Partner Sales Specialist - Automation & Orchestration Business

This is the solution selling position providing solutions to / through partners for customers. Complementing the portfolio 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.

You will play a key role as the planning lead for the 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 Company's 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 Company's 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 the Company's proposed automation solution. Present a transformational Automation & Orchestration business case and articulate how Company's 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