Strategic Partner Manager

Posted 2 years ago

The Strategic Partner Manager is a quota-carrying role and will be responsible for managing key partner relationships in order to maximize sales leads and closed sales through our partner network.

We are looking for a passionate and energetic sales /alliance professional with a background in complex strategic programs/initiatives and a track record of surpassing revenue targets through joint sales. The successful candidate will own the end-to-end Go-To-Market relationship with several partners. Responsibilities will include cultivating and growing the partnership, developing the initial business plan, program development, field channel engagement, and closing sales.


  • Consistently meets and exceeds quarterly and annual sales targets.
  • Drives maximum revenue through each partner relationship.
  • Researches, develops, negotiates and closes partnering opportunities.
  • Schedules meetings with key executives at target accounts, partners and end clients on a regular basis.
  • Continuous outreach and communication with partners in your portfolio.
  • Works with Marketing to create effective market communications that leverage partnerships.
  • Creates client specific presentations, recommendations, and messaging that leverages the ObjectWave/partner relationship.
  • Effectively communicates plan, activities, and results to keep executive management and stakeholders engaged in.

ObjectWave’s partner program

  • Manages ObjectWave’s Partner Program and the formalization of partnering agreements.
  • Identifies key players and sales reps within the partner organization, facilitates lead generation.
  • Builds relationships and becomes a trusted advisor to our partners and their sales teams.
  • Develops strategies for targeting each individual partner, develops effective persuasive communications to convince partners of our value proposition.
  • Thoroughly understands the partner’s organization, business needs, go-to market strategies and sales processes.
  • Be the first point of contact for partners around all key areas (sales, marketing, operations, financial, etc.).
  • Works on their own and with Marketing to generate and qualify leads through online research, cold calling, networking and initial phone meetings.
  • Applies a consultative / problem-solving approach to fulfill client requirements.
  • Customer Acumen – actively understands each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape.
  • Remains updated on key industry trends and issues impacting prospects and customers.
  • Reviews public information (e.g. new executive appointments, earnings statements, press releases) for all prospects and their competitors.
  • Develops a deep understanding of client’s needs and, together with partner, proposes appropriate solutions.
  • Cultivates cross departmental relationships within ObjectWave to ensure delivery of the highest quality proposals, solutions and engagements.
  • Demonstrates leadership skills in marshaling internal resources to serve prospects, customers and partners.
  • Contributes to and influences the RFP/RFI process.
  • Responsible for contract ownership and getting timely MSA, NDA, SOW’s in place with client.
  • Builds and maintains an active pipeline of leads and opportunities in company CRM.
  • Maintains constant sales motion to advance and close opportunities.
  • Actively updates CRM with accurate account, partner and contact information.
  • Understands ObjectWave’s competition and effectively position solutions against them.
  • Actively networks within the industry to constantly improve knowledge and facilitate introduction to high-level prospects.
  • Attends trade shows and other events to help generate new sales leads and establish new relationships.


  • Bilingual Spanish/English would be a big plus.
  • 7+ years of consultative selling experience, agency background and/or experience with complex business software, e Commerce or IT solutions.
  • Proven track record as a top producer managing and prioritizing a portfolio of strategic partnerships.
  • Exceptional ability to think laterally & strategically; to connect the dots and come up with creative “win-win” value propositions for partnerships.
  • An execution-focused individual and team player who displays maturity commands trust, and inspires confidence.
  • Demonstrated ability to thrive in a dynamic, competitive environment.
  • Experience in the lead role of a team-selling environment.
  • Demonstrated success with large transactions and lengthy sales cycles in a fast-paced, consultative and competitive market.
  • Demonstrated success as a sales hunter – initiating and developing new accounts.
  • Excellent interpersonal and communication (listening, oral, written, presentation) skills.
  • Outstanding organization and prioritization skills, resulting in ability to multi-task and follow through on commitments.
  • Proven ability to sell to C-level executives.
  • Strong ability to prospect, close and manage complex sales cycles and accounts; such as leading RFP response and contract negotiations.
  • Strong analytical and problem solving capabilities.
  • Strong negotiation skills.
  • Ability to travel domestically and internationally (25%-35%).
  • Strong Word, PowerPoint and Excel skills.
  • Understanding of eCommerce processes and technologies is a plus.
  • Bachelors degree required, MBA or equivalent amount of education and experience preferred.
  • Industry experience in achieving or overachieving revenue targets of $5M+ is required.
  • Self-driven, motivated and results oriented, possesses exceptional business acumen.
  • Demonstrates the ability to socialize and network successfully and consistently.
  • Proven ability to leverage partner organizations and cross-functional team members to secure sales.
  • Entrepreneurial in nature.
  • Well established contacts and relationships in target industries is a plus.
  • Infectious passion for results.

ObjectWave is a digital marketing technology and services company. We provide consulting, implementation and managed solutions for eCommerce. With over 28 years of experience building enterprise level systems, ObjectWave brings a unique perspective to eCommerce implementations resulting in the best customer experience and accelerated eCommerce sales.

Job Features

Job CategorySales & Marketing

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