Head of Partners
vor 1 Woche
Company Description
IFS is a billion-dollar revenue company with 5000+ employees on all continents. We deliver award winning enterprise software solutions through the use of embedded digital innovation and a single cloud-based platform to help businesses be their best when it really matters-at the Moment of Service.
At IFS, we're flexible, we're innovative, and we're focused not only on how we can engage with our customers but on how we can make a real change and have a worldwide impact. We help solve some of society's greatest challenges, fostering a better future through our agility, collaboration, and trust.
We celebrate diversity and accept that there are so many different perspectives in this world. As a truly international company serving people from around the globe, we realize that our success is tantamount to the respect we have for those different points of view.
By joining our team, you will have the opportunity to be part of a global, diverse environment; you will be joining a winning team with a commitment to sustainability; and a company where we get things done so that you can make a positive impact on the world.
We're looking for innovative and original thinkers to work in an environment where you can #MakeYourMoment so that we can help others make theirs.
If you want to change the status quo, we'll help you make your moment. Join Team Purple. Join IFS.
**Job Description**:
The Regional Head of Partner & Channels is a leadership role that generates incremental IFS software revenue through the Global and Regional SIs and Channel partners.
You will be expected to perform in a matrix organization and orchestrate the overarching partner strategy for the region, leveraging partners to scale quickly and effectively. As a business partner to the market units, you will be expected to support the Market Unit Leaders by managing the GTM, cadence and administration around our Partners by fostering strong relationships with these Partners so the Market Unit Leaders can focus on the sales execution element of the relationship.
Key responsibilities of this role:
- Drive revenue through Partner and Channels through co-sell, sell-with and reselling of IFS solutions to support the growth of IFS specifically with Global (G) and Regional (R) Service Integrators (SI) for sales / delivery combined activation to secure key target account wins together.
- Ensure demand generation activities occur regularly within the IFS partner community to build partner-derived revenue.
- Matrix structure leadership of, including input to, recruitment and career development of a regionally diverse team of channel and partner executives, enabling the team to succeed on an accelerated career path to high sales performance.
- Work with key partners across the region to ensure their ability to Execute (certified presales, consultants, marketing activities)
- Ensure all partners have an agreed business plan with IFS. This will detail territory planning, revenue commitments for the year and skills and marketing plan to execute. These will be reviewed in quarterly QBRs.
- Facilitate and collaborate executive relationship between our active SIs in Europe North & Central and our senior leaders and sales leaders in the Region. (Cadence)
- Lead all type of joint activities with our global SI’s in for the region to support our strategic goals for partner driven license deals and increasing the partner led implementation project.
- Guide and coach the channel managers to recruit and support the right Channel Partners, aligned to the market unit territory and GTM strategy.
- Develop and progress a regional partner strategy, mapping existing Partners, skills, coverage, gaps and development strategies to the Market Unit growth plans
- Being productively involved in weekly team forecast meetings and driving accurate CRM / PRM data to ensure smooth and consistent forecasting of pipeline and following of IFS sales processes and methodology
- Is hands-on sales leader, involved and a part of sales process through to contract execution, negotiating key business terms in collaboration with sales executives and the Market Unit leads.
To be successful you will have:
- Good understanding of ERP, Industrial Asset (EAM) and Service Management (FSM and ESM) and can talk about technology, ERP, EAM and Field Service transformation journeys and alignment to business initiatives to inspire partners and to help them uncover opportunities in their customer base.
- Proven track record meeting and exceeding revenue targets, selling across multiple territories in the Europe North & Central region.
- Financial acumen and analytical thinking with attention to detail, to model and achieve compelling commercial proposals
- Excellent communication skills, including writing and presenting in English
- High level of long-term forecast accuracy and ownership
- Proven ability to work in highly matrixed business environment
- High level of personal resilience an
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