Partner GTM Leader

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Job Description:

Job Description Summary

The Partner GTM Leader will be responsible for developing and implementing a reseller partner sales strategy, programs, and processes essential to growing this segment of the company. This position requires a successful track record of exceeding expectations and a high degree of motivation and entrepreneurship. This role is a high-impact, revenue-focused, and leadership position, that plays an integral role in the overall success of the company.

In this role, the Partner GTM Leader will drive growth through a focus reseller partner network. You will be a hands-on leader responsible for executing on all aspects of the business relationship with each partner including recruiting, qualifying, onboarding, training, GTM strategy, and win/loss reporting. The role requires an individual with strong leadership, sales and partnering skills. The ideal candidate possesses a unique blend of business and technical skills; an ability to both envision process improvements while driving the existing business; along with influencing skills and the ability to collaborate with cross-functional constituencies to grow the business. Additionally, they will facilitate proactive sales collaboration between their partners and Broadcom ESD Product and Sales Organizations.

What You’ll Do:
• Working with focus partners, you’ll lead the development of resell strategy, the management of relationships, and the management and close of a pipeline of opportunities.
• Create strong relationships based on trust, integrity, and customer satisfaction to effectively drive sales and repeat business with focus partners.
• Proactively develop and implement partner driven sales plays.
Support efforts to transition direct business where appropriate to management by partners
• Manage a portfolio of focus partners with an established practice. Create and maintain strong business relationships with assigned business partners at all levels within the partner including executive, sales, marketing, and operations.
• Develop strong relationships with direct sales team and provide them with insight into partnering strategies and best practices as well as partner capabilities.
• Drive partner alignment with sales and business strategy through proactive communications on key initiatives such as products updates, program changes, pricing changes, new product launches, key events, marketing efforts, sales plays, etc.
• Support team's business partner sales activity and ensure alignment with direct sales team and coordinate the involvement of appropriate resources including solution engineering, support, marketing, product management and management resources.
• Plan and execute annual business plan with top partners.
• Ensure partners are participating in enablement activities and trained and certified on portfolio of products.
• Recruit and onboard new high potential partners.
• Provide management with regular sales reports (renewal health, forecasting and pipeline), as well as competitive updates, channel trends and competitive strategies to ensure maintains a competitive position with business partners.

What You’ll Bring:
• Bachelor's and 12+ years of experience in related software industry, with at least 7 years of SaaS and/or subscription software experience.
• High level of integrity and dependability, with a strong bias towards action. Can efficiently drive projects to conclusion through proactive planning, high attention to detail, and the ability to hold stakeholders accountable.
• Deep understanding of value drivers in recurring revenue (subscription) business models.

Job Description

The Partner GTM Leader will be responsible for developing and implementing a reseller partner sales strategy, programs, and processes essential to growing this segment of the company. This position requires a successful track record of exceeding expectations and a high degree of motivation and entrepreneurship. This role is a high-impact, revenue-focused, and leadership position, that plays an integral role in the overall success of the company.

In this role, the Partner GTM Leader will drive growth through a focus reseller partner network. You will be a hands-on leader responsible for executing on all aspects of the business relationship with each partner including recruiting, qualifying, onboarding, training, GTM strategy, and win/loss reporting. The role requires an individual with strong leadership, sales and partnering skills. The ideal candidate possesses a unique blend of business and technical skills; an ability to both envision process improvements while driving the existing business; along with influencing skills and the ability to collaborate with cross-functional constituencies to grow the business. Additionally, they will facilitate proactive sales collaboration between their partners and Broadcom ESD Product and Sales Organizations.

What You’ll Do:
• Working with focus partners, you’ll lead the development of resell strategy, the management of relationships, and the management and close of a pipeline of opportunities.
• Create strong relationships based on trust, integrity, and customer satisfaction to effectively drive sales and repeat business with focus partners.
• Proactively develop and implement partner driven sales plays.
Support efforts to transition direct business where appropriate to management by partners
• Manage a portfolio of focus partners with an established practice. Create and maintain strong business relationships with assigned business partners at all levels within the partner including executive, sales, marketing, and operations.
• Develop strong relationships with direct sales team and provide them with insight into partnering strategies and best practices as well as partner capabilities.
• Drive partner alignment with sales and business strategy through proactive communications on key initiatives such as products updates, program changes, pricing changes, new product launches, key events, marketing efforts, sales plays, etc.
• Support team's business partner sales activity and ensure alignment with direct sales team and coordinate the involvement of appropriate resources including solution engineering, support, marketing, product management and management resources.
• Plan and execute annual business plan with top partners.
• Ensure partners are participating in enablement activities and trained and certified on portfolio of products.
• Recruit and onboard new high potential partners.
• Provide management with regular sales reports (renewal health, forecasting and pipeline), as well as competitive updates, channel trends and competitive strategies to ensure maintains a competitive position with business partners.

Broadcom is proud to be an equal opportunity employer.  We will consider qualified applicants without regard to race, color, creed, religion, sex, sexual orientation, national origin, citizenship, disability status, medical condition, pregnancy, protected veteran status or any other characteristic protected by federal, state, or local law.  We will also consider qualified applicants with arrest and conviction records consistent with local law.

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