Paris, France

Partner Manager

Europe, Middle East, Africa

Reports to: Sales Director

Position summary

The Partner Manager supports the SAEs in the Southern Europe Region in Spain; Italy and Portugal to maximize Winshuttle’s software license revenue by recruiting and managing reselling and Consulting partners. As an experienced partner manager and solution sales person, you will be managing the entire partner management and sales processes and building long-lasting relationships through your understanding of your partners’ business and customers’ business challenges.

The ideal candidate will bring a dynamic and enthusiastic attitude with a strong desire to win.  Success in this role will require an experienced networker with the ability to interact at the highest levels within Winshuttle’s partner and customer base. Excellent communication, negotiation and consultative skills with strong resilience and the ability to successfully exceed quarterly sales targets.

About Winshuttle

Are you interested in working in a fun, collaborative environment, for an award winning workplace? Winshuttle is dedicated to fostering a culture of respect and innovation to support and empower employees' ambitions. We're constantly looking for entrepreneurs who aren't afraid to think outside the box, and don't take themselves too seriously. We embrace and support our employees who seek opportunities for continued learning, inspire others, and live and breathe our core PACT values. We have a work hard, play hard mentality; we're constantly evolving lean solutions for ERP business processes by day, and dominating on the frisbee golf course by night. Our strength and competitive advantage stems from our awesome employees, and we strive to create a balanced work life that is as inspiring and rewarding as life at home. Think you might be a great fit?

Essential functions and responsibilities

  • Manage all aspects of partner relationships with Winshuttle, driving revenue and working with Marketing, Sales Engineering, Services and Support to ensure that partners effectively represent Winshuttle in all relevant respects.
  • Support and sign required level of partners to ensure reselling, support and subcontracting capacity for the Winshuttle Services Team
  • Plan and execute Yearly Business Plans, Quarterly and monthly business reviews with partners
  • Enable local partner sales team
  • Plan and drive with partner and marketing co-branded events with partners (breakfast events, Webinars, Blitz days…)
  • Support and help reselling partners in their sales cycle if/when needed and show Winshuttle commitment to the market
  • Address directly existing direct large accounts that Winshuttle may address directly. Manage the sales cycle from A to Z
  • Ramp up and Expand existing channel partnerships and develop an aggressive action plan to meet or exceed quota.
  • Recruit new partners with subject matter expertise to support Winshuttle´s key plays MasterData and Finance
  • Ensure that partners are capable of representing Winshuttle´s product portfolio in the context of solving customer´s business problems. Maintain operational excellence on a weekly basis by accurate forecasting and information flow to your Sales Director
  • Develop a 12-month pipeline of well qualified incremental business opportunities – Ensure partners forecast accuracy
  • Provide ongoing account management by meeting with partners and customers to maintain Winshuttle’s business relationship and identify new sales opportunities and aligning them with the corresponding SAEs.
  • Define partner enablement and readiness activities and manage the relationships between Winshuttle services and the Partner
  • Keep current and update to date on products and solutions
  • Do the first level of demonstration of Winshuttle software to assist partner if needed

Desired behaviors

  • Receptive to change – is flexible. Seeks and adopts improved approaches and processes.
  • Initiates action – is results-oriented, takes responsibility for actions and outcomes. Meets commitments and strives for high performance.
  • Manages the workload – makes timely decisions, prioritizes effectively, solves problems, monitors results and takes remedial action where necessary.
  • Technically proficient – knows the role and has a solid familiarity with tasks and responsibilities.
  • Takes responsibility for own learning – knows personal strengths and recognizes development needs. Is open to feedback and always seek to learn.
  • Communicates ideas – strong facilitation and written communication, proposes a way forward. Listens to views of colleagues and takes in diverse perspectives.
  • Works collaboratively – shares information, fosters teamwork and contributes to a positive work environment where people want to come to work.
  • Display ethical character and competence – acts with integrity and intent, is accountable for own actions, behaves according to the PACT values. Act as a good citizen of Winshuttle.

Knowledge

  • SAP (or other ERP) knowledge/experience a plus
  • Knowledge of the SAP partner ecosystem
  • How to sell technical software solutions that are tailored to meet a customers’ needs and demands
  • Proven ability to create a strategic sales plan, prioritize, and manage time around that plan
  • Ability to work under pressure and adapt to a changing environment
  • Possess analytical skill set, strong presentation skills, and ability to interact with any level within an organization
  • Must be comfortable selling technical software solutions to various business groups within an organization including; finance, human resources, sales and distribution, and information technology
  • High proficiency with Microsoft Excel, Access, Word, Outlook, and PowerPoint preferred
  • Fluent Spanish – Italian and/or Portuguese speaking capabilities would be appreciated

Experience

  • At least 5 years’ proven track record in achieving software licensing sales targets in partner management
  • Fluent Spanish – Italian and/or Portuguese speaking capabilities would be appreciated
  • Practical or consultative experience with SAP ERP preferred
  • Consistent over-achievement against quota and growing partners
  • Building strategic partner relationships that significantly contribute to increased business revenue
  • Proven Experience in building a reselling partner network
  • Proven Experience and skills in setting and implementing a partner strategy
  • Selling software solutions to various lines of business including Finance, Supply Chain, HR, IT etc.
  • Selling using a formal solution selling methodology (ideally CCS)
  • Proven ability to create and execute on Partner and Strategic Account Plans
  • Ability to successfully work remotely from main company offices

At Winshuttle, we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our products, and our community to flourish. Winshuttle is honored to be an equal opportunity workplace. We are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national orientation, age, citizenship, marital status, disability, gender identity, sexual orientation, or Veteran status.

This job posting does not imply that these are the only duties to be performed. Employees occupying this position will be required to follow any other-related instructions and to perform any other job related duties requested by their supervisor. To perform this job successfully, an individual must be able to perform each essential duty and meet the physical requirements satisfactorily. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

Privacy notice for applicants in France (Notice de confidentialité des candidats de Winshuttle)

Privacy notice for European applicants