Partner Sales Specialist - Automation & Orchestration BU

Job Title - Partner Sales Specialist

BU - Automation & Orchestration

This is the solution selling position providing solutions to / through partners for us Lab's top customers. Complementing the portfolio. We are is in a unique position to deliver outcome based solutions for its partners/customers. The Partner Sales Specialist is responsible for sales enablement of their assigned partners, and managing their partners to achieve stated sales targets. This position centers around developing strong partner relationships, creating Joint-Go-to-market business plans along with partner, driving business and responsible for revenues to/thru partners.

The Partner Sales Specialist role focuses on sales support to our partners, complimenting pre-sales teams and solution architects through communicating value, working on ROI/TCO, commercials negotiations, and closing deals. This role also focuses on achieving revenue goals; forecasting accurately on a weekly, monthly, and quarterly schedule; developing a pipeline of opportunities; creating partner plans; and closing deals for their defined customers. Approximately 80% of this role's time is customer facing.

What You'll Do

You will play a key role as the planning lead for our solutions and acts as a business advisor to the senior leadership team. You will drive key business initiatives in conjunction with the cross functional teams spanning inorganic growth opportunities, market analysis, and partner strategy in support of our portfolio delivery. You will lead Go To Market (GTM) and business planning activities for our offerings, working closely with Presales, Delivery Teams, Engineering Team, Product Management Teams and Leadership Teams.

You will have following duties:

- Drive Automation business and own the Automation & Orchestration numbers for assigned partners

- Responsible for the day-to-day relationship management of channel partners.

- Build, maintain, and manage relationships with current and prospective channel partners.

- Participate in a partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.

- Coordinate the involvement of our personnel, including support, service, and management resources, in order to meet partner performance objectives and partners' expectations.

- Ensure a coordinated and consistent partner engagements around automation solutions across Enterprise, Govt and SP accounts.

- Identify customer business issues, challenges, pain points etc, and help partner build / position relevant Automation & Orchestration solutions/models for customers. Analyse, develop and present Automation & Orchestration solutions & roadmap to CXO level executives.

- As needed, calculate the customer's positive return on investment demonstrating the value of our proposed automation solution. Present a transformational Automation & Orchestration business case and articulate how we solutions align to the customer's strategy.

- Gather market and customer information. Gain a clear understanding of customers' business portfolio and requirements. Articulate future buying trends and Automation solution requirements back to necessary business units.

- Structure complex financial deals at an executive level (VP and above). Negotiate the terms of an agreement and closing sales. Negotiate variations in price, delivery and specifications with customers

- Drive activities associated with strategic account planning and project management. Aggregate and analyze account roadmaps, opportunities, business models, and solutions..

Who You'll Work With

You will Work as our senior execs, business entities and sales/presales teams to formulate & drive strategies around Automation & Orchestration solutions. Communicate issues and solutions to executives in a way which is thought provoking & insightful. Collaborate cross functionally (presales, solution architecture, channels, delivery, partners) to build credibility and earn trust. Build and maintain relationships with executives at assigned customers via meetings, telephone calls and emails. Create relationship maps for the customer and internal.

Who You Are

You would require a strong ability to bring people together from across the company to accomplish a wide range of strategic and operational programs. You must be able to balance strategic thinking, detailed planning, balance execution of many programs at one time, and maintain a consistent metrics cadence. You must be a strong communicator, relationship building, and cross-functional team player.

- Strong written and oral communication skills. Written communications include PowerPoint presentations and vertical documents (word and email). Oral communication skills should be demonstrated in delivering presentations to C-level business executives and also facilitating more interactive business discussions with those executives (project scoping, deal negotiations, problem resolution, etc.).

- Demonstrated client relationship skills. Record of developing collaborative working relationships with VP, and SVP-level executives in Fortune 500 accounts.

- Experience in Automation and Orchestration is strongly preferred - Individual must have demonstrated the ability to effectively persuade sales, business and technical decision makers to make investment in new or emerging automation solutions or business models.

- Must have strong strategic and financial analysis skills. Demonstrated ability to characterize market dynamics, competitive dimensions, purchaser decision-making criteria, and extrapolate to derive unique insight. Financial analysis capabilities should range from overall corporate financial statement analysis to ROI/NPV calculations for specific projects and investments.

- Sound knowledge on latest Automation & Orchestration technologies.

- Requires BE/B.Tech/BS, MBA preferred and 10+ years related experience in strategy and/or business development, in the Automation & Orchestration industries.

Why US

We are a Technology Consulting & Software Solutions Company. Providing expert IT services in the areas of Network Design & Deployment, IT Automation & Orchestration, Security solutions, Cloud computing, Virtualization, Linux & Systems Development. We offer service which assures our clients of an informed, educated and independent overview of the IT Networking & Automation Industry.

We are thought leaders, tech geeks, pop culture aficionados, and we even have a few purple haired rock stars. We celebrate the creativity and diversity that fuels our innovation. We are dreamers and we are doers.