Job Summary: 

The VP , Global Partner Ecosystems will handle developing and executing the program to help and support the generation of new sales revenues from and with Partners. This revenue channel includes existing and newly developed partners, IT (Information Technology) Services, Consulting, Cloud providers, and Strategic Reseller Partners. The role will set the strategy and deliver the program to drive joint account targeting and mapping, planning, and working with iBASEt and its Strategic Partner account teams to track and influence strategies that lead to joint revenue opportunities. You will achieve this by supporting continuous improvement across Channel Partner sales through planning, strategy, process, tools, and automating processes for scale. Develop partner dashboards and scorecard models and systems to track channel partner progress against business plan metrics.  

This critical strategic role will report directly to the CEO, part of the Partner & Alliances Strategy, and dotted line accountability to the EVP of Global Sales. This role will support the development and collaboration of work occurring cross-functionally to develop partner ecosystem strategies which may include but are not limited to, SI/reseller enablement, cloud services provider business development, revenue share and sales compensation plans, emerging joint product and GTM launches facilitating strategic reseller agreements, exploring additional routes to market and other GTM approaches. 

The role supports both strategic planning and corporate alignment to continuously improve partnered go-to-market and enterprise solution sales. In one of iBASEt’s most critical business development roles, you will support partner operations through critical thinking of strategic issues and communicate to senior stakeholders one minute, crunch the numbers and track the pipe the next, while building valuable partner relationships. The ideal candidate has experience both supporting field sales operations requirements and channel ecosystem programs. 

Essential Functions: 

• Execute the strategic sales and business development plan while working with key internal stakeholders (e.g., sales teams, service teams, legal, marketing, customer care, etc.) 

• Find specific prospects/partners/channels to approach while communicating the specific value proposition for their business and use case. 

• Work closely with the iBASEt direct sales teams in building relationships with partners and foster joint pursuits. 

• Establish consistent processes and operational tools to support forecasting of the channel business on a weekly, monthly, and quarterly basis 

• Own Deal Registration Program and platform while working with Sales Executives on strategy and planning. Own SFDC tracking and partner related changes/updates 

• Create training and enablement materials and communications for both internal teams and partners 

• Achieve Partner influenced and lead sales quotas with strategic partners 

• Source new partner opportunities through networking, inbound and outbound campaigns 

• Develop partner account strategies with a target prospect list, and a partners GTM plan 

• Drive partner sales revenue through regular partner pipeline, opportunity registration and business reviews to manage progress against a business plan 

• Evangelize a partner’s value proposition internally throughout iBASEt and externally with customers 

• Develop and lead the process for ongoing Partners account management to ensure satisfaction and drive additional revenue streams 

Requirements: 

• Must work effectively with C-levels of ISV, channel partners, and customers with proven confidence and comfort in presenting and influencing change at a strategic level 

• Broad functional experience with a mix of strategic planning and pragmatic program development and execution for effective business development and selling channel partner programs 

• Leadership: a demonstrated ability to lead people and gain results through others.  

• Planning: an ability to think ahead and plan over a 1–2-year time span.  

• Management: the ability to organize and manage multiple priorities 

Required Education/Experience: 

• Bachelor’s degree or equivalent direct work experience  

• 8 to 10 years experience with a demonstrated record of accomplishments in software channel development and channel sales operations 

Work Authorization/Security Clearance Requirements: 

Not Applicable