Senior Partner Business Development Manager

Senior Partner Business Development Manager

As a Senior Partner Business Development Manager , your responsibilities will include managing Partner programs, working closely with ANZ Practice Mgrs, Practice Leaders and Account Managers to build “Partner Funded” pipeline in our Enterprise & SMC clients. We will also count on you to deliver Partner Enablement presentations for the team, some involvement in Account Planning and executing all strategic Partner programs.

• Executive Relationship Management – plan and manage the ANZ Partner leadership connections and fosters territory, industry, and account planning activities for the Partner BDM Team, working with Practice Mgt and the East Coast Sales team to drive Sales Bookings targets and GP attainment.
• New business & business development – be responsible for driving new business leads and referrals from key partners including MSFT, Databricks & Github. This may also involve Technology Partners such as Cisco and Dell to drive and secure Partner Deal registration for strategic Solutions opportunities.
• Support ANZ Practice Managers & Practice Leaders to drive Partner campaigns and marketing initiatives to build pipeline.
• Operational tasks involve effective research & confirmation of funding allowances permitted for each client, submitting & tracking Field and Partner led Funding requests in the portal to obtain Partner approvals.
• Manage and track projects as they’re delivered to obtain client approvals (proof of execution) to ensure funding is cleared/paid by the Partner.
• Maintain thorough reporting on funding requests (register of opportunities), track pipeline and review these directly with the sellers to progress & qualify in/out.
• Forecast accurately the weekly the pipeline of “Open”, “Won” and Closed opportunities in current month & quarter, using Excel and Salesforce.
• Report pipeline funding by Solutions capability in Salesforce and Excel.
• Relationship building – develop and grow Solutions relationships with key partners including Microsoft, GitHub and Databricks. Also participating in strategic client meetings, as appropriate.
• Partner Enablement – be responsible for hosting sales enablement sessions providing Partner updates and client success stories and operates as an integral function within the East Coast Solutions business.
• Partner Account Planning – support sellers to grow and accelerate key strategic accounts through greater collaboration with Company's partner ecosystem. Arranging 1:1 connections/introductions and team meetings with MSFT sales specialists/leaders.
• Partner programs – in collaboration with Company's leaders, build and execute joint partner programs, including solution accelerators and sales / marketing campaigns
• Programmatic execution – be responsible for East Coast & New Zealand Partner BD operating rhythm, cadence and reporting on pipeline and finalizing proof of execution for Solutions we deliver.

• Proven track record in driving and implementing sales, marketing and / or businessdevelopment initiatives to drive new business
• Proven track record working with senior leaders & Executives within partner organization eg Microsoft andleveraging partnership networks to develop territory alignment and sales plans in a partnerco-sell motion
• Likely to have 5+ years of commercial experience, including IT sales / marketing at a techcompany, or have held partner / alliances specialist roles.
• Experience working with Microsoft will be highly regarded
• Ability to influence multiple stakeholders internally and externally and to collaborate across virtual teams
• Extensive use ofExcel and Salesforce for CRM pipeline reporting, forecasting & analytics
• Strong verbal, written and presentation skills
• Customer-first mindset, relationship builder
• Hungry for results, outcome driven, growth mindset
• Tenacious, energetic, persistent
• Creative thinker and problem solver
• Ambitious, with a desire to learn and understand new and emerging technologies

• 14,000+ engaged teammates globally
• Certified GPTW (Great Place to Work)
• #20on Fortune’s World’s Best Workplaces list
• $9.2 billion in revenue
• Received 35+ industry and partner awards in the past year
• $1.4M+ total charitable contributions in 2023 by the company globally