Partner Solution Architect (SA) Manager

Description
Company
SDI Presence LLC is an IT consultancy and managed services provider (MSP) that leverages its strong team presence to advance our clients to a secure digital enterprise. With a 25-year corporate resume, SDI delivers strategic managed services, IT consulting, and hybrid multicloud infrastructure solutions to optimize our clients' technology environments. SDI is NMSDC-certified, with a portfolio of clients that includes some of the nation's largest airports, utilities, commercial real estate portfolios, and government agencies. SDI is backed by Abry Partners, a Boston-based sector-focused private equity firm with $5B under management and more than 30 years of experience in the technology market. Visit us at SDIPRESENCE.COM and connect with us on TWITTER and LINKEDIN .

Although we list out what we generally look for in this job description, we are very likely missing other attributes and skills that you have that could make you a great fit but are not currently listed. The point we're getting at is it doesn't hurt to take a chance and apply!
Summary
Working with the Director, Strategic Partnerships and Alliances, SDI's Partner SA Manager is accountable for building and managing partner relationships to generate channel sales revenue, achieve defined sales pipeline quotas in existing and new logo accounts, and drive innovation through joint SDI-partner solutioning. In this role, you will be highly motivated to drive go-to-market, and deal account planning and qualification, working with partners, while cultivating and maintaining relationships among Solution Directors, Account Executives, Sales Executives and Delivery Executives to ensure effective partner joint-sales pursuits. Joint solutions will focus on on-premises, hybrid, multi-cloud solutions among other SDI priorities and expanding geographies. You will build SDI preference among the partner community. .
Priorities

• Own the relationship with assigned partners
• Align and prioritize partner solutions/services offerings with SDI's priorities and market focus (vertical as well as geographic) to build a go-to-market plan
• Work with cross functional teams to create and execute strategic go-to-market plans, inclusive of account-based plans, solution development, and marketing, to execute achievement against partner and geography goals
• Drive sales pipeline creation in collaboration with partners and SDI sales teams
• Identify and coordinate partner-involved opportunities with SDI Account, Sales, and Delivery Executives including deal registration, negotiations, and enforcement of legal agreements
• Assist in coordinating partner involvement in proposal development as needed
• Become the expert about assigned partner programs including compliance requirements and optimizing partner resources available to SDI such as marketing funds, POC funding, and back-end rebates
• Support existing SDI's partner channel program strategy and tactical plans to meet sales goals and designated KPIs
• Become a strong influencer with channel partners of SDI's value proposition and services to increase mind share inside the partner organization

Responsibilities

• Develop and manage business relationships with partners
• Develop and manage plans for advancing within partner programs to unlock resources and incentives available to SDI
• Drive continuous knowledge of partner products and services with sales, marketing, solutions, and delivery personnel to increase SDI capabilities in delivering partner solutions
• Coordinate introductions of new partners' products and services to sales, marketing, solutions, and delivery personnel
• Facilitate a consistent cadence of communications with partners, and act as the primary escalation point between SDI and partner organizations to drive the resolution of technical, support, or business issues
• Manage partner program onboarding and administration including coordination of Enrollment agreements, account setup, and SDI team access
• Manage partner-provided platforms and tools supporting SDI's Cloud Practice, other solutions, and business verticals
• Build and maintain the partner data repository in SAP, SharePoint, and other tools
• Contribute to the advancement of SDI's partner channel strategy and tactical plans to grow existing partner channels, and identify opportunities for new partnerships
• Champion activities and interactions to strengthen partnerships
• Manage channel partner campaigns with our partners' prospects and/or customers
• Coordinate, participate and attend partnership-oriented and/or partner-led workshops, industry conferences, and tradeshows
• Continuously build SDI's professional networks, particularly in partner market space
• Conduct market research on partners and solutions
• Attend meetings as a representative of SDI and its interests

Knowledge, Skills, and Behaviors

• Proficiency in technical solution development in solution areas such as on-premises data center migration to hybrid/multi-cloud environments, and IT service management
• Strong business development, negotiation, and deal contracting skills
• Strategic thinker with an amiable personality, positive outlook, and expert communication skills.
• Excellent C-level interpersonal, presentation, communication, and organizational skills
• Proven ability to build, lead and execute strategy in a cross-functional environment
• Ability to manage relationships with customers and partners, to build the SDI brand and business
• Ability to build the organizational network through targeted outreach
• Ability to analyze and report on partner initiatives, forecast for strategic change, and report on key metrics
• Ability to work with multiple, diverse partner teams
• Highly motivated, with the ability to thrive in a dynamic, fast-paced environment
• Ability to work from home
• Ability to travel occasionally
• Ability to work non-standard work hours when necessary

Required Experience

• 3+ years of partner channel management and technical solutioning experience, preferably with partners such as AWS, Microsoft Azure, Google Cloud Platform, Oracle, ServiceNow, and SIs such as Accenture and Deloitte
• 5+ years of IT consulting or business development experience in Information Technology (solutions and/or services)
• A. or B.S. degree required - degree in Business Management, Computer Science, or related field is preferred
• Proven channel sales track record and quota achievement
• Proven experience managing complex, multi-dimensional relationships at all levels within an organization
• Exposure to and experience with business development processes and tools
• Advanced organizational, analytical, critical thinking, and writing skills

Desired Experience

• Experience with Enterprise applications, security, data analytics and innovative AI/ML solutions
• Familiarity with major technology distributor organizations (e.g., Carahsoft, TD SYNNEX)
• Experience with TD SYNNEX's StreamOne ION Enterprise Platform
• Public Sector procurement experience

Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
COVID-19 Vaccine Statement
This position will be required to disclose their COVID-19 vaccination status.
Equal Opportunity Employer Statement
SDI Presence is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.
This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. SDI Presence makes hiring decisions based solely on qualifications, merit, and business needs at the time.
Staffing Firms
SDI Presence does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between SDI Presence and the recruitment agency or party requesting payment of a fee.