Remote Senior Vendor Alliances Manager

Summary

Join a fast-growing, dynamic startup organization where you can make a meaningful impact on the business. As Sr. Vendor Alliances Manager – Americas, you will play a strategic role in growing vendor revenue by managing vendor relationships and promoting sales enablement across the floor.

Requirements

• At least seven (7) years of experience in a technical sales or engineer role
• At least four (4) years of experience in Channel Sales, preferably IT Channel of Network and Communications
• At least four (4) years of experience in account management, with quote-to-cash process experience
• At least three (3) years of experience at Pax8
• SaaS product experience – selling, handling, processing
• Proven business acumen and the ability to be socially aware of others’ personal drivers
• Knowledge and understanding of how the Sales Channel works
• Knowledge and understanding of sales strategies (e.g., how to set up a sales floor)
• Strong communication and presentation skills
• Proficiency with Salesforce
• Ability to facilitate meetings
• High level of organizational skills
• Ability to apply knowledge of business and the marketplace to advance the organization's goals
• Ability to build strong customer relationships and deliver customer-centric solutions
• Ability to see ahead to future possibilities and translate them to breakthrough strategies
• Ability to step up to address difficult issues, saying what needs to be said
• Ability to paint a compelling picture of the vision and strategy that motivates others to action
• Ability to build partnerships and work collaboratively with others to meet shared objectives
• Ability to develop and deliver multi-mode communications that convey a clear understanding of the unique needs of different audiences
• Ability to make sense of complex, high quantity, and sometimes contradictory information to effectively solve problems
• B.A./B.S. in related field or equivalent work experience

Responsibilities

• Collaborates with and provides guidance to Vendor Alliance Managers
• Primary owner of the relationship between vendors and Pax8
• Collaborates with Product Management by: Owning the overlay between vendors and Product/Marketing teams
• Leading vendor GTM strategy efforts with Sales/Marketing
• Owns reporting of vendors’ quarterly business results
• Sales forecast vs actuals
• Marketing activities and ROI
• Leads vendor efforts on promotions and partner programs
• Steers Vendor/Pax8 sales on vendor spiffs/promos within Pax8
• Design vendor partner program perks for Pax8 partners
• Proactively manage Vendor and Pax8 GTM marketing initiatives
• Identifies and aggregates partner/customer facing vendor created content (sell guides, autopilot, data sheets, videos, etc.) for Command Console
• Leads Mission Briefings and training (e.g., explaining how vendors work with Pax8 training, setting up L&Ls/other activities, etc.)
• Identifies issues and makes actionable recommendations to ensure optimum vendor performance across multiple process areas including sales, marketing, support, product, and billing
• Regularly performs vendor on-site visits and provide feedback to vendors on product sales alignment (not limited to negotiations of MDF and promotions)
• Maintains an accurate org chart and territory map for each vendor
• Drives sales alignment against vendor’s organizational objectives
• Delivers monthly forecasts for each vendor to the VP of Business Development

Benefits

• Non-Commissioned Bonus Plans or Variable Commission
• 401(k) plan with employer match
• Medical, Dental & Vision Insurance
• Employee Assistance Program
• Employer Paid Short & Long Term Disability, Life and AD&D Insurance
• Flexible, Open Vacation
• Paid Sick Time Off
• Extended Leave for Life events
• RTD Eco Pass (For local Colorado Employees)
• Career Development Programs
• Stock Option Eligibility
• Employee-led Resource Groups