Partner Director - North America

At IFS you will work in a growing, global enterprise software company built upon committed and empowered colleagues who come to work knowing they are making a difference. We work everyday with customers who continue to challenge their markets and competitors. As a challenger ourselves, we partner with our customers to guide them through their digital transformations and extract the most value out of our software solutions. We take pride in ensuring that our employees are able to achieve the company goals as well as develop their career. We believe empowered autonomy, committed colleagues and being part of a winning team are the keys to our success and what makes us great! We are #ForTheChallengers and if that resonates with you, we would love to hear from you!

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

JOB INFORMATION                                                                                                                      

Internal Job Title: Partner Director – North America

Department: North America Partner & Channel

Location: U.S.

Reports To: Vice President, Head of Partners and Channels, NA

SUMMARY                                     

The Partner Director works closely with the IFS Sales, Pre-sales and consulting teams in coordination with existing corporate Partner & Channel organizations to ensure that partners fulfil forecasted license revenue targets and perform successful IFS software implementations and transformation programs. This includes but is not limited to establishing processes to drive engagement cadence, ensuring that partner knowledge, skills and resource deployments are aligned with IFS’ interests and working to ensure partner activities are executed in a manner that achieves valuable customer outcomes.

The Partner Director will maintain responsibility for specific, named partners operating in North America and will serve as the primary steward of named North American partner activities. This role will drive the IFS agenda into the partner organizations, nurture and maintain executive relationships, and expand the IFS knowledge footprint across the partner landscape.

Responsibilities will include, but will not be limited to:

• ensuring partners are enabled to successfully engage with key prospects
• working with partners to identify and prosecute joint sales opportunities
• plan and support growth of the partner’s certified resource pool
• evangelizing IFS within the partner
• evangelizing the partner within IFS
• conducting revenue forecasts for partner-led transactions
• engaging with IFS sales executives and leaders to drive IFS revenue
• understand and navigate the partner’s services demand, capacity and related capabilities
• managing on-going relationship assurance activities to ensure high levels of customer, IFS and partner satisfaction

Essential Duties and Accountabilities

Specific responsibilities include:

• Developing and maintain productive IFS Partner relationships
• Performing business planning, QBRs and business review cycles
• Actively driving partner engagement in support of customer opportunity pursuits
• Identifying new business and revenue opportunities for IFS and the partner via demand generation plans and activities
• Leading regularly scheduled Partner Status Meetings
• Forecasting pipeline status and revenue from partners on a weekly, monthly, quarterly and annual basis
• Overseeing related Training and Certification programs
• Managing to the IFS and partner’s annual business plan
• Serving as the Primary Point of Contact for day to day business needs between IFS NA and the partner

Essential Functions

• Build partner commitment, capacity and a high trust relationship with IFS through:
• Effective multiyear Partner Business Plan (PBP). Coaching and guiding Partners to develop, grow and operate an IFS focused business.
• Personal contact with each managed partner, delivering proper IFS partner resources, and being the conduit for user-friendly relationships with the partner
• Connecting the right IFS resources to grow the partner’s impact to IFS
• Maintaining visibility into the partners’ IFS pipeline and delivering resources needed to assist them with moving the sales and deployment opportunities to close.
• Implementing global IFS policies and procedures to ensure profitable growth
• Developing partners to support IFS priorities and demand driven needs
• Effectively managing and coaching the partner sales teams in closing IFS opportunities
• Participating in efforts to establish and refine global partner programs, policies, procedures, and approaches

 Overall Required Competence

• Excellent communications skills with high-level of engagement
• Experience working with enterprise technology providers
• Experience working with large global partners (e.g., Accenture, Deloitte, TCS, Infosys, Capgemini)
• Ability to pitch IFS products, differentiators and strategies to partners
• Ability to establish and manage trusted relationships with senior business leaders
• Strong Business Acumen
• Strong commercial / sales business development background and expertise
• A solid understanding of marketing programs, events, and promotions, joint customer engagement with partners
• Hands-on, self-directed professional who plans, prepares and executes professionally
• Ability to work well with limited supervision and with limited resources, within a matrixed organization
• High levels of energy, enthusiasm and initiative
• Residence location is USA

Required Education and Experience

• Bachelor’s degree in Business Administration, Management, Marketing or a related field preferred
• Candidate would preferably have of 4+ years’ experience in a partner management, consulting services management, enterprise technology product sales, and/or project management role in the technology sector
• Candidate would preferably have significant experience of the enterprise software industry.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.