Channel Partnerships Manager

Summary

Join Verusen, a leading AI-powered technology company revolutionizing global supply chains, as their Channel Partnerships Manager. This dynamic role involves leading partnership enablement, managing contracts, and driving revenue growth through strategic collaborations. You will be the primary contact for key partners, ensuring successful onboarding, training, and pipeline management. The ideal candidate is a self-starter with experience in SaaS sales and managing partnerships, thriving in fast-paced environments and coordinating across diverse stakeholders. This position offers a global opportunity to shape strategic partnerships within a growing company, providing a competitive benefits package and company equity.

Requirements

• MRO Materials domain knowledge ( MRO: maintenance, repair, and operations )
• Understanding of manufacturing and industrial operations including procurement, maintenance and materials management processes
• Demonstrated experience with establishing and managing partnership agreements delivering intended business results
• Experience with direct SaaS sales and selling SaaS through channel partners delivering results in alignment with revenue targets and goals
• Simultaneously work on tactical and strategic horizons with urgency and accountability for both
• Experience with goods movements across the supply chain including purchasing, fulfillment, inventory management, and goods issues
• Experience working with ERP, EAM, and CMMS IT systems (e.g. SAP, Oracle, Hexagon, Maximo, etc.)
• Experience working with Global Solutions Integrators (“SIs”, e.g. Accenture, PwC, etc.)
• Experienced business professional with 7+ years of experience in manufacturing, industry, and/or SaaS B2B sales selling to industry and manufacturing
• Ability to identify win-win scenarios and align cross-company resources to shared/aligned goals and objectives
• Strong verbal, non-verbal, and written communication skills
• Strong presentation skills including building content, design, and delivery
• Concise and evangelistic storytelling skills that connect listeners to value propositions leading them to action
• Experience managing and executing sales processes including generating qualified leads, sales accepted leads, and deal opportunities that lead to new revenues and long term customer relationships
• Be a world-class teammate when working externally with Partners and internally with Verusen Teammates, especially with Sales Account Executives to close sales pursuits
• Ability to contribute to sales and marketing strategies in a disruptive market
• A strategic thinker with strong bottom-up planning abilities having a focus on execution and results
• Proven ability to manage high volumes of work independently and drive projects end-to-end without team support
• Comfortable working in a variable compensation structure tied to performance that augments competitive base salary and benefits suite
• Highly self-motivated with a proactive, action-oriented approach to problem-solving
• Experience working with both large and small companies
• Ability to connect and build relationships with, collaborate with, and influence front stakeholders spanning front line workers through executive leadership
• Ability to create business cases with sensitivity analysis with focus on execution and value realization
• Relentless drive to find ways to close business
• Ability to leverage all roles within a company to align with sales process
• Bold, intuitive and contributor with demonstrated execution of winning sales approaches
• Excellent oral and written communication and presentation skills
• Experience with CRM (Salesforce preferred)
• Willingness to travel (up to 50%)

Responsibilities

• Understand and drive the Verusen Partnership Strategy
• Assist in the negotiation and management of new partner contracts, as well as end-customer contracts sold through partners
• Lead the training and onboarding of new partner sales reps, enabling them to successfully co-sell Verusen’s solutions
• Serve as a primary contact for select partners and oversee lead and opportunity tracking
• Lead front-end overview meetings with customer prospects and partners, ensuring alignment and successful collaboration
• Liaise with Partner representatives and Verusen account executives to generate deal pipeline and deal flow for high-value partner logos
• Work in Salesforce to manage leads and partner-generated opportunities
• Coordinate Partner meetings (business reviews; relationship management; preparation meetings; customer meetings)
• Manage meeting logistics, presentation preparation, and presentation delivery for Partnership relationships
• Manage meeting logistics, presentation preparation, and presentation facilitation for internal Quarterly Business Reviews
• Onboard new Partner representatives to channel partnership relationships by providing introductory overviews of Verusen (e.g. solution architects, account executives, other)
• Manage meeting coordination and logistics for follow-up meetings with Channel Partners and Customers, and Verusen account executives including action register management for driving on-time closure to key action items
• Drive results through productive Partner plans, relationships and engagement models
• Proactive collaboration with Verusen Marketing, Engagement, Customer Success and Product teams
• Work with Verusen account executives to upsell existing clients generated through Partnerships
• Participate in marketing events and campaigns

Benefits

• Competitive benefits
• Compensation includes company equity