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About the Role
This role involves building and owning relationships with a strategic hardware partner's enterprise sales force. It's a hybrid position requiring expertise in solutions engineering, relationship building, and product marketing within the partner's sales conversations. The primary focus is on earning trust and becoming the default choice for the partner's sales team, with success measured by the partner's sales outcomes.
Responsibilities
- Build and own direct, ongoing relationships with enterprise sellers at a strategic hardware partner.
- Develop and maintain a tiered, visible map of the seller network, including their engagement status and a plan for each.
- Cultivate trust within the partner's sales organization to encourage peer-to-peer recommendations.
- Manage deals ranging from modest attach revenue to seven-figure enterprise wins.
- Serve as a proof point for the viability of this partnership model.
Requirements
- Ability to hold your own in technical conversations with sophisticated buyers and attribute wins to the partner.
- Distinguish between competence and pretense, knowing when to involve subject matter experts.
- Experience growing existing relationships into larger opportunities.
- Ability to frame product value in the language of the selling partner.
- Experience supporting another's sale, technically or strategically, without needing direct credit.
- Willingness to walk away from unsuitable deals and discuss the consequences.
- Experience selling or supporting software through a partner or channel relationship.
- Managed a book of relationships ranging from small wins to large, complex deals.
- Built at least one significant relationship from scratch without inherited business or warm introductions.
- Comfortable answering hard technical questions and performing unglamorous relationship-nurturing work.
- Possess a marketing instinct for positioning product value.
- Not driven by the need to own and close the deal personally or require public credit.
- Content to be the reason a deal closes cleanly, allowing the partner to take the credit.
Skills
- Solutions Engineering
- Relationship Building
- Product Marketing
- Technical Sales Support
- Channel Sales
- Partner Management
- Value Proposition Framing
Location
- Remote (United States)
Work Type
- Remote
- Hybrid
Experience Level
- Director
Salary/Compensations
- $190,000–$200,000 OTE
Benefits
- Direct access to the VP of Sales
- Influence over partnership development
- Established, growing partnership with a major enterprise technology company
- Recognized as a Great Benefits employer by Mployer
- Named a Top Place to Work by USA Today
About the Company
- Pharos Systems International is the leader in PrintOps, an integrated, user-centric, and cloud-native approach to managing printing and its supporting infrastructure and operations.
- Pharos' modern print management software helps enterprises reduce costs, strengthen security, and support hybrid workforces with simple, reliable, and scalable printing solutions.
- Trusted by thousands of organizations, including many Fortune 500 companies, Pharos has helped eliminate print servers, cut print-related spend, and accelerate cloud infrastructure transitions.
- Headquartered in Rochester, NY, Pharos has been delivering innovative print management solutions and measurable ROI since 1992.
Equal Opportunity
- Pharos is an Equal Opportunity Employer.
- We are committed to creating a diverse and inclusive workplace.
- We do not discriminate on the basis of race, color, religion, sex, gender identity or expression, sexual orientation, national origin, ancestry, genetics, disability, age, veteran status, or any other protected characteristic under applicable federal, state, or local laws.