Partner Sales Manager (Virtual Workspace)

PSM responsibilities include

• Manage and track Client's virtualization pipeline for the assigned territory.
• Directly engage respective Partner's sales account teams on customer account opportunities.
• Serves as a respected expert in selling Virtualization; Leveraged by Partner's sales account teams to qualify and position the client/partner joint solution.
• Work closely with the Partner's sales and sales leadership to evangelize client's solutions.
• Provide general knowledge and awareness of the client's solutions within Partner and the value the joint partnership can bring to a Partner Sales Rep.
• Work closely with the Partner Relationship Managers at Client to ensure both teams are aligned on the active, joint opportunities
• Follows a prescribed governance plan to provide ongoing updates to the key stakeholders.
• Leverages the respective CRM systems within both organizations to track and report on opportunity activities.

Knowledge, skills, and abilities needed for the PSM role

• Strong knowledge of virtualization products and solutions and the broader virtualization marketplace. Knows how to position client's virtualization solutions against competitive offerings.
• Strong communication skills. Ability to define & crisply communicate client's value proposition to the Partner Sales Teams.
• Experienced bringing account teams together for development of joint pursuit plans.
• Solid presentation skills required with ability to engage in pre-sales activities to evangelize product and technology benefits to an audience, including General Managers and Vice Presidents.
• Strong organizational skills.
• Ability to handle multiple tasks simultaneously and to complete assignments given aggressive time constraints with high quality level
• Ability to lead within a matrix and virtual team and ensure members complete their deliverables.
• Travel: 10-20%
• Proficient computer, communication, and presentation skills a prerequisite.

Requirements (Education, Certification, Training, and Experience)

• Bachelor’s degree required, MBA preferred.
• 5-8 years’ experience working with a virtualization organization.
• Minimum 5 years’ experience working and selling within a sales or partner sales environment
• Minimum 8 + years’ experience in sales, consulting, business development, and/or relationship management in computer hardware, software or data networking industries.