Students, if you wish to submit an application including your resume, then please login with your student number and portal password on the left.
Employers, if you wish to wish to place a job or intership on the Job Portal then please use the "Employee Login" link above.
Partner Program Channel Specialist - German, French, Italian, Spanish, English Market
Posted by: ServiceSource
Posted date: 02-May-2019
Location: Dublin South
At ServiceSource, we strive to find and grow exceptional people like you. Working at ServiceSource, you will be a part of an engaging, energetic, and entrepreneurial work environment while having the stability and influence of a nearly 20-year industry leader behind you. ServiceSource is a place where you can GROW, both personally and professionally, while expanding your skills in sales, customer success and people management.
Partner Program Channel Specialist (High Touch)
You will be responsible for managing a portfolio of approximately 50 partners. The primary goal of this team is to accelerate revenue and profitability of the L2 tierpartners (L1 tier of partners are those who have achieved a basic level of certification to become Google Cloud Partners. L2 tier of partners are those who have achieved ‘premier’ status by achieving a higher level of certification and specialization.) byproviding end-to-end consultative guidance to grow partners within the tier and where possible, to grow partners to be strategic for Google Cloud.
This will include creation of joint business plans, increasing partners’ scope of influence in the market by identifying and leveraging competitive differentiators, maximizing partner profitability by leveraging all available incentives and by prioritizing the right opportunities, helping partners build specialization and vertical focus. Balancing these goals with a premium partner experience is critical.
In this role you will be available as a service through email, phone, video chat and on-air events to a limited number of partners belonging to the T2 partner tier. This service will be available to them, in addition to the Help Desk/Concierge service and so must fully leverage and be in sync with the activities run by the concierge.
The Partner Program Channel Specialists are experienced partner managers who are goal-oriented, self-motivated, self-managedand are focused on building strong relationships with Google Cloud partners with the aim of enabling them with the necessary information to help them grow their own business while meeting and exceeding customer expectations.
Team and IndividualGoals
Develop joint business plans for100% of partners:all partners within the team’s portfolio. Ensure that partners are bought in to what is expected of them and have clarity on the tools and resources available from Google to help them achieve thoseplans
Combine a strong working knowledge of industry, regional nuances and partner business models to coach partners to increase their relevance to customers and specialized capabilities
Work towards team and individual goals for KPI’s like pipeline targets, partner portfolio revenue targets, certifications and partner development measures such as specializations
Strive for exceptional partner engagement by providing relevant, accurate and timely information to help partners capture opportunities and drive revenue acceleration
Help team members or advise managers on creating efficiencies in workflow and identifying programmatic opportunities to achieve targets
Collaborate with cross-functional teams, like partner enablement, partner support, partner onboarding or partner sales to highlight needs of partners that are not met by the Partner Program and to act as a conduit for existing resources to the Partners
Proactively communicate top issues identified with the partners and propose solutions to improve our partner journey
Proactively generate and communicate actionable insights, at the industry-level, geography-level to enable partners to generate greater, more specialized value for customers
Manage and develop strong relationships with our partnersand ensure premier experience for each individual partner
Educate partners on the Partner Program, Incentives such as PIP/MDF/PIP Accelerated and so on, Enablement Materials and Google’s products that they can leverage to keep a healthy sales cycle in their pipeline
Provide excellent service to the partners by proactively understanding and creatively solving partners’ problems
Proactively analyse a combination of data trends, market dynamics and partner performance, identify opportunities and create plans to capture those opportunities
Contribute to creating and updating Google support knowledge base
Systems and Policy Knowledge
A thorough understanding of SFDC And Google Partner Sales Tools
A clear understanding of partner journeysso as toleverage all available enablement resources to equip partners to get certified, achieve specialization and reach premier status
Use productivity tools such as email, telephony, chat, video conference solutions and YouTube live / Hangouts on air
Familiaritywith analysis tools such asBigQueryto generate insights from channel data
Minimum 8-10 years’ experience required in channel management, inbound customer support, account management, business development or inside sales/channel sales, preferably at a tech company and/or SaaS company
Strong understanding of IaaS, PaaS, SaaS and the cloud industry
Strong communication skills with a proactive and positive approach to tasks
Objective and analytical approach to decision making
Performance oriented - motivated by sales/activity targets and competition
Proven ability to build relationships and deliver in a cross-functional / matrixed environment
Strong work ethic and ability to work with minimal supervision
Ability to maintain control of communication length and direction and articulate under pressure
Ability to work independently, prioritize effectively and balance multiple, disparate work streams
Ability to assess a partner’s needs and recommend a course of action
Advanced customer service skills primarily focusing on identifying key opportunities and addressing them quickly andscalably
A strong understanding of the cloud industry including the partner ecosystem and they key players
Must have a passion for learning and knowledge share
Experience working with theIaaS, PaaS, SaaS industry and a strong understanding of the competitive landscape