Partner Business Manager (FinOps)

The Cloud Partner Business Manager is a senior responsible for our top strategic partners. Goaled with generating new business within the region. Working closely with the regional RVP and the regional sales team, management and other Alliance Managers across EMEA and APAC.

Focusing primarily on new license sales from Flexera’s Finops Solutions (mainly but not limited to Spot solutions) ; along with driving business development and service delivery strategies for selected and other Partners the selected regions.

This position is considered quota carrying and as such, the final metric for measurement is revenue. All leads and new opportunities generated from day to day partner activities will be tracked closely and commissions paid on closed business. This position is also eligible for annual President’s club trip.

Responsibilities:

• Develop new relationships with resellers, system integrators; consulting partners and Service Partners operating the ITAM and Finops space.
• Identify and develop key account alliances and relationship programs designed to scale the business by generating sales opportunities
• Build detailed plans agreed with partner executives to drive a strategic engagements, develop partner skills and certifications on Flexera solutions, execute a marketing plan of joint activities.
• Recruit, develop and manage strategic partner alliances/partnerships and opportunity pipelines and ensures the retention, growth and customer success
• Evaluate program trends and provides analysis and recommendations to management
• Work toward mutual goals, strategies, and objectives to build awareness and support of overall strategic benefits of the alliance
• Provide for financial analyses, long-range forecasting and analysis studies associated with potential alliances/partnerships
• Monitors competitor activity in accounts and implements strategies to maintain account ownership and block competitor advancement
• Drive initiatives for joint selling and marketing programs
• Drive key milestones for partner enablement to drive successful solutions delivery (training, implementation, certification)
• Timely and accurate Partner value tracking of opportunities within the Salesforce.com CRM
• Understanding of current pipeline and revenue forecasts where Partner generated opportunities are involved
• Creation of structured Business Plan that lays the foundation for how you will attack this position and remain focused on business objectives
• Funnelling of critical market trends or solution feedback through the Product Management Teams for the betterment of our products, positioning, pricing, etc.

Required Experience & Skills:

• Fluent in English. Speaking languages of the regions being covered a plus.
• Minimum 10 years Sales, Alliances, or combination of the two at enterprise software or consulting companies
• Existing partner network at System Integrators, Resellers & Consultancies in the regions.
• Experience in Strategy Development at a senior management level (VP/C-level)
• Proven leadership in creating and managing the partner community
• Solution Sales methodology
• Knowledge of high-value technology: virtualization, cloud, asset management, ITSM, migration, security
• Ability to create and support business development initiatives
• Work cooperatively across multiple groups within Flexera
• Ability/willing to travel a minimum of 30%