Michael Baker International
Partner Manager (Finance)
This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required. Other duties, responsibilities and activities may change or be assigned at any time with or without notice.
Michael Baker International is seeking a qualified Partner and Channel Sales Manager to join Michael Bakers DATAMARK GIS team. This is an opportunity to work within a dynamic industry leading NG9-1-1 GIS solutions and services firms. Our public safety practice seeks a Partner and Channel Sales Manager who will leverage our dynamic team and cloud native software to deliver Public Safety solutions for local, state and federal clients. This individual will need to have strong partner management/sales leadership capabilities and business judgement to develop new opportunities with both existing and new partners. The ideal candidate will have strong ESInet, Next Generation Core Service and Computer Aided Dispatch relationships and serve as the subject matter expert for DATAMARK technology and channel sales partners and the go-to partnership resource to increase business development markets.
This positions role is to create and expand long-term, multi-dimensional partnerships with leading Public Safety and GIS partners that create a strong value proposition for each other's businesses. Collaborate with the Business Development team and channel partners to upsell and cross-sell into existing customers. Reporting to the Director of Strategic Accounts, the Partner and Channel Sales Manager is responsible for supporting the business development and product teams identify, analyze, negotiate, and manage partnerships that will help achieve and exceed top line growth goals. The Partner and Channel Sales Manager will also formalize the partner development processes that can be used by all business development and product team members. The Partner and Channel Sales Manager will be expected to operate independently while keeping executive leadership informed as to the status of each business development effort and partner management activity within defined metrics. Collaborate with DATAMARK Business Administration Management and Product teams to develop key marketing material. Participate and represent DATAMARK at conferences, seminars, and events to increase brand awareness and cultivate new relationships.
REQUIRED QUALIFICATIONS
B2B Sales, Channel and Partner Management
Bachelor's degree, preferably in Business/Marketing/Technology
10 years of proven experience with a similar role and responsibility may be substituted for a degree
10 years of public safety or 9-1-1 experience
7 years of sales management experience
3 years of sales partner management
3 years of subcontractor management for services
Demonstrated experience in strategic partner management
Demonstrated experience in developing a detailed understanding of the companys strategic goals and initiatives, the state of the competition and industry, and the scope of business offerings
Partner Identification
Demonstrated experience in identifying prospective partners:
Conducting research and due diligence to determine which companies have the most potential partnership value
Developing a holistic picture of potential NG9-1-1 partnerships
Understanding the potential Partner's strategic and marketing goals and initiatives, the state of the Partner's competition and industry, and the current and future scope of the Partner's business
Identifying opportunities and solutions for prospective partners that help define the value of partnering with DATAMARK
Targeting new potential partners in accordance with the business development and growth strategy
Communicating partners value to internal stakeholders
Partner Negotiations and Agreements
Demonstrated experience in partner negotiations and agreements:
Articulating DATAMARKs vision, services and solutions portfolio, and the value to a potential partner
Constructing a proposal for the partnership
Developing initial contract terms based on the Partners and your companys goals and capabilities
Developing a top line growth financial model of the proposed contract terms with estimated revenues, values and costs to implement each term of the contract over the contract life
Documenting goals, limitations and issues in execution of the proposal terms
Using fact-based negotiations to finalize contact terms
Demonstrated experience in monitoring and maintaining partnerships:
Tracking partners opportunity status in conjunction with business development and delivery staff
Maintaining relationships with partners
Tracking partner agreements to include agreement compliance and renewals
Proactively seeking opportunities to drive material value for all parties by identifying, developing and negotiating new initiatives with the partner
Maintaining appropriate metrics to reflect the partnership return on investment and providing to company stakeholders
Developing an understanding of ongoing trends in the marketplace and the partners business to keep ahead of partner expectations and competition for partner resources
Manage performance expectations between partners, staff, and customers
Additional Qualifications
Demonstrated ability to work in a fast-paced, high-performance team environment and to collaborate with the larger companys management and business development
Demonstrated experience in marketing strategy, account planning, account management, and business development
Develop annual and long-term account strategy development and execution plan
Strong computer skills with advanced knowledge of Microsoft Office 360
Willingness to travel 25-50% of the time
DESIRED QUALIFICATIONS
B2B Sales, Channel and Partner Development
MBA strongly preferred
10 years of executive sales management experience
5 years of sales partner management
5 years of subcontractor management for services
Experience working with Fortune 500 company partners
Experience in SaaS sales and articulating value proposition
Partner Identification
Demonstrated understanding of Public Safety and NG9-1-1 GIS market dynamics and competitive landscape
Knowledge of firms offering software and/or services in the Public Safety GIS market
Partner Negotiations and Agreements
Experience with establishing a successful partnership strategy and partner acquisition process for a software and services firm
Partner Status
Experience with implementing a partner status process
Experience with establishing standard partner return-on-investment reporting
Additional Qualifications
Familiarity with DATAMARK products and services
Demonstrated experience in financial models and return on investment
MICHAEL BAKER INTERNATIONAL EEO STATEMENT
Michael Baker International is proud to be an Affirmative Action/Equal Opportunity Employer. Michael Baker International provides equal employment opportunity for all persons, in all facets of employment. Michael Baker International maintains a drug-free workplace and performs pre-employment substance abuse testing and background checks. We encourage all qualified applicants to apply for any open position for which they feel they are qualified and all will receive consideration for employment without regard to race, color, religion, age, gender, sexual orientation, gender identity, national origin, citizenship status, marital status, genetic information, disability, protected veteran status or any other legally protected status.
EEO is the Law. Applicants to and employees of Michael Baker International are protected under Federal law from discrimination.Michael Baker International is seeking a qualified Partner and Channel Sales Manager to join Michael Bakers DATAMARK GIS team. This is an opportunity to work within a dynamic industry leading NG9-1-1 GIS solutions and services firms.