The Role
You will be responsible for managing and developing Xtravirt’s growing relationship with hyperscaler partners including AWS, Google and Microsoft/Azure. Building strong relationships, you promote Xtravirt’s products and services, identifying routes to market and develop customer opportunities alongside the formalisation of co-sell and referral processes, educating sales teams and product owners within the partner organisation.
As a part of the partner management function, you collaborate closely with Client Sales, Pre-Sales and Product Development to ensure aligned products deliver profitable opportunities.
Developing Partner relationships
- You are responsible for developing relationships with assigned alliance partners
- You identify and build a network of contacts and relationships within targeted partner organisations
- You identify and progress strategies for growing Xtravirt’s revenue derived from managed partner, collaborating with partner sponsors where necessary
- You lead the development and communication of the Xtravirt value proposition translated for individual partners
- You lead the development of materials and assets which you use to facilitate the promotion of Xtravirt capabilities into the partner and partner-aligned customers
- You contribute to the development of Xtravirt products and services which support growth within the Partner network of customers increasing the Xtravirt addressable market
- You identify and collaborate to develop opportunities to grow depth of engagement with individual customers (wallet share)
- You understand and actively promote strategies and solutions which provide value to both Xtravirt and the Partner
Managing Partner relationships
- You are responsible for meeting the Partner sales plan
- You create and manage a partner account plan, monitoring and reporting performance against agreed targets and key performance indicators
- You schedule and chair partner relationship meetings at an agreed frequency
- You take responsibility for ensuring partner and customer satisfaction across the sales and delivery lifecycle, collaborating with Sales and Operations teams
- You manage the Sales pipeline of Partner aligned opportunities ensuring effective assessment and response in line with agreed processes and service levels
Required Skills and Experience
You will need the following skills for this role:
- Proven Sales experience
- Proven experience in managing Channel and/or Partner Sales relationships
- Experience in Sales of hyperscaler (AWS/Google/Azure) solutions and services beneficial
- Ability to lead, collaborate and manage personal priorities within a dynamic and fast growing organisation
