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About the Role

This role is responsible for aligning services and offerings with partners to accelerate business growth, building tactical, strategic, and meaningful relationships with sales, consulting, and partner organizations to generate new opportunities with existing and new clients. It requires a "builder" attitude to accelerate the channel strategy.

Responsibilities

• Take the lead in building the pipeline for our Partner Business in the required vertical and solution areas.
• Close Partner/Alliance centric opportunities with existing clients and new prospects.
• Build and develop all required relationships to help build strong "field" level understanding of our differentiators with and to the partners.
• Leverage all programmatic advantages for the business during any sales process.
• Help build our brand and position Dufrain as one of the key partners of choice.
• Develop and implement joint business plans with our Partners and hold each party accountable for their commitments.
• Work hand in glove with our marketing team to build our brand and take our partner centric solutions and services to market and get them in front of both existing and new customers.
• Work closely with the consulting teams and vertical leaders on Demand Generation activities.
• Work collaboratively with Marketing to devise meaningful outbound and account based campaigns.
• Manage internal stakeholders to support pipeline generation strategies.
• Ensure required materials and status are available to help our Partners distinguish us from our competition.
• Build and establish your network in and around the Partner ecosystem.
• Build meaningful relationships with Account Teams and Solution leads at our Partners.
• Support the creation of Peer to Peer relationships with other internal stakeholders.
• Network with other partners and ISV partners to help foster community and build market intelligence and increase referrals.
• Attend Trade, Solution and Partner Centric events to network and meet prospective clients.
• Represent the company at Partner events.
• Build strong meaningful relationships with the internal SMEs and Practice Leaders.
• Own the NPS for our business within the Partner.
• Meet both the attached pipeline and revenue objectives.
• Develop and maintain relationships with the field sales organizations.
• Lead the pursuit team for any partner centric pursuits managing all internal and external stakeholders.
• Work collaboratively with the Partner, Client and Business during the negotiation process.
• Act as the SME in any broader transformative pursuits that are led by other growth leaders.
• Work collaboratively with the CGO and CFO on pricing strategy.

Requirements

• 5+ years of experience in enterprise partner sales and development.
• Proven track record of generating revenue through strategic partnerships.
• Strong understanding of partner ecosystems.
• Excellent stakeholder management and relationship-building skills.
• Clear and confident communication abilities.
• Sales experience including last-mile selling.
• Highly organized and takes pride in maintaining a strong network and reputation in the market.
• Ability to build trusted, long-term relationships with partners.
• Ability to work autonomously and resourcefully.
• Strong background in Partner business operating in the data, analytics and business intelligence arena.
• Good understanding of the broad aspects of data transformation and the business and technology landscape challenges that lead to it.
• Experience of working with and leveraging Partner Funding.
• Experience working with Data Solution partnerships such as AWS, Microsoft, Google product sets or more solution-based ISVs such as Databricks, Snowflake, MongoDB or others.
• Ability to manage change with ease with a growth mindset.

Skills

• Enterprise partner sales
• Partner development
• Revenue generation through strategic partnerships
• Partner ecosystems
• Stakeholder management
• Relationship building
• Communication
• Last-mile selling
• Network maintenance
• Data transformation
• Partner Funding
• Data Solution partnerships
• Change management
• Growth mindset
• Pipeline building
• Demand Generation
• Account based campaigns
• Outbound campaigns
• Negotiation
• Pricing strategy

Experience Level

• 5+ years

Benefits

• Guaranteed investment to personal development.
• Working culture that rewards high performance and nurtures talent.
• Exciting opportunities and challenges to generate positive change for our clients.

About the Company

• Our partnerships are an integral part of our accelerated growth strategy.