Head Of Partner Enablement

£110,000 | Reading | Permanent
Posted 1 month ago

JOB DESCRIPTION – HEAD OF PARTNER ENABLEMENT

Background

? An exciting opportunity to join our dynamic, high growth SaaS business
? My Client are a 50 person team based in Reading, UK, passionate about helping our customers compete in the network economy by optimising existing supply chains with our game-changing product.
? With 5 of the top 10 UK Retailers already using their product and a 2018 launch into the NHS they are demonstrating how every industry sector benefits from seamless access to business critical data
? My client believes that a strong, innovative partner strategy is critical to the continued hyper-growth of the business
? The Head of Partner Enablement role is the first recruit into the Partner Team. The role comprises three components and will develop over time as the partner business expands.

Objectives

1. Partner Recruitment

- Work with Sector Leaders to identify Sales, Implementation and Technology Partner opportunities aligned to Sector strategy
- Work with stakeholders to identify and deliver the Partner Value Proposition(s)
- Engage and develop potential partner relationships securing commitment tomy clients Partner Programme
- Maintain and manage recruitment pipeline to ensure Sectors have sufficient partner reach

2. Partner Readiness

- Identify, define and launch toolkits required to support Sales, Implementation and Technology Partner types
- Define and implement the end to end onboarding process from first interaction to first revenues to include all key activities including, where required, onboarding workshops, contractual sign-up, commercial sign-up, training & certification, sales & marketing launch campaigns

- As part of the development of my clients Partner Programme create and deliver the ‘Partner Academy’ to cover training and certification of the following job roles within a partner organisation:-
o Sales
o Technical
o Operations

3. Partner Sales

Working with all relevant stakeholders:-
- Create and manage the Partner Sales process for all relevant partners working with Direct Sales teams and Team Leaders where required
- Create, manage and deliver new business pipeline and sales wins with agreed Partners
- Deliver revenue growth targets with agreed Partners
- Act as the Senior Relationship lead across the Partner organisations from C-Level to operational level engagement
- Define and agree best practice model for ongoing Partner Management within the company.

Responsibilities and Key Tasks

Working with all relevant stakeholders:-

- Create the end to end Partner Enablement strategy, process and execution plan to cover:-
o Recruitment
o Readiness
o Sales
- Deliver to commercial launch and/or first revenues all partner relationships within given Financial Year timelines
- Deliver sales targets, as agreed with Sector Leaders, and develop Partner Management model
- Create and maintain annual Partner Development Plans to include but not limited to:- Revenue Delivery & Acceleration, Revenue share expansion, Contact strategy, Governance
- Wherever possible automate business processes to ensure my client delivers an innovative, world class partner experience
- Evangelise Partner-led business growth across the organisation and ensure each function understands, supports and delivers required inputs for success




About your experience

10 years’ experience working at C-level within partners and customers across all customer segments
Proven track record of delivering sales growth with and through complex, multinational SI/Shared Service/Global Commerce Service Providers, SaaS providers, ISVs and Digital Agencies
Proven track record of establishing and growing partner relationships and partner revenue share
Strong evidence of commercial focus and innovation
Strong evidence of strategic innovation
Strong evidence of execution excellence
Detailed knowledge of Healthcare/NHS market an advantage

About your skills

Dynamism - things rarely stay the same in our world so thinking fast is an essential skill
Commercial innovation - ability to identify and win new revenues with Partners
Resilience - chase and close sales, complete projects, pivot successfully
Original Thinker - solving existing problems in new and different ways
Success focused - always looking for ‘can-do’ ways to make it work

For more information about this role, please contact:

Jo Dodd

jo.dodd@interquestgroup.com
01442 285 021

See Jo Dodd's jobs
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