Partner Field Engagement Manager - Ent

Job Summary

Working in conjunction with the Partner Sales Play Manager (SPM) and under supervision of the Director of Partner Business Development, the Partner Field Engagement Manager (FEM) is a critical part of our partner field engagement motion.

This role is 95% field facing and proactive. It is not a technical role. Candidate must understand partners’ products and services, solutions, Go-To-Market strategy and organizational structure.

It requires being proactive and having the ability to present well and represent CNXN value-add in front of the partner field organization.

Members of the partner field organization include sales, solution architects, industry CTO’s, marketing representatives and partner executives.

Role requires 40-50% travel and may include, but not limited to participating in partner field meetings, events, roundtables, partner staff meetings and field executive briefing centers visits.

• Enables ESG hyper-sales growth of core and adjacent products and services.
• Drives 3X top-of-funnel pipeline, reflected in Salesforce.
• Re-brands CNXN to partner’s field organization.
• Activate - documented 1 : 1 meeting with key stakeholders from your assigned partner. Map partner field team to CNXN account and account teams.
• Enable - documented enablement sessions with the partner, where you provide a CNXN presentation about our value-add and receive partner enablement field information and training.
• Participate - documented participation at field events, roundtables, partner staff meetings, SKOs, executive briefings, etc.
• Collaborate - strong collaboration with your assigned ESG Partner BD Sales Play Manager and partner CNXN PM, Sales and Marketing.

Degree requirements : Bachelor's Degree or the equivalent combination of education and work experience

Certifications, Licenses or Registrations required, if any : Partner sales and technical certifications as required by role

Minimum years of work experience to qualify for role : 8

Total years of work experience to be fully proficient : 10

Required competencies :

• Proficient use of Microsoft Office Suite, MS TEAMs, Cisco Webex and relevant internal business systems.
• IT aptitude with strong desire to continually learn and apply latest technologies. High aptitude to stay current and train on related technology areas.
• Experienced in partner relationship and customer-facing roles with success leading technical architecture discussions with senior customer executives, partner resources, sales and other internal partners.
• Fully competent knowledge of vendor specific technology.
• Fully competent knowledge of respective practice area technologies and related product solutions.
• Fully proficient account planning skills with experience in up-sell and cross-sell strategies.
• Ability to clearly articulate and demonstrate the value proposition to the customer.
• Fully skilled at providing IT solutions based on customer needs.
• Proven experience managing projects and delivering expectations, both internally and with clients.
• Action oriented with strong executional skills.
• Strong interpersonal and proactive communication skills with ability to collaborate with Account Managers and to engage customers.
• Highly self-motivated and results driven.
• Excellent time and self-management skills.

Additional preferred competencies or preferred qualifications, if any :

• Outgoing personality.
• Ability to network and build relationships quickly.
• Detail oriented and ability to document.
• Familiar with Salesforce.com.
21 days ago