers for a designated set of underperforming partners based on scoring metrics.
- Drive customer acquisition and partner growth through ongoing management of partnerships and collaboration with Infobip's sales representatives across relevant markets.
- Exhibit market expertise and a comprehensive understanding of partners' organizations and objectives, devising strategies for partners to achieve their goals through Infobip's products and services.
- Forecast business growth, track and analyze existing partner relationships, and identify further growth opportunities, implementing these through QBR sessions with current and prospective partners.
- Meet assigned quarterly targets through effective management of existing and prospective partnerships.
- Proactively lead a collaborative partner planning process that establishes mutual performance objectives, financial targets, and critical milestones associated with productive partner relationships, reporting to the Regional Head of Strategic Partnerships when targets are at risk.
- Identify opportunities for partners to leverage program benefits such as Marketing Development Funds (MDF), assisting partners in maximizing ROI for Infobip.
- Ensure the execution of the Partner Certification Program adheres to established standards and aligns with partners' membership levels.
