Manager, Partner Sales

JOB SUMMARY:

The Manager of Partner Sales will assist Zivaro leadership and sales organizations to develop and manage strong relationships with Zivaro's key OEM partnerships and lead deal uplift in the Zivaro sales pipeline to maximize profitability. This individual will have experience in proactively managing OEMs in the networking and datacenter segments of business with background in comprehensively understanding OEM program requirements, to include partnership levels, certifications, promotional pricing and discounting opportunities, and back end rebates. This role requires the ability to educate and enable the Zivaro sales teams as well as communicate to key partner teams at each of the OEMs to maximize the relationship and pipeline opportunities. They will also work with sales leaders and team members to identify ways to align OEM products and services in the pipeline with Zivaro's top OEM partners in the tech stack.

POSITION RESPONSIBILITIES:

• Achieve sales and profitability gross margin increase objectives on resale opportunities through maximizing OEM incentives and programs.

• Create an OEM partner engagement model for Zivaro's top OEM partners.

• Create sales incentives with the partners to maximize engagement to maximize profitability on the front and back end of deals.

• Maintain strategic OEM partner relationships, both in the channel and sales organizations.

• Create proof of performance to deliver to our strategic OEM's. (Score cards, opportunities, pipeline, forecast)

• Create and collect marketing funds along with MOUs and other strategic investment vehicles available from OEMs.

• Develop and Execute Sales campaigns

• Create an engagement process within Zivaro for proactively evaluating deal pipeline for areas of opportunity to maximize profitability.

• Travel to visit partner accounts on a monthly basis

• Update senior leadership on pipeline trends and recommendations on increasing overall profitability through both individual deal structuring as well as larger alignments to top partners.

• Routinely train sales and sales operations teams on registration processes, promotions, discounting, incentives, and other OEM programs for Zivaro to leverage pricing deals to maximize profit.

• Maintain strong relationship with Zivaro Engineering Leaders in order to communicate certification requirements for Zivaro to maintain partners levels and discounts at primary OEMs.

• Assist Zivaro in assessing compliance with key OEM partner programs.

• Organizing and leading daily activities required to ensure timely and accurate response times to internal and external customers.

• Evaluate new vendor onboarding for alignment to Zivaro's strategy and goals

• Other duties as assigned

QUALIFICATIONS:

ZIVARO is looking for a person who has a minimum of a Bachelor's degree along with 5 years of experience, or 10 years of equivalent experience working in the technology sales industry with a focus on sales operations and OEM management. This person ideally will possess outstanding sales experience, have excellent customer service skills and a passion for technology in new business. We value employees who are passionate about growing accounts, proactively maximizing all program opportunities and identifying obstacles to increasing business. Thisrole is suited for a person looking to lead the company and its teams to increase gross margin through creativity and exploiting all partner program policies available.

• YEARS OF EXPERIENCE: a minimum of a Bachelor's degree along with 5 years of experience, or 10 years of equivalent experience working in the technology sales industry with a focus on sales operations and OEM management.

U.S. Citizenship is required for most positions at Zivaro, due to security clearance and government/federal contracts held by Zivaro.

EEO STATEMENT

ZIVARO fully subscribes to the principles of Equal Employment Opportunity. It is our policy to provide employment, compensation and other benefits related to employment based on qualifications, without regard to race, color, religion, national origin, age, sex, veteran status, disability, sexual orientation,

gender identity or any other basis prohibited by federal, state, or local law. In accordance with requirements of the Americans with Disabilities Act, it is our policy to provide reasonable accommodation upon request during the application process to eligible applicants in order that they may be given a full and fair opportunity to be considered for employment. As an Equal Opportunity Employer, we intend to comply fully with applicable federal and state employment laws and the information requested on this application will only be used for purposes consistent with those laws.