Manager, Partner Channels UK

Department:

Sales

Location:

Reading, UK

Acquia, is transforming the digital strategies of companies all over the world with our open cloud platform. We are passionate and relentlessly committed to helping our clients create digital experiences that are more relevant, personalized, and built for a fast-changing, always-connected, mobile-first world. Headquartered in the US, we have been named as one of North America’s fastest growing software companies as reported by Deloitte and Inc. Magazine, been rated a leader by the analyst community and named one of the Best Places to Work by the Boston Business Journal. We are Acquia. We are building for the future of the web, and we want you to be a part of it.

The Manager, Partner Channels UK is a quota carrying role and will be responsible for delivering revenue with and through Acquia’s partner and alliance ecosystem. The role will be responsible for building upon existing partnerships as well as recruiting new strategic partners.  With the overall goal is to drive net new bookings for the company via partner-sourced and partner-influenced deals, the Manager, Partner Channels UK will be expected to work in very close alignment with the Acquia field sales team and our partners to hit identified sales, profitability, and partner recruitment objectives. The Manager, Partner Channels UK will report to the Senior Vice President of Channel Sales and Strategic Alliances with a dotted line to the VP EMEA Sales, and will be based in Acquia’s Reading office.

Responsibilities:

  • Establish and build productive, professional relationships with key personnel in assigned Digital Agency, Global System Integrator and in territory partners.
  • Coordinate the involvement of company personnel, including pre-sales, services, support, and management resources, in order to meet partner performance objectives and partners’ expectations.
  • Meet assigned targets for driving net new sales growth via partner-sourced and partner-influenced bookings as well as achieving strategic objectives in assigned partner accounts.
  • Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with productive partner relationships.
  • Proactively assess, clarify, and validate partner needs on an ongoing basis.
  • Ensure partners are effectively enabled for both selling and delivering
  • Sell through partner organizations to end users in coordination with partner sales resources.
  • Manage potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
  • Lead solution development efforts that best address end user needs, while coordinating the involvement of all necessary company and partner personnel.
  • Manage all assigned partner agreements and ensures partner compliance with those agreements.
  • Drive adoption of company programs among assigned partners.
  • Proactively recruit and onboard new qualifying partners.
  • Create joint go to market plans and marketing initiatives to drive pipeline of opportunities from partners.
  • Participate in the EMEA Leadership team and contribute to the EMEA strategy as part of that team, building strong cross-functional relationships with other EMEA leaders.
  • Act as a mentor to mid-market channel managers and channel marketing to support their career growth.

Experience:

  • Up to 10+ years of channel and alliances sales and direct sales experience in a complex technology solution-selling B2B sales environment, preferably in the CMS/Digital Experience space.
  • SaaS experience mandatory.
  • Strong work ethic with a proven track record of consistently meeting and exceeding sales quota.
  • Previous Sales Methodology training,(such as Force Management)
  • Strong customer and partner references required.
  • Experience managing a sales cycle from the business champion to the C-level.
  • Excellent presentation skills and presence.
  • Strong and demonstrated written and verbal communications skills.
  • Strong negotiation and forecasting skills.
  • Strong computer skills, including Salesforce.com, Microsoft Word, PowerPoint and Excel.
  • Experience working in a startup environment strongly preferred