Senior Sales Channel & Affiliates Representative - Partner Success Manager

Hybrid role out of any CT or CS office location. Preferred candidate will be located in CST or EST. The Senior Sales Channel & Affiliates Representative operates as a partner success manager having a solid understanding of the business, products/services, customer base, and the market.  Is responsible for supporting the FCC Partnership account owner across existing partnerships to increase business value, as well as seeking new opportunities to expand those partnerships.  Manages the partnerships in alignment with the strategic priorities and goals of the company. Success in this role will be measured by ensuring delivery of the annual plans of the partnerships, driving both short-term and long-term objectives, and meeting the revenue goals for the partnerships by maximizing solution adoption and driving business growth through end client renewals. Must be customer oriented and work effectively and collaboratively with other internal stakeholders – sales, business units, professional services, marketing, product management, development and senior management – to make this happen. Essential Duties and Responsibilities:

• Collaborates with the FCC Partnership account owner by managing and driving Wolters Kluwer’s FCC partnerships across joint sales, marketing and product initiatives.
• Customer Relationship Development:  Develops and nurtures relationships and executes detailed go-to-market plans that align to sales/revenue goals and solve complex problems.
• Collaborates effectively with others (e.g., Partner Enablement, Partner Operational resources, Partner Marketing, and other FCC Sales Channel & Affiliates resources) to ensure high levels of engagement and training with top-tier partners to drive optimal demand generation. 
• Contributes to the development of the overall strategy and the success plan for each named partner. Participates in and/or drives monthly, quarterly progress towards partner satisfaction, revenue and strategic goals within plan.
• Royalty and Invoicing:  Tracks, reviews and manages invoicing and royalty fees.
• Oversees the integration and/or interface of Wolters Kluwer solutions with the partner solution in collaboration with cross functional teams within Wolters Kluwer from ideation to development, marketing, field roll-out, and sales support.
• Contributes to the development of business cases and innovative proposals for potential and existing partners that drive value for both parties.
• Collaborates with the FCC Partnerships account owner in leading the relationship from the contractual and operational perspective. Maintains a deep understanding of the contractual elements pertinent to each partner in your portfolio.
• Maintains regular cadence with assigned partners to engage in proactive sales opportunity generation, pipeline management and deal closure. Fosters relationships and discussions with partners. Develops strong Wolters Kluwer goodwill and awareness across partner organizations.
• Promotes and positions Wolters Kluwer offerings via direct contact, meetings, demonstrations, concept/white papers and industry and tradeshow events.  
• Acts as a partner advocate within Wolters Kluwer and educates on how we can further build our partner ecosystem.
• Diligently uses CRM (Salesforce.com, Partner Portal…) to capture relevant data, provide team and executive level reporting and keep comprehensive and accurate notes.  Monitors and interprets product usage data to identify opportunities for improving product adoption, pursuing renewals, and up-selling.
• Maintains industry intelligence, awareness of industry trends, and the strengths and weaknesses of key competitors.

Other Duties:

• Performs other duties as assigned.

Job Qualifications: Education: 

• Bachelor’s degree in Business, Marketing or related field from an accredited college/university or equivalent work experience.

Experience: 

• 5 years in collaborating with alliances, partnerships, or other revenue-generating relationships.  Roles such as, but not limited to, customer success, business development, account management, sales, etc. 
• Experience working in a SaaS environment is helpful but not required.

Other Knowledge, Skills, Abilities or Certifications:

• Must be able to contribute to/resolve complex problems and exercise good judgement
• Experience driving new logos, as well as meeting/exceeding high growth goals
• Experience with product and software development processes
• Ability to think strategically, analytically, and work flexibly to interpret data to drive business decisions and achieve results.
• Strong ability to network, align and work with key players at all levels to building business relationships and drive results
• Strong presentation, negotiation and business planning skills.
• Strong communication skills and ability to proactively communicate using APIs and reactively address system issues/escalations.
• Must be able to prioritize and multi-task with special attention to detail and follow-up, and organizational skills
• Proactive and reactive problem-solving skills
• Proficiency in using applications such as Salesforce, Outlook, Teams, etc.
• Ability to work independently (minimal guidance) and as part of a team.

Travel requirements:

• Ability to travel up to 25%

Physical Demands:

• Normal office environment

The above statements are intended to describe the general nature and level of work being performed by most people assigned to this job. They’re not intended to be an exhaustive list of all duties and responsibilities and requirements. Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.