This role is responsible for account planning, tailoring solutions, and leading complex contract negotiations with partners while mitigating associated risks. The role mentors junior team members, provides strategic guidance, and monitors partner performance to ensure successful collaboration and optimal outcomes.
**Responsibilities**
- Acts as the expert to the partner for complex information regarding the organization’s products, services, promotions, and configurations.
- Develops and maintains account plans to promote sales growth in adherence to legal procedures and requirements.
- Collaborates with partners to tailor solutions that address specific customer needs, including customization of products and services to align with client requirements.
- Leads and oversees complex contract negotiations, ensuring terms and conditions meet both partner expectations and organizational objectives.
- Recruits new partners while providing risk assessment and business rationale for the organization’s investments.
- Provides strategic guidance and insights to partner business managers and end-user sales teams regarding partners' capabilities, strengths, and market positioning.
- Mentors junior team members, sharing expertise, providing guidance, and contributing to their professional development.
- Identifies potential risks and challenges that could impact partnership success, develop mitigation strategies, and implement necessary actions.
- Leads training sessions and workshops for partners, educating them on the latest products, services, and industry trends to enhance their sales capabilities.
- Monitors partner performance against targets, analyzing data and providing insights to drive improvements and optimize outcomes.
**Education & Experience** Recommended**
- Typically has 7-10 years of work experience, preferably in enterprise selling, channel & alliance, or a related field.
- Experience in the printing industry, emphasizing commercial printing and converters of labels and flexible packaging.
- Analytical vision in Total Cost of Ownership (TCO) analyses.
- Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
**Knowledge & Skills**
- Account Management
- Automation
- Business Development
- Business Planning
- Business To Business
- Channel Sales
- Customer Relationship Management
- Market Share
- Marketing
- Merchandising
- Outside Sales
- Product Knowledge
- Sales Management
- Sales Process
- Sales Prospecting
- Sales Strategy
- Sales Territory Management
- Salesforce
- Selling Techniques
- Value Propositions
**Cross-Org Skills**
- Effective Communication
- Results Orientation
- Learning Agility
- Digital Fluency
- Customer Centricity
**Impact & Scope**
- Impacts function and leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives.
**Complexity**
- Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors.
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