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Inside Channel Manager / Inside Partner Manager

LeaseQuery.com

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Posted on Friday, March 1, 2024

We are looking for a Channel Partner Manager to build and manage relationships between FinQuery and key channel partners across the United States. The ideal candidate has experience managing strong, profitable relationships with IT VAR’s/resellers. Reporting to Sr. Director Alliances and Channels, you'll be an important contributor to our Revenue team and provide continuous feedback on ways to improve our channel organization.

This is an account management and business development position that carries revenue targets, pipeline management responsibilities and partner competency targets alongside other key performance indicators. The Channel Manager has overall ownership of recruiting, training and enabling channel partners who focus on selling solutions to IT and Finance departments of middle-market companies. The Channel Manager will build relationships from executive-level through to operational field sales within Resellers and System Integrators (VARs and SIs).

The Channel Manager will be assisted by a Pre-sales Systems Engineer as well as being supported by a channel enablement and inside sales team. Additionally, the Channel Manager will be responsible for building comprehensive business plans for their key partners and will facilitate joint marketing and demand generation campaigns with partners in conjunction with the Channel Marketing Manager.

We are looking for out-going relationship builders who seek out opportunities and solve problems creatively.

What you will be doing:

Develop and own partner strategy, strategic account plans, and key executive relationships - including growth opportunities, action planning, and revenue forecasting.
Achieving revenue targets and goals within the defined territory.
Developing and executing territory plans with the focus on channel partners who sell to mid-market customers.
Recruiting, training and enabling channel partners (VARs and SIs) that sell to IT.
Drive partner enablement and training initiatives to ensure partners have the necessary knowledge and skills to effectively promote and sell FinQuery solutions
Establish and build long-term and productive relationships with channel partners.
Structure proposals working with internal support functions to negotiate and close deals.
Be the first point of contact for partners around all key areas (training, enablement, opportunity assistance, lead generation, etc.)
Maintain a thorough understanding of FinQuery’s solution offering and its competitive advantages, actively monitor the competitive landscape and provide feedback to the business.
Designing, executing, and closing on technical and GTM joint value partnership campaigns
Gain a deep understanding of the channel partners you specifically manage and maintain / update information in Salesforce.. Ensuring all information supplied is up-to-date, accurate and comprehensive.
Collaborate with account executives and customer success managers to find revenue opportunities.
Actively contribute towards the improvement of the team and operation, participating in team meetings, discussions and other activities with a focus of development.

What experience and skills we need you to have:

4+ years of experience working with regional or national IT channel partners
Effective at running monthly, quarterly and annual business reviews with partners
Proven track record creating champions within channel partners to drive demand generation
Built business cases aligning solutions to business goals of end users
Ability to implement marketing plans and coordination of marketing activities
Able to identify, develop and acquire new partners
Display repeated success in encouraging existing partners in their sales activities
Led sales and product trainings
Successfully run sales activities with partners
Worked supporting partners in identifying opportunities and closing projects
Knows how to report numbers and activities, and do forecasting

Benefits:

Flexible PTO (including 11 holidays and your birthday off)
401(k) plan with employer matching
Great health benefits with multiple plan option
Option to choose between in office, fully remote, or a hybrid work environment for all employees
Sabbatical program (4 weeks after 5 years of service)
Casual dress environment (when in office)
Catered lunches every Tuesday and Thursday
Company events each quarter
Signing stipend for a work-from-home setup
Free gym membership at our office
Annual employee development program stipend of $2,000 for each employee
Flexible parental leave with 10 weeks paid leave for ALL new parents
Fertility/adoption assistance
Annual tutoring stipend for your children
Mentorship program available immediately
Regular team outings
Advancement opportunities based on results, not politics
Culture that emphasizes inclusiveness driven by our REDI Committee

About Us

FinQuery is an innovative contract & spend intelligence company whose solutions are used by over 7,000 organizations worldwide. What sets us apart is that we’re the only provider offering complete visibility into an organization’s largest areas of spend – leases, software subscriptions, and other financial contracts – all in one platform.

Our platform provides our customers with unprecedented insight that drives informed decisions on their largest areas of spend and allows organizations to solve problems that matter for their business.

FinQuery is an equal opportunity employer to all persons, free from restrictions and prejudice based upon race, color, creed, religion, sex, domestic relationship status, parental status, family status, sexual orientation, national origin, gender identity, age, and disability status. FinQuery maintains a drug-free workplace.