Partner Account Manager - Technology Industry

We are looking for a highly-motivated leader and team player to join the Alliances and Channel Sales team who will build, accelerate and scale the growth of our business with SI partners for India region. The Partner Account Manager will be responsible for developing the core of our Partner ecosystem across India reporting into Country Head for India.

Key to the position is an effective collaboration with multiple cross-functional stakeholders, including sales, alliances, marketing, legal, operations and SI partners. Maintains a deep understanding of Uniphore technology and articulates Uniphore propositions to new and growing partners. This individual will hold the accountability for achieving and exceeding the performance targets jointly established with SI partners in the India market.

Key Responsibilities:

- Manage to make an impact within your first 90 days. Strong drive to succeed and are results focused

- Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace

- Assess gaps and prioritize development/investment based on yield analysis. Perform all aspects of partner development, including identification of partner segments, relationship definition, launch activities, partner competency requirements and certification, partner economic value proposition, incentives, and benefits.

- Build, Own and Execute development of our System Integrators and Partners Sales practice in India

- Provide consistent partner management to ensure that our Systems Integrator partners are developing their sales, presales and delivery capabilities in line with Uniphore strategy

- Experience recruiting, developing and managing a partner base

- Work with Uniphore SI/partners to generate new business in existing accounts and in new markets, as well as ensuring our partners assist in delivering successful projects in a defined territory or region.

- Ability to liaise with and motivate individuals at all levels of the partner relationships

- Politically astute, good understanding of business, and able to ascertain key decision makers

- Initiate and conduct sales readiness training events

- Work with marketing to plan marketing events

Qualification/Experience:

- Sound business acumen skills; thrive in a fast-paced, dynamic work environment

- Track record of exceeding sales quota and experience of working in mid-market and strategic Accounts

- Exposure to key initiatives like strategic account planning

- Experience as an Alliance and channel manager influencing and building bench strength in business focused SI organizations.

- Good understanding of BFSI, Contact Centres and BPO verticals and respective partner landscape

- Strategic thinker with who can blend consulting and business strategy to develop compelling plans for new partner initiatives.

- History of successfully developing and leading multiple strategic partnerships

- Good knowledge of technology and applications products/solutions, platform and SaaS

- Must be comfortable with complexity, and thinking on multiple levels of abstraction; demonstrates the use of critical thinking techniques.

- Excellent spoken and written communication, interpersonal, relationship building skills

- Ability to work both independently and with a team

- Experience with creating and building differentiated relationships with partners in the SI community.

- Demonstrated the ability to drive significant revenue through SI partnerships.

- Comfortable working with multiple internal teams, from individual contributors to senior executives, as well as building/maintaining relationships with clients, partners, etc.

Desired Skills/Experience/Assets:

- Broad-based business and technology expertise with 7 - 12 + relevant years of sales, business development, alliances and channel management experience in the product software and technology industry

- Business Management graduates (MBA) with a good understanding of technology industry landscape. Experience in SaaS/cloud computing preferred

- Experience of working with SI consulting organizations in multiple cities/verticals.

- Experience working with multiple Sales teams driving and building the partner ecosystem.

- Highly motivated and independent contributor.

- High energy, enthusiasm, and passion for the business.