Certinia

USA

Posted on: 11 June 2024

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Senior Partner Account Manager

U.S. Remote

WHO WE ARE

Certinia (formerly FinancialForce) delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company's Professional Services Automation (PSA), Customer Success, and ERP solutions—delivered on Salesforce’s leading cloud platform—provide services businesses with the intelligence and agility to deliver high-quality services, elevate customer experiences and accelerate growth. Headquartered in Austin Texas, with offices around the world, Certinia is backed by Haveli Investments, General Atlantic and Salesforce Ventures. For more information, visit www.certinia.com.

THE ROLE

The Senior Partner Account Manager will be responsible for defining and executing the strategic plan to build and manage a network of partners to support the North America region business. Specifically, the role will be responsible for the successful recruitment, enablement, management, and performance of strategic partner relationships in order to support Certinia’s growth objectives.

Reporting to our VP, Global Partner Alliances & Channels, this role functions with strong alignment and collaboration with the North America Sales team to deliver significant partner-sourced revenue, new referral pipeline, and management of key Systems Integrator (SI) partners to lead successful end customer solution implementations.

This role is responsible for driving sales pipeline and revenue from partners in North America, and ensuring that customers remain at the center of every partner project. The role will develop, maintain and deliver content that supports the goals and objectives of the Partner Alliances & Channels Organization for Certinia across the full range of our SaaS products, ensuring that the value and capability of Certinia solutions are fully recognized and demonstrated.

The ideal candidate will have both a business background that enables them to engage at the CXO level, as well as a sales background that enables them to manage joint GTM efforts and to easily interact with customers and sales executives. This person should have a demonstrated ability to think strategically about business, product, and technical challenges, as well as build and convey compelling value propositions and also orchestrate the creation and launch of SI partner-centric sales plays/campaigns.

A strong, proven background in sales and/ or account management is key, as is the ability to build and maintain strong relationships with partners, sales leaders and executives. An ability to establish, build and foster senior executive management for sponsorship is critical.

WHAT YOU WILL DO IN THIS ROLE

This role will work with the partners to create and execute strategic business plans, inclusive of partner practice development, enablement, and sales & demand generation initiatives.
Develop and deliver a clear, concise and actionable Partner strategic plan to support the growth objectives of the North America business
Be the catalyst to initiate joint engagements between the partner and Certinia Account Executives and Sales Leaders
Work with our Sales Team in a highly collaborative operating model to develop a strong pipeline of opportunities with partners to deliver against quarterly and annual sales targets
Work closely with the leadership teams of partners to create and drive revenue opportunities for Certinia while also ensuring the partners can attain their objectives
Serve as a key member of the Partner team in helping to define and drive partner participation in joint solution sets and supporting collateral
Become a trusted member of the sales team to own deal execution with the partner, leveraging partner programs, and coaching partners on best practices
Support the implementation of partner enablement processes. Drive existing and new partners to high levels of productivity.
Work with the wider Sales, Pre-sales, Customer Success and Professional Services to ensure the partner strategy and specific partner plans, are delivered and are cohesive across the region
Negotiate partner agreements (with management support)
Provide regular reports to communicate and highlight the achievements and progress of North America SI Partners and our ongoing partner strategy and GTM programs to senior management
Deep understanding of the North America partners’ capabilities and working to promote same to our Sales team and customer audiences.

WHAT YOU NEED TO BE SUCCESSFUL IN THIS ROLE

Business development, sales, account management, and partner ecosystem development experience and an understanding of the market landscape
Experience developing detailed Go-To-Market plans and executing against specific goals while driving governance and other mechanisms to drive accountability both on the partner side as well as internally at Certinia
Selling experience plus acumen and discipline to generate new opportunities with a strong focus on pipeline tracking, partner opportunity forecasting, and deal execution through the entire sales cycle
A referenceable track record of consistently exceeding quota and key performance metrics
Strong presentation skills and the ability to articulate complex concepts to cross-functional audiences
Demonstrated success in building and maintaining strong executive relationships within both ecosystem partners and Certinia leadership
A flair for building. We are seeking a builder who will establish new partnerships and efficient processes to create scale in our business.
Relentless energy and drive for results. A person who enjoys collaborating with others and also thrives when taking the initiative and being an owner in Certinia’s partner business.

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