Partner Solution Sales (Cloud & AI)

## About the role - Collaborates with segment sellers and other internal stakeholders on partner co-selling efforts with portfolio of assigned partners to drive sales pipeline. - Leads collaboration between internal and external stakeholders to accelerate deal execution, leverage investments, and accelerate sales. - Tracks cloud solution area co-sell pipeline performance and independently addresses low performance through correction of errors (CoE) efforts. - Tracks partner sales capabilities and capacities for sales practice acceleration and growth. - Tracks partner incentive utilization and impact on pipeline velocity, and provides recommendations to partner to improve performance. - Tracks quarterly forecast to ensure it meets and/or exceeds revenue accountability. ## Partner Engagement - Independently works with prioritized solution area-aligned partners to identify new opportunities with customers. - Drives the qualified partner pipeline and progress it through the sales cycle. - Ensures partner adoption of investment levers to create opportunities and accelerate deal velocity. - Encourages partners to identify and share security related opportunities with specialized partners. - Drives the acceleration of cloud solution area sales practice with partners, with a focus on pipeline, go-to-market (GTM) sales and co-sell execution. - Drives a predictable cloud solution area rhythm of business (RoB) and addresses performance issues with partners to ensure delivery of cloud solution area partner targets. - Independently collaborates with segment sales teams to ensure co-sell performance with partners through joint execution. - Shares best practices for co-selling with partners and global peers through community forums, contributes to listening circles and contributes to worldwide learning initiatives as a subject matter expert, including supporting peers with security optimization strategies to strengthen co-sell approaches and knowledge-sharing initiatives. - Shares market local solution area business momentum insights and corporate research for customer demand. ## Partner Solution Area Sales Plan - Creates joint solution area sales plans in partnership with prioritized partners in their solution area portfolio relevant to customer segment to address customer needs and drive quarterly revenue accountability. - Independently identifies, understands, and evaluates partners' cloud solution area sales practice(s), addressing and aligning to security partner targets. - Contributes to the strategic alignment with organizational units and overall partner business plans to meet sales objectives. ## Sales Process & Sales Management - Independently initiates solution area sales planning with assigned partners and ensures coverage to support targets. - Owns a predictable sales pipeline rhythm of business (RoB) with assigned solution area partners. - Manages top partner deals and overall partner revenue aligned to solution area. - Coaches partners on solution play and ensures partners have capability and capacity to deliver the value proposition of the solution play. - Leads business reviews with key partner stakeholders and holds partners accountable for delivery against agreed plan. ## Requirements - Bachelor's Degree AND 4+ years experience in core sales, partner sales, industry or solution selling or business development OR equivalent experience with the Cloud & Technology space. - Understanding of Cloud & AI technologies & their application to drive customer outcomes is paramount; as you will need to sell & help partner's sales team. ## What we offer - This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.