Success Manager

** This is a contract role that goes through June 2024 with potential to extend **

Our client is is seeking a team member with a strong marketing and partner management background. This individual will work closely with a portfolio of late-stage startup companies to achieve commercial success and accelerate their growth with our client in market. The successful candidate will be responsible will support a startup in utilizing our client's brand, channel and ecosystem to generate new co-sell opportunities with our joint customers. The position will be remote, primarily working from home. Specifically, the Startup Success Manager will do the following:

Responsibilities:

• Manage a portfolio of 25 late-stage startups and act as the main point of contact for startup relationship while in the program
• Responsible to maintain all systems of record for the portfolio
• Execute a deep marketing/sales review with each startup, providing feedback on messaging and positioning
• Advises startup on how to go-to-market with our client to leverage their brand, channel and ecosystem to help them scale
• Build joint targeted Go-To-Market plan with the startup that is focused on generating pipeline and accelerating deal closure and achieving specified targets/milestones
• Responsible to ensure startup publishes an offer in the Commercial Marketplace with the goal of a transact offer
• Support startup in achieving achieve IP Co-Sell Ready status when applicable and utilizing Partner Center to manage joint customer opportunities
• Educate and prepare startups on selling with the client and how to work with their sellers
• Facilitate connection with the client's field sellers and other internal communities that will help generate pipeline and accelerate deal closure
• Coordinates with SMC team to ensure build milestones are being hit with their portfolio
• Runs the expected ROB as communicated in the program onboarding agreement
• Evangelize startup success across the company: Newsletters, WinWires, Community Forums, MBRs

Requirements

The ideal candidate will have the following experience:

• 7-15 years’ experience in marketing (GTM development), business development, partner management and/or sales
• Proven success in developing Go-To-Market plans and business development plans with early stage companies and transforming them into execution
• Proven record of growing new businesses and building business relationships with senior levels within partner organizations
• Previous experience in cloud technology sales and development and/or experience in an entrepreneurial or startup environment is a strong plus
• Strong networking capabilities between the client and their strategic partners, as well as a demonstrable network across the emerging technology ecosystem
• Strong decision-making, conflict resolution, negotiation skills, and follow through capabilities

Additionally, the candidate will embody these characteristics & abilities:

• Results driven; strong analytical skills with exceptional verbal and written communication and ability to effectively communicate to a senior leadership team
• Partner-centric with a solid understanding of the client's partner management and/or the start-up ecosystem
• Strong cross-group collaboration skills and ability to work across multiple stakeholders
• Ability to work autonomously and independently within a global team structure
• Past success working remotely from home

** Some travel may be required (less than 5% of the time) for international events. Having an active passport is a bonus, but not required.

Benefits

Compensation:

$100,000-130,000/yr

** This pay range is Client-specific for the opening advertised. The identity of the Client will be disclosed if you are selected to move forward in the hiring process. **

Benefits:

• 75% of employee-only Medical & Dental coverage
• Vision – opt-in available
• 401K
• PTO
• Laptop
• Life Insurance, Disability Insurance, AD&D coverage
• Short-term Disability, Accident, Cancer/Critical Illness, Pet insurance – opt-in available

** This is a contract role that goes through June 2024 with potential to extend **