Senior Inside Partner ProfessionalAU-New South Wales-North Sydney, Australia
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About TibcoHeadquartered in Palo Alto, CA, TIBCO Software enables businesses to reach new heights on their path to digital distinction and innovation. From systems to devices and people, we interconnect everything, capture data in real time wherever it is, and augment the intelligence of organizations through analytical insights. Thousands of customers around the globe rely on us to build compelling experiences, energize operations, and propel innovation.
Our teams flourish on new ideas and welcome individuals who thrive in transforming challenges into opportunities. From designing and building amazing products to providing excellent service; we encourage and are shaped by bold thinkers, problem-solvers, and self-starters. We are always adapting and providing exciting opportunities for our employees to grow, learn and excel.
We value the customers and employees that define who we are; dynamic individuals willing to take the risks necessary to make big ideas come to life and who are comfortable collaborating in our creative, optimistic environment. TIBCO – we are just scratching the surface.Overview
As Inside Sales Channel Account Manager you will be a vital part of our Channel Sales team, increasing revenue across the ANZ region by developing reseller partners and generating opportunities with Value Added Resellers (VARs), Solution Providers and Resellers. You will drive partners to operate as an extension of TIBCO’s sales and pre-sales teams through effective sales and technical training, demand generation efforts and net new opportunity development.
What You’ll Do
To succeed you will:-
+ Pipeline Growth and Management – Identify new sales opportunities: generate leads, register opportunities, accurately forecast bookings and tracking to meet required goals.
+ Relationship Management – Develop strong relationships throughout the partner organization ensuring compliance with the TIBCO’s Partner Program and foster a well-developed relationship between TIBCO/partner sales and technical teams.
+ Sales Training – Ensure that partner is able to effectively position and sell TIBCO solutions.
+ Conflict Management – Effective manage conflict between TIBCO team and partners.
+ Marketing & Demand Generation – Leverage TIBCO marketing budget to drive demand generation activities that generate the highest possible ROI.
+ Account Mapping – Drive regular cadence of account mapping sessions with partners and the TIBCO sales team focused on driving net-new accounts and new opportunities in existing accounts.
+ Deliver TIBCO story and messaging – deliver compelling presentations on TIBCO’s products & solutions.
+ Business Planning – Work with partners to develop and execute a strategic business plan focused on driving new accounts, new opportunities, sales and technical competency and incremental bookings growth.
+ Collaboration with Strategic Partner Managers – develop and execute business plans for national strategic partners in territory
+ Special Projects & Reporting – Work on strategic initiatives as established by channel management and report business issues/opportunities
+ Recruit and Develop New Partner – drive whitespace penetration and access to new vertical and technology markets.
+ Create and execute awareness and training programs for the TIBCO sales force
+ Influence/channel leadership -Trusted advisor status with District Manager; lead, positively influence and shape behavior.
+ Leverage TIBCO internal resources – Influence and obtain sponsorship from internal TIBCO groups to support programs at partners to drive incremental business opportunities for TIBCO and the partner.
+ Engage with TIBCO’s Eco-system Business Partners -plan activities that will drive TIBCO awareness and opportunities with our partners.
Who You Are
You will possess the following skills and experience:
+ In-depth knowledge of partner organizations, processes, business drivers and internal operations
+ Experience in two-tiered channel resale models
+ Proven track record of success in sales and marketing programs
+ Exceptional executive presence and ability to work across multiple executive roles to direct/educate/ communicate our business plan priorities and progress
+ Highly efficient & organized / excellent time management skills.
+ Highly developed, clear concise and compelling communication skills.
+ Strong presentation skills and ability to articulate complex technology simply
+ Well-developed business acumen and understanding of business strategy
+ Adept at conflict management and resolution
+ Excellent conflict management skills, with the ability to be fair & firm.
+ Clear, concise, and effective communicator – highly developed, clear concise and compelling communication skills. Persuasive pitch & presentation skills.
+ Background in software/hardware sales and distribution – with large Software, Hardware, Security and/or Networking Companies. Knowledge of the software industry, preferably in Infrastructure, Integration or Analytics
TIBCO is an equal opportunity employer.
If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact TIBCO Software at email@example.com for assistance. “Applicant Accommodation” should be included in the subject line of the email.