We are Progress (Nasdaq: PRGS) - the trusted provider of software that enables our customers to develop, deploy and manage responsible, AI-powered applications and experiences with agility and ease.We're proud to have a diverse, global team where we value the individual and enrich our culture by considering varied perspectives because we believe people power progress. Join us as a Senior Partner Account Manager, working between your home office and our office in San Jose Costa Rica, help us do what we do best: propelling business forward. You will play a crucial role in managing and growing the Latin America business working and developing a number of strategic partners in the region.The Senior Partner Account Manager will facilitate cross-functional collaboration within the Progress organization including Sales, Engineering and Development, Customer Support and Professional Services and as well as will facilitate and maintain successful relationships with customers, which will be measured by their willingness to be a reference, customer satisfaction levels, increased revenue levels and overall account penetration. To be successful in this role, you will build relationships while challenging partners to think differently about their business. You will act as a consultant for our partner community from a diverse background, so audience-centric communication, a good understanding of new technologies, and excellent presentation skills are a must.In this role, you will:
- Develop a Partner Engagement Model and implement specific Partner Sales Plans, resulting in identifying opportunities, solution adoption, integrated offerings and GTM strategies.
- Identify and secure a diverse set of relationships with the key decision makers for several types of partners (SI/SP, ISV, Disti, Reseller, OEM, Alliances).
- Build, qualify and report on pipeline.
- Generate revenue/bookings, license, subscription, services and new maintenance across all offerings.
- Proactively acquire industry/product knowledge across all platforms, applications and products to ultimately ensure quota attainment i.e. product seminars etc.
- Become a Partner ally by adopting a cadence of discovery and positioning with our prospects and customers to enable an aligned value offering.
- Troubleshoot and resolve Partner/Alliance conflicts across the entire cycle from prospect to close.
- Deliver high impact account/territory plans and presentations through teaming with key internal stakeholders, such as Sales, Marketing, Pre-sales, Product Management, Development, Finance, Professional Services and Tech Support.
- Engage in discussions to define business and technical/product challenges, map these to our technologies and then overcome objections.Your background:
- Proven experience managing Strategic Partners.
- Fluent in English, both written and verbal communications.
- Experience specific to indirect sales in software and/or services sales.
- Experience in consultative sales and building of service offerings with partners.
- Ability to manage multiple sales cycles and deal with any channel conflicts in a professional manner.
- Ability to effectively collaborate and work with internal teams.
- Highly motivated self-starter with the ability to drive business independently.
- Ability to support and manage the entire sales process from prospecting to closure.
- Experience in collaboration software sales is a plus.
- Travel up to 30%.If this sounds like you and fits your experience and career goals, we'd be happy to chat.Apply Now!Together,We Make ProgressProgress is an inclusive workplace where opportunities to succeed are available to everyone. As a multicultural company serving a global community, we encourage a wide range of points of view and celebrate our diverse backgrounds. Our unique combination of perspectives inspires innovation, connects us to our customers and positively affects our communities. It is only by working together and learning from each other that we make Progress. Join us! #J-18808-Ljbffr