We provide the technical skills necessary to enable the effective use of technologies combined with the business context to leverage a solution to solve our clients’ business challenges. We strive to fill the gaps in available technology with our own IP to reduce the barriers to adoption. We enable inclusive, immersive and highly personalized experiences for our clients and their customers. We build our products with a view to productizing and scaling technology to lower the costs and reduce the risks of implementing and managing our integrated solutions.
Each of our solutions starts with reliable and reputable e-commerce and MDM platforms, which run on enterprise grade infrastructure that are customized to meet a variety of client needs, situations, and budgets. Over the next 10 years we will add new categories and capabilities that will define frictionless commerce ecosystems. This is a journey of technology acceleration combined with consumer readiness and adoption. We are looking for people capable of adapting relentlessly to the rapidly evolving world around us.
Position Summary: The Partner Manager is an extraordinary ambassador and evangelist for commerce and understands the key role technology alliances and partners contribute to an omnichannel retail strategy. You will play an integral part in our growth by identifying and monetizing new go-to-market plays and pathways to new revenue through strategic partners and alliances. Holding accountability for both revenue generation and partner operational service delivery and satisfaction, this is an integral and highly important role for Pivotree’s revenue generation engine. Pivotree operates in a broad, interconnected ecosystem of eCommerce players, and the market moves very fast, thus placing a premium on our connectedness to commerce alliances and partners.
You will lead our transition into a deeply immersive, partner-centric culture that enables us to build a pathway to new business, improve our ability to learn, rapidly innovate based on those learnings, and improve our time to market for those innovations. You will be accountable for fostering a strong connection between Pivotree and our alliances and partners, building tactics and executing on with partners to mutual successes and outcomes. You will be involved in acquiring, nurturing and/or developing strategic commerce partnerships as an integral part of our mandate. You will build a pipeline and drive new Client (New Logo) acquisitions via channel and partners and maintain an industry-leading partner satisfaction score.
In this role, you will be accountable for working directly with ISV’s and Strategic Systems Integrators to find compatible ways to market and sell together. You have a track record of success and experience in new business development. In addition, you have suitable domain expertise within the broad ecommerce solution stack comprising the ecommerce software platform, professional services, and delivery of managed services and hosting. This role is open to anywhere remote in Canada and the United States.
Roles & Responsibilities: • Identify, secure, and develop strategic partnerships with Commerce ISVs, SI and alternative channels that lead to the acquisition of retail, merchants, and brand manufacturers • Build world-class partnerships that achieve both strategic (market impacting) and tactical (MRR and pipeline growth) objectives for Pivotree and our partners • Ensure service delivery and operational scorecards are being met and that our partners have strong affinity with Pivotree due to the excellence of service delivery for commerce based technology services • Achieve cross-functional alignment with partners relative to core elements of each partnership – sales, marketing, client success and operations • Build out an alliance/partner program and the relevant processes that foster the ability of Pivotree and partners to acquire and retain current customers, learn from each other, and develop innovative new solutions • Develop and implement a channel/partner strategy for the organization • Identify and monetize organic growth opportunities across all partner channels • Acquire, develop and manage executive relationships with strategic SI and ISV partners • Develop annual goals and objectives for growth through assigned partners, including the development and maintenance of viable business plans to ensure long-term goals are realized • Maintain personal relationships with key sales, business development and executive stakeholders • Educate and train the Partner’s Sales/Business Development teams and Executives on Pivotree offerings • Provide learnings and insights internally to improve Pivotree’s understanding of market trends, requirements and competition • Develop a standardized and structured approach for assessing partners based on quantitative and qualitative factors to ensure that Pivotree’s channel potential is optimized • Build/develop a pipeline of qualified new client logos via the partner and channels • Build, execute and maintain business plans with each assigned partner, including conducting Quarterly Business Reviews (QBR) • Support local marketing and business development activities with key partners in North America in support of pipeline development objectives • Maintain personal relationships with key sales, business development and executive stakeholders within the partner channel, and as appropriate, facilitate introductions to peers within Pivotree – from sales, operations, marketing and through to executives • Attend and represent Pivotree at Industry events, such as IRCE, Shop.org, etc. • Accountable for key metrics regarding channel development and effectiveness, including but not limited to the number of new partners acquired, the quality of those new partners, pipeline growth generated through the partner channel, and capturing continuously greater share of managed services business with that partner • Submit monthly analysis and sales and marketing reports, monthly reports on budget, pipeline, and revenue Key Skills and Competencies: • You possess a strong partner and channel orientation with commerce experience • You have built diverse executive relationships • You connect dots to trends and changes in the marketplace to Pivotree’s strategy • You can handle complexity, and has a strong bias to fact-based management, decision-making and analysis • You effectively analyze and solve problems, with a bias to action and results • You work comfortably in a matrixed environment with cross-functional processes and teams and can influence across functional teams • You have exceptional written and verbal communication skills • You have strong negotiation, persuasion and people management skills • You are comfortable in a technology environment with a natural curiosity and desire to stay informed regarding market trends • You are highly collaborative and have hands-on management style. You can work as part of the sales management team • You have supported partner networks and vendors that support retailers and commerce • You are familiar with the hosting industry and internet technologies Pivotree is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive and accessible workplace.
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