Senior Vendor Alliances Manager

Position Summary:

The Sr. Vendor Alliances Manager – Americas plays a more strategic role in growing vendor revenue by managing vendor relationships, vendor product pipeline, and vendor forecast reporting, and by promoting sales enablement across the floor by effectively aligning sales plays and product marketing efforts. They serve as the sounding board for Vendor Alliance Managers as well as the subject matter expert all vendor alliance efforts. This remains a dual role, where the Sr. Manager is serving both an external and internal customer.

Essential Responsibilities:

• Collaborates with and provides guidance to Vendor Alliance Managers
• Primary owner of the relationship between vendors and Pax8
• Collaborates with Product Management by:
• Owning the overlay between vendors and Product/Marketing teams
• Leading vendor GTM strategy efforts with Sales/Marketing
• Owns reporting of vendors’ quarterly business results
• Sales forecast vs actuals
• Marketing activities and ROI
• Leads vendor efforts on promotions and partner programs
• Steers Vendor/Pax8 sales on vendor spiffs/promos within Pax8
• Design vendor partner program perks for Pax8 partners
• Proactively manage Vendor and Pax8 GTM marketing initiatives
• Identifies and aggregates partner/customer facing vendor created content (sell guides, autopilot, data sheets, videos, etc.) for Command Console
• Leads Mission Briefings and training (e.g., explaining how vendors work with Pax8 training, setting up L&Ls/other activities, etc.)
• Identifies issues and makes actionable recommendations to ensure optimum vendor performance across multiple process areas including sales, marketing, support, product, and billing.
• Regularly performs vendor on-site visits and provide feedback to vendors on product sales alignment (not limited to negotiations of MDF and promotions)
• Maintains an accurate org chart and territory map for each vendor
• Drives sales alignment against vendor’s organizational objectives
• Delivers monthly forecasts for each vendor to the VP of Business Development

Ideal Skills, Experience, and Competencies:

• At least seven (7) years of experience in a technical sales or engineer role
• At least four (4) years of experience in Channel Sales, preferably IT Channel of Network and Communications
• At least four (4) years of experience in account management, with quote-to-cash process experience
• At least three (3) years of experience at Pax8
• SaaS product experience – selling, handling, processing
• Proven business acumen and the ability to be socially aware of others’ personal drivers
• Knowledge and understanding of how the Sales Channel works
• Knowledge and understanding of sales strategies (e.g., how to set up a sales floor)
• Strong communication and presentation skills
• Proficiency with Salesforce
• Ability to facilitate meetings
• High level of organizational skills
• Ability to apply knowledge of business and the marketplace to advance the organization's goals
• Ability to build strong customer relationships and deliver customer-centric solutions
• Ability to see ahead to future possibilities and translate them to breakthrough strategies
• Ability to step up to address difficult issues, saying what needs to be said
• Ability to paint a compelling picture of the vision and strategy that motivates others to action
• Ability to build partnerships and work collaboratively with others to meet shared objectives
• Ability to develop and deliver multi-mode communications that convey a clear understanding of the unique needs of different audiences
• Ability to make sense of complex, high quantity, and sometimes contradictory information to effectively solve problems

Required Education & Certifications:

• B.A./B.S. in related field or equivalent work experience

Compensation:

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