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Partnership Development Director
Digital River
Minnetonka, MN, United States
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Drives Partner Business Planning, Closes
• Net New Opportunities through Partners
• Develops an annual business plan (updated quarterly) for portfolio of partners including revenue, capacity, marketing expense, partner program participation, and performance monitoring
• Works in conjunction with partners to identify and qualify mutual prospects and clients, targeting profitable value opportunities for the sales pipeline
• Works closely with sales and demand gen to bring prospects and opportunities to partners based on fit and needs of prospect.
• Responsible for all partner influenced pipeline, partnering with sales on the deal, facilitating and supporting joint-sales collaboration between DR and partners, reporting partner pipeline updates
• Develops deal-specific win themes to assist partners in differentiating DR value proposition from competition. Works with partner sales teams and stakeholders to implement themes in deal pursuits.
• Pro-actively drives long sales cycles with partners, assuring clear timelines are in place and partner is performing their role to progress the opportunity per timeline.
• Supports contract negotiation and contract lifecycle for deal-specific contracts, clearly defining roles and responsibilities of DR, partners, and clients.
• Acts as a relationship liaison between partners and DR counterparts in account management, services, and support.
• Assures partners have adequate capacity of appropriately skilled professionals to perform service, support, and account management on a deal by deal basis as required.
• Ensures accuracy of CRM database of partner profiles, partner and prospect contacts, and partner-oriented leads and opportunities.
Partner Recruitment, Relationship Management, and Channel Marketing
• Targets high value partnerships that offer product capabilities, service and support, and/or market presence and leverage that is complimentary to DR’s capabilities and needs.
• Shepherd partners through the onboarding process, applying a deal/revenue-driven approach to prioritizing partner recruitment and initial engagements with DR clients.
• Training partner sales teams on DR offerings and value proposition and as specified by the partner program curriculum.
• Proactively manages partner relationships to assure DR is top-of-mind, compliance with contracts, performance standards as set forth in the partner program and agreements, and drives preventative or corrective action where needed.
• Represents DR at partner events and tradeshows, grows a strong network of Executive level contracts, and actively contributes to partner-oriented marketing campaigns and activities.
• Provides insight on market trends and partner needs and presents to leadership to ensure Digital River remains a leader in the market