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Strategic Partner Sales Executive

vor 3 Monaten

Frankfurt am Main, Hessen, Deutschland SoftServe Vollzeit

ABOUT US

SoftServe is a leading global digital solutions provider, boasting a workforce of over 11,000 professionals engaged in diverse client projects across the USA, Europe, and APAC regions. As a recognized frontrunner in Information Technology, we offer expert advice and innovative technology solutions that transform, accelerate, and optimize business operations for enterprises and software companies alike. Our mission is to empower talented individuals to make a difference, believing that our future is built by helping you achieve yours.

ROLE OVERVIEW

The Strategic Partner Sales Executive will spearhead the implementation of our market partner strategy in collaboration with senior leadership, driving towards our partner objectives throughout the year. This position is responsible for managing and executing the go-to-market (GTM) partnership strategy, transforming partnerships into concrete sales opportunities. As the primary ambassador for the SoftServe brand, the individual must demonstrate problem-solving abilities, execution skills, thought leadership, and a strong executive presence while embodying the company's culture and values.

KEY RESPONSIBILITIES

Partner Sales:

  • Developing partner-qualified pipelines, converting leads into opportunities, and qualifying them effectively.

Partner Management:

  • Acting as the main point of contact for partners, enhancing SoftServe's branding, nurturing seller-to-seller relationships, and maintaining partnership status at local and regional levels.

Funding & Processes:

  • Ensuring consistency in funding processes to generate additional business.

Metrics & Updates:

  • Achieving target partner sales performance metrics, managing partner statuses, and conducting both internal and external pipeline interlocks.

Sales & Revenue Generation

Partner Sales:

  • Focus on both acquiring new logos and expanding the existing portfolio.
  • Ownership of partner sales for strategic GTM alliances within the designated sub-regional scope.
  • Creating a qualified pipeline as a primary goal.
  • Serving as a subject matter expert for partners to SoftServe's sales teams and supporting resources.
  • Facilitating collaborative sales efforts by introducing deals to Account Executives.
  • Contributing to integrated closing plans across SoftServe and vendor partner teams.
  • Providing training and enablement on partner co-sell best practices to support management and growth of joint accounts.
  • Driving targets based on territory and industry metrics (pipeline, bookings, billing).
  • Converting qualified partner leads into partner opportunities.
  • Qualifying opportunities for focused demand generation.
  • Overseeing partner channel lead qualification and pipeline injection.
  • Assisting in the execution of partner marketing strategies.
  • Contributing to geo and vertical-specific target account lists and integrated account plans.
  • Promoting tailored account and vertical industry perspectives, value maps, and differentiated solution offerings with strategic partners.

Local Partner Relationship Management

Partner Management:

  • Being the single point of contact for partners.
  • Building strong, trusted relationships within the strategic partner ecosystem.
  • Collaborating with Partner Development Managers and sales teams.
  • Enhancing local brand awareness and solution communication with top partners through networking, marketing campaigns, partner events, and strategic account planning.
  • Accelerating the adoption of SoftServe's service portfolio through a structured sales enablement strategy.
  • Maintaining or improving partnership status by closely working with Alliance Development Managers and the Partner Operations team.
  • Developing local partnership plans aligned with SoftServe's account strategies.

Funding & Process Optimization

Funds and Partner Processes:

  • Driving consistent funding processes to maximize opportunities.
  • Generating additional business through partner programs.
  • Possessing a deep understanding of the partner ecosystem, including incentive programs, enablement offerings, and success metrics.

Measurement & Reporting

Metrics/Updates:

  • Tracking partner-qualified leads, direct new logo attribution, influenced portfolio partner contributions, registrations, and partner MRR/ARR.
  • Managing and maintaining partner status.
  • Overseeing internal and external partner pipeline governance.
  • Responsible for pipeline reporting and collaborating with SoftServe Account Executives and Partner Managers to ensure thorough and accurate pipeline information.

Communication & Strategy Alignment

Communication:

  • Engaging in partner planning within the scope of the role.
  • Participating in macro Quarterly Business Reviews.
  • Conducting regular business reviews.
  • Working closely with Alliance Development Managers to proactively assess, clarify, and validate partner and SoftServe needs continuously.

YOU BRING

  • 7+ years of combined experience in partner sales, technology sales, business development, or consulting/professional services.
  • Experience with big four consulting firms or similar is a plus.
  • Strong understanding of foundational enterprise technologies (cloud, compute, data, database, visualization, etc.).
  • Demonstrated experience leading GTM initiatives aligned with Microsoft Azure in the DACH region, with a preference for candidates holding formal certifications from cloud hyperscalers.
  • Adept at structuring and solving complex, multi-dimensional challenges and bringing order to chaos.
  • Ability to seamlessly transition between detailed and executive perspectives, ensuring consistency across all levels.
  • Innovative in addressing problems promptly and recognized by clients as a primary partner in problem-solving.
  • Anticipates external client interests and needs, preparing and enabling internal clients to address opportunities effectively.
  • Quickly executes complex, cross-functional projects with minimal guidance, anticipating changes in direction and scope.
  • Regarded as a critical contributor by cross-functional teams, understanding stakeholder motivations and personalities, and shaping approaches accordingly.
  • Utilizes expertise to influence the application of concepts to new challenges, questioning conventional wisdom.
  • Actively develops new skills to reinforce expertise and applies them within the organization.
  • Earns advanced external partner certifications relevant to the role.
  • Regularly engages with cross-functional directors and contributes to discussions with VP+ leadership.
  • Frequently interacts with partner and customer executives independently.
  • Encourages high-performance team dynamics, improving team culture and adapting to change.
  • Effectively manages complex and politically sensitive meetings with stakeholders.
  • Leads with a customer- and partner-centric mindset.
  • Takes initiative in supporting broader organizational goals (training, knowledge management, operations, recruiting, etc.).
  • Facilitates the establishment of tools, programs, and resources for successful initiative completion.
  • Aims for alignment and collaborative practices across SoftServe, recognizing others for their contributions.
  • Willingness to travel for strategic alliance meetings, field engagement, and partner events.

WHAT WE OFFER

At SoftServe, we prioritize our people. Together, we foster innovation and develop talents in an environment where you can thrive both professionally and personally. We are proud to be recognized among the top 5% of technology employers globally. Our commitment to providing competitive and comprehensive benefits packages includes generous medical, dental, life, leave, and savings plans, among other perks.

SoftServe is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability, sexual orientation, gender identity/expression, or protected veteran status.