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Channel Account Manager
hace 2 semanas
**About Liferay**
Liferay, Inc. is a uniquely profitable B2B enterprise software company with 1,200+ fiery-eyed employees all across Europe, the Americas, the Middle East, Asia, and Africa. As a renowned provider of enterprise open source technologies, we have been recognized by Gartner for empowering businesses around the world to solve complex digital challenges. Liferay Experience Cloud is an all-in-one solution that unites our Liferay DXP and cloud platform capabilities with built-in analytics and B2B commerce functionality, reducing the time to market and allowing for accelerated innovation - serving notable customers across the globe such as Airbus, US Bank, Honda, and Desjardins.
But we don’t just make awesome software, we are also fueled by a greater-than-profit vision. By building a vibrant business, making technology useful, and investing in communities, we make it possible for people to reach their full potential to serve others. We give our employees five days off to volunteer at charities they’re excited about, and Liferay donates 10% of our profits to charities around the world. Oh, we’re also self-funded which gives us the freedom to work on whatever we think brings the most value to customers and communities in the long run
**About You and this Role**
Your primary responsibility will be to drive revenue growth through our partners. You will proactively work with partners to close business opportunities, grow the pipeline of the channel, reach new strategic customers, and assure the channel sales quota is reached. You will utilize your exceptional presentation and relationship building skills to convey Liferay’s value proposition to partner sales professionals and to conduct on-boarding sessions and sales training. You will cultivate positive relationships with partners to maintain front-of-mind brand awareness. You will also work closely with both the inside and field sales teams and your channel marketing manager to ensure we get the most benefit from partners through lead sharing campaigns, marketing programs, incentives, sales and technical training, and events.
**Key Objectives**
**Business Development**
- CO-SELL with channels, interacting directly with clients supporting partners in all sales processes.
- Build and grow a healthy pipeline and generate revenue from your assigned partners
- Develop joint business plans with your assigned partners to ensure consistent growth within their Liferay practice
- Identify and influence all levels of channel partner organizations including sales, operations, engineering, client support and executive leadership to grow Liferay mindshare across all levels of the partnership
- Work closely with the Partner Marketing team and partners to build integrated content marketing strategies designed to drive demand and educate the market on Liferay's value proposition
- Provide clear, concise updates to senior leadership regarding key program initiatives, performance, and overall strategy
- Provide deal strategy, support, and resources to channel partners to drive pipeline and sales
- Prepare and participate in weekly forecast calls and quarterly business reviews
**Partner Recruitment and Onboarding**
- Assess current partners to identify gaps in the partner ecosystem
- Identify new partners who can provide value where current partners are unable to do so
- Recruit and onboard these partners
**Partner Enablement**
- Provide new and existing partners with the ongoing tools, support and understanding needed to successfully build, sell and support Liferay as a growing part of their business
- Provide ongoing partner training on Liferay products, programs, promotions, and overall value proposition
- Develop a solid understanding of each partner’s value proposition and be able to translate it into both written and oral communications for the internal Liferay Sales team and customers
- Generate enthusiasm and passion for Liferay products among partner sales and engineering teams
**Required Qualifications**
- Bachelor’s Degree in business, marketing, engineering, or technology with a strong interest in technology.
- 2 - 3 years of sales channel management experience and sales through channels with a track record of accelerating revenue growth through diligent partner acquisition and relentless partner management.
- Robust network and experience building and maintaining strategic alliances with partner/channel organizations - consulting firms/system integrators, VARs, ISVs, OEMs, and Digital Agencies.
- Demonstrated success in implementing metrics-based business plans and sustaining alignment with partners.
- Experience selling PaaS/SaaS with a proven track record of beating revenue targets
- Experience collaborating across departments...partner marketing, partner enablement, sales, and operations
- Independent self-starter who is a quick learner but also creative, resourceful, and persistent with a tenacious and aggressive “hunter” mentali
