Partner Sales Manager

We strive to innovate and enhance our customers' ability to communicate within today's digital, cloud and real-time business environment. Our sales team is composed of highly-motivated, energetic and customer-focused Team Members that expand existing accounts/channels and find new clients for company products and services.

Vonage is now part of Ericsson, and plays a pivotal role in realizing Ericsson’s Global Network Platform vision. By exposing the services of 5G infrastructures through next generation network APIs, Vonage enables CSP (Communications Service Providers) to power new conversational and immersive experiences for consumers and businesses.  

As a Partner Sales Manager you’ll be responsible for building and developing Vonage sales through our Strategic Partners, with a focus on CSPs reselling Vonage API portfolio. Your primary goal is to develop and scale Partner’s Go To Market readiness, sales pipeline and wins in order to grow a sustainable revenue stream. You will work in lock-step with Partner’s Sales, Solution Architects and Professional Services teams, with the support of the extended Vonage organization.

This position is reporting directly to the Director of API Partners, EMEA. You will be part of a virtual partner account team composed of a Partner Account Director, a Partner Solutions Architect and a Technical Account manager.

This is a fantastic opportunity to combine your tech market knowledge, your ability to engage at executive or operational level, on business, partnership or technical/product topics discussions. 

Preferred location is Germany.

IF THIS SOUNDS LIKE YOU, CONTINUE READING BELOW...

• Form strong relationships with Communications Service Providers (CSPs) GTM organization to keep them fully engaged and supported throughout their business relationship with Vonage.
• Be the Voice of the CSP GTM - identify and quantify the key factors for CSP success and then communicate them effectively to drive the solutions and services provided by Vonage.
• Provide market and solutions knowledge and coach the partner in setting up a successful GTM strategy. Establish a business plan with the CSP. Define milestones, resources, and business KPIs. 
• Report and escalate to appropriate stakeholders based on regularly cadenced communications with the CSP (QBRs, Weekly Meetings, etc.).
• Onboard the Partner into Vonage’s reseller Partner Program
• Execute Partner’s GTM readiness plan (sales and presales training, sales operations, content and tooling)
• Plan partner marketing activities for launch and continuous demand generation.
• Implement pipeline development plans with the partner on existing on new accounts
• Define and plan execution of joint Developer Engagement activities
• Define and support the process for opportunities qualification, registration and rules of engagements.
• Define and support the partner’s opportunity end-to-end lifecycles (sales, presales, demo, prototyping, offer etc)
• Collaborate with the Vonage Account team, and the broader Vonage organizations (product, marketing, sales, support etc) to drive CSP success in a structured way.
• Escalate any issue or risk that could reduce CSP GTM satisfaction and lead to a negative sales and revenue impact. Review CSP’s GTM KPIs regularly, and implement short and longer term remediation plans.
• Gather CSP feedback related to solution, pricing, competition, ecosystem, partner program, and vertical requirements and filter into relevant teams via agreed processes to aid prioritization.

• Self-starter with a customer/partner-centric mentality, creative, comfortable with ambiguity, works both independently and collaborates in team settings. Strong organizational and time management skills are a must.
• Partner Management: You will have a strong and successful track record covering a minimum of 6 years in working with channel partners focussed on Technology Sales. You will be able to demonstrate a history of structuring and managing complex Partner relationships. 
• Your successful track record will include experiences within the Platform, Application, SaaS, Communications, Contact Centre, Cloud, Data or Security industries.
• Proven Experience in developing C-Suite contacts and building exceptional relationships in the tech industry with high-level and senior executives across business, marketing and technology teams.
• Identifying the business opportunity for CSP partners from working with Vonage. Articulating that to prospective partners, understanding their business and developing successful business plans.
• Keen ability to assess situations, perform root cause analysis, and provide solutions while possessing a passion for delivering impactful, cut through the clutter, ideas versus standard telecom presentations.
• Aligning Sales and Partners to ensure strong teamwork

• B.Sc or MBA level degree or equivalent practical experience.
• 6+ years of successful experience in Strategic Alliance and partnership management in PaaS, AI, Low-Code, Cloud or Data business. 
• Experience in working within major Telecom and Cloud Technology Partner Ecosystems.
• Existing network of contacts at key CSPs and Technology Partners.
• Experience in selling complex technical cloud solutions, in particular software APIs, development and integration environments.
• German and English Speaking
• Located in Germany. Open to travel depending upon the demand from the region.

In addition to providing exciting work, career advancement opportunities, and a collaborative work environment, Vonage provides competitive pay and benefits including unlimited discretionary time off and tuition reimbursement.

Note: The purpose of this profile is to provide a general summary of essential responsibilities for the position and is not meant as an exhaustive list. Assignments may differ for individuals within the same role based on business conditions, departmental need or geographic location.

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