Partner Sales Manager

Omnissa

3d•Remote

About The Position

We are Omnissa! Omnissa is the first AI-driven digital work platform, built to support flexible, secure, work-from anywhere experiences. We integrate industry-leading solutions—including Unified Endpoint Management, Virtual Apps and Desktops, Digital Employee Experience, and Security & Compliance—into a seamless, autonomous workspace that adapts to how people work. Our platform boosts employee engagement while optimizing IT operations, security, and cost. Guided by our Core Values—Act in Alignment, Build Trust, Foster Inclusiveness, Drive Efficiency, and Maximize Customer Value—we’re growing rapidly and committed to delivering meaningful impact. If you're passionate about shaping the future of work, we’d love to hear from you. What is the Opportunity: The Partner Sales Manager at Omnissa is an amazing opportunity for the sales professional who has a history of completely dominating their territory and who wants to make an impact on building an industry-leading channel for the EUC industry leader. The Partner Sales Manager (PSM) for Omnissa will lead the channel business across multiple (7 - 10) sales teams in the assigned territory. The position will be building and managing key relationships with some of the biggest resellers and solution providers in the business. In this role, you will work with cross-functional teams from Omnissa’s Field Sales, Systems Engineering, Partner & Field Marketing, Alliances and other partner teams, as they will be key resources for you to leverage to attain and exceed sales performance goals. The PSM is responsible for meeting and exceeding the assigned the quota for the region. PSMs will grow the channel business in their regions through driving strategic partner planning, enablement, sales acceleration and pipeline generation activities.

Requirements

10 + years of experience working with resellers as a Channel Account Manager
Hunter mentality – ability to get in front of partner executives and show the value of Omnissa to their business
Executive Level relationships with key partners in the region
Understands the reseller business model and how Omnissa fits into that model
Team Player – able to work well with all functional groups within Omnissa
Track record of success and over-achievement in previous positions
Expert in Salesforce.com
50%+ Travel is required
Must be located in one of the following: Southern California, Northern California, Phoenix, Boston, New York, Austin, or Chicago

Nice To Haves

Hard working, self-driven and highly motivated individual with great team spirit
Great relation and reputation with key partners in assigned region
Able to present in front of bigger audience and hosting events with and for partners and end-customers
Able to identify and initiate deals with partners, work on deals and close them with a partner in close sync with Omnissa Account Teams
Experience working with local regional channel partners
Effective at quarterly and yearly planning of sales activities
Ability to implement marketing plans and coordination of marketing activities
Able to identify, develop and acquire new partners
Display repeated success in encouraging existing partners in their sales activities
Ability to execute channel programs and drive sales and product trainings
Strong presenter on reseller and end-customer events
Successfully run sales activities with partners
Strong analytic and forecasting capabilities

Responsibilities

Work with partners to drive partner-initiated pipeline growth and “at bats” for Omnissa products and solutions
Develop key focus partners in regions to maximize Omnissa’s revenue potential
Conduct business planning, marketing/demand generation activities to drive partner initiated business within the region’s focus partners
Drive account mappings and field sales engagement with partners to build joint selling engagement opportunities across Omnissa sales teams and the focus partners within the region
Deliver enablement sessions to train our partners field sales/SE staff
Leverage your existing strong relationships with key decision makers within the region’s focus partners to drive partner mindshare and set Omnissa as a strategic partner within the partner’s business.
Work closely with Regional Sales Managers and Sale leadership to grow revenue in each territory by focusing on National and Regional re- sellers
Develop and implement regional business plan with input from Regional Sales Managers
Possess in-depth knowledge of key competitors and demonstrate the ability to articulate Omnissa’s advantageous position to end users and partners
Manage Deal Registration, Non-Standard Pricing, Spiff Payments, and Sales process
Exceed territory quota