Job description
Company Description
insightsoftware is a global provider of comprehensive solutions for the Office of the CFO. We believe an actionable business strategy begins and ends with accessible financial data. With solutions across financial planning and analysis (FP&A), accounting, and operations, we transform how teams operate, empowering leaders to make timely and informed decisions. With data at the heart of everything we do, insightsoftware enables automated processes, delivers trusted insights, boosts predictability, and increases productivity. Learn more at insightsoftware.com
Job Description
This Channel Sales Manager is a non-traditional, transformative role who will be responsible for accelerating insightsoftware’s revenue growth by developing new routes to market through our resellers and professional service firms who service customers supporting Microsoft ERP solutions predominantly Dynamics 365 F&O, SCM and some BC. You will identify, recruit and activate new channel partners focused on the mid-market with the end goal of more broadly and efficiently deploying insightsoftware’s ERP-complementing finance and reporting solutions. While this channel is being built out, growing short-term revenue is vitally important. You will also be prospecting, closing deals, managing pipeline, hygiene and weekly forecasts. Growing the partner base and getting partners to transact will be needed to achieve expected compensation outcomes. The person that can compress timelines down with partners to get them to execute will be successful.
Reporting to the Division VP of Channels, you will be intimately involved in the development and execution of our partner recruitment, enablement and joint go-to-market plans with each strategic mid-market channel partner. The CSM will inherit a small partner base of accounts but will need to grow this partner base quickly to be successful and to achieve the candidate’s compensation expectations. This is a remote opportunity and the person must have easy access to a major airport to travel to these partners on a regular basis .
Demonstrated Skills:
This individual will require an entrepreneurial mindset and previously demonstrated work experience which will include executing on near-term tactical execution and mid-term / long term strategic activities such as Direct selling (articulating Finance solutions directly with customers, working with partners in co-selling situations, recruiting partners and partner selling support. A percentage of opportunities will require direct selling, quoting, pricing and direct closing of business. This role at times can be a high volume, transactional business and will require the person to have a long-term focus on activities such as strategic partner recruitment, activation, and sustenance. Strong business management skills are needed to focus on an internal weekly pipeline and forecast cadence while monitoring Partner performance analytics to determine optimal GTM strategies, reviewing success metrics and defining and tracking mutual objectives with each partner. This role will require working with the Partner leadership team to identify areas of growth that complement their existing business while driving execution with their sales team. Strong influencing skills are needed with partners at the C-level.
Responsibilities:
- Meet or exceed the agreed recurring revenue bookings goals with our sales channel partners. This is the most important KPI for this role.
- With each channel partner, determine the best collaboration model to drive win-win outcomes and execute joint go-to-market plans focused on shared pipeline & revenue generation.
- Recruit and activate new resellers to whom insightsoftware’s solutions are highly complementary and whose business priorities are closely aligned with insightsoftware’s revenue strategies.
- Take full ownership of each assigned partner’s journey with insightsoftware. Actively listen to our partner’s needs, work relentlessly to earn their trust, and continue to innovate and expand the way we collaborate together.
- Using a variety of BI tools, analyze and report on the progress of each strategic partner. Prepare for and run monthly or quarterly business reviews, aimed at meeting/exceeding the shared revenue goals.
- Travel as needed (up to 35%) to generate and accelerate momentum with our top-tier ERP partners.
Qualifications
- Minimum 4 years of experience managing revenue-focused partnerships, with a track record of consistently achieving shared revenue goals
- Some Direct selling experience as part of your career journey. This is not a partner program management role.
- MEDDIC or Solution Sales Methodology used in your previous role(s).
- Sales, marketing or partnerships experience at or with Microsoft ERP partners or systems integrator.
- Experience in solutions for Corporate Finance or other LOB solution sales and can articulate these solutions to partners or customers.
- Experience identifying, developing and scaling new sales channels for SaaS solutions
- Proven ability to prospect and generate new sales pipeline
- Outstanding verbal and written communication skills
- Strong business management skills – Pipeline mgmt., forecasting, partner performance analysis, using analytics to determine where to focus.
- Critical thinking and strategic planning skills
- Bachelor’s degree
- The ideal candidate should exhibit insightsoftware’s core values, i.e. results orientation, winning attitude, being one team, disciplined execution, and growth mindset.
Additional Information
All your information will be kept confidential according to EEO guidelines.
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\*\* At this time insightsoftware is not able to offer sponsorship to candidates who are not eligible to work in the country where the position is located. **
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At insightsoftware, we are committed to equal employment opportunity regardless of race, color, ethnicity, ancestry, religion, national origin, gender, sex, gender identity or expression, sexual orientation, age, citizenship, marital or parental status, disability, veteran status, or other class protected by applicable law. We are proud to be an equal opportunity workplace.
