Partner GTM Leader

1 Year ago • 12 Years + • $103,000 PA - $164,000 PA

Job Summary

Job Description

The Partner GTM Leader will be responsible for developing and implementing a reseller partner sales strategy, programs, and processes to grow the company's partner segment. This high-impact, revenue-focused leadership role requires a successful track record, motivation, and entrepreneurship. The individual will drive growth through a reseller partner network, managing all aspects of partner relationships including recruitment, qualification, onboarding, training, Go-To-Market strategy, and win/loss reporting. Strong leadership, sales, and partnering skills are essential, along with a blend of business and technical skills to drive process improvements and collaborate cross-functionally. This role will also facilitate proactive sales collaboration between partners and Broadcom's Product and Sales Organizations.
Must have:
  • Develop reseller strategy and manage pipeline.
  • Build trust, integrity, and customer satisfaction.
  • Develop and implement partner-driven sales plays.
  • Manage and maintain relationships with focus partners.
  • Align partners with sales and business strategy.
  • Plan and execute annual business plans with partners.
  • Ensure partners are enabled and certified.
  • Recruit and onboard new partners.
  • Provide regular sales reports and competitive updates.
  • Bachelor's degree and 12+ years of software industry experience.
  • At least 7 years of SaaS or subscription software experience.
  • High integrity, dependability, and bias for action.
  • Ability to drive projects to conclusion.
  • Deep understanding of recurring revenue models.
Good to have:
  • Transition direct business to partners.
  • Provide insights to direct sales team.
  • Support team's sales activity and coordinate resources.
Perks:
  • Discretionary annual bonus
  • Equity in accordance with equity plan documents
  • Medical, dental, and vision plans
  • 401(K) participation with company matching
  • Employee Stock Purchase Program (ESPP)
  • Employee Assistance Program (EAP)
  • Company-paid holidays
  • Paid sick leave
  • Vacation time
  • Paid Family Leave
  • Other leaves of absence

Job Details

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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.

What You’ll Bring:
• Bachelor's and 12+ 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.

Additional Job Description:

Compensation and Benefits

The annual base salary range for this position is $103,000 - $164,000

This position is also eligible for a discretionary annual bonus in accordance with relevant plan documents, and equity in accordance with equity plan documents and equity award agreements.

Broadcom offers a competitive and comprehensive benefits package: Medical, dental and vision plans, 401(K) participation including company matching, Employee Stock Purchase Program (ESPP), Employee Assistance Program (EAP), company paid holidays, paid sick leave and vacation time. The company follows all applicable laws for Paid Family Leave and other leaves of absence.

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.

If you are located outside USA, please be sure to fill out a home address as this will be used for future correspondence.

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About The Company

A global infrastructure technology leader built on more than 60 years of innovation, collaboration and engineering excellence.

 

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