Partner Business Development Manager, Solutions
This position reports to the Director of Solutions - Eastern Region and supports the East Coast and New Zealand Partner Business Development strategy and execution for Insight’s Solutions team,
Responsibilities include managing Partner programs, working closely with ANZ Practice Mgrs and Sales to build “Partner Funded” pipeline in our Enterprise clients. Requiring Programmatic execution and meeting KPIs such as Partner-driven lead generation & sales bookings.
The role also involves Planning, Relationship building, Partner Enablement, Partner Account Planning, providing input to GTM strategy, and executing all strategic Partner programs.
The Partner BDM role is a key function of our business which is predominantly focused on MSFT Solution offerings (with associated partners). It is to develop, maintain and expand our sales coverage across the Partner eco-system and is a key measure of the traction we hold with these partners and therefore does directly influence Insight’s ability to develop pipeline in the Enterprise Market.
Key Requirements:
Proven track record in driving and implementing sales, marketing and / or business
development initiatives to drive new business
• Proven track record fostering executive connections within partner organisations and
leveraging partnership networks to develop territory alignment and sales plans in a partner
co-sell motion
• Likely to have 3+ years of commercial experience, including IT sales / marketing at a tech
company, or have held partner / alliances specialist roles.
• Experience working with Microsoft will be highly regarded
• Ability to influence multiple stakeholders internally and externally and to collaborate
across virtual teams
• Good negotiator, ability to influence partner mindshare
Strong verbal, written and presentation skills
• Customer-first mindset, relationship builder
• Hungry for results, outcome driven, growth mindset
• Tenacious, energetic, persistent
• Creative thinker and problem solver
• Ambitious, with a desire to learn and understand new and emerging technologies
• Ability to travel as needed
Principal Accountabilities & Responsibilities:
Executive Relationship Management – plans and manages the ANZ Partner Leadership Connections and fosters territory, industry, and account planning activities for the Partner BDM Team, working with Practice Mgt and the East Coast Sales team to drive Sales Bookings targets and GP attainment.
• Strategy – supports the East Coast & New Zealand Partner BD and growth strategy for Solutions. Seeks input on strategy from leaders, sellers, and marketers.
• New business & business development – responsible for driving new business leads and referrals from key partners including MSFT & Github. As well as Technology Partners such as Cisco and Dell to drive and secure Partner Deal registration for strategic Solutions opportunities.
Assist ANZ Practice Managers & Leaders to drive relevant partner sales, lead generation and marketing initiatives and campaigns
• Relationship building – develop and grow Solutions relationships with key partners including Microsoft, GitHub and Databricks. Also participating in strategic client meetings, as appropriate.
• Partner Enablement - responsible for hosting sales enablement sessions providing Partner updates and client success stories and operates as an integral function within the East Coast Solutions business.
• Partner Account Planning – support sellers to grow and accelerate key strategic accounts through greater collaboration with Insight’s partner ecosystem. Arranging 1:1 connections and team meetings with Sellers and MSFT specialists/leaders.
• GTM – provide input to Insight’s local GTM strategy and represent the voice of partners
• Partner programs – in collaboration with Insight leaders, build and execute joint partner programs, including solution accelerators and sales / marketing campaigns
• Programmatic execution – responsible for East Coast & New Zealand Partner BD operating
rhythm, cadence and reporting
Agility – the business needs to remain agile to work with our Partners both strategically and opportunistically. Operational tasks include requests for Partner Funding and working directly with Partners to facilitate program approvals for clients. Also maintaining a register of opportunities and reviewing these directly with the sellers to progress & qualify in/out.
Application Details:?
We are building a workplace where all people thrive, and individual difference is celebrated, and we seek out people from diverse backgrounds. So come join us and be part of our ongoing success.
We appreciate the time and effort you have put into your application. We will review your profile carefully and contact you as soon as possible to advise you on the outcome of your application. We encourage you to continue to pursue opportunities that align with your skills and career goals, and we wish you all the best in your dream job search.
This position reports to the Director of Solutions - Eastern Region and supports the East Coast and New Zealand Partner Business Development strategy and execution for Insight’s Solutions team,
Responsibilities include managing Partner programs, working closely with ANZ Practice Mgrs and Sales to build “Partner Funded” pipeline in our Enterprise clients. Requiring Programmatic execution and meeting KPIs such as Partner-driven lead generation & sales bookings.
The role also involves Planning, Relationship building, Partner Enablement, Partner Account Planning, providing input to GTM strategy, and executing all strategic Partner programs.
The Partner BDM role is a key function of our business which is predominantly focused on MSFT Solution offerings (with associated partners). It is to develop, maintain and expand our sales coverage across the Partner eco-system and is a key measure of the traction we hold with these partners and therefore does directly influence Insight’s ability to develop pipeline in the Enterprise Market.
Key Requirements:
Proven track record in driving and implementing sales, marketing and / or business
development initiatives to drive new business
• Proven track record fostering executive connections within partner organisations and
leveraging partnership networks to develop territory alignment and sales plans in a partner
co-sell motion
• Likely to have 3+ years of commercial experience, including IT sales / marketing at a tech
company, or have held partner / alliances specialist roles.
• Experience working with Microsoft will be highly regarded
• Ability to influence multiple stakeholders internally and externally and to collaborate
across virtual teams
• Good negotiator, ability to influence partner mindshare
Strong verbal, written and presentation skills
• Customer-first mindset, relationship builder
• Hungry for results, outcome driven, growth mindset
• Tenacious, energetic, persistent
• Creative thinker and problem solver
• Ambitious, with a desire to learn and understand new and emerging technologies
• Ability to travel as needed
Principal Accountabilities & Responsibilities:
Executive Relationship Management – plans and manages the ANZ Partner Leadership Connections and fosters territory, industry, and account planning activities for the Partner BDM Team, working with Practice Mgt and the East Coast Sales team to drive Sales Bookings targets and GP attainment.
• Strategy – supports the East Coast & New Zealand Partner BD and growth strategy for Solutions. Seeks input on strategy from leaders, sellers, and marketers.
• New business & business development – responsible for driving new business leads and referrals from key partners including MSFT & Github. As well as Technology Partners such as Cisco and Dell to drive and secure Partner Deal registration for strategic Solutions opportunities.
Assist ANZ Practice Managers & Leaders to drive relevant partner sales, lead generation and marketing initiatives and campaigns
• Relationship building – develop and grow Solutions relationships with key partners including Microsoft, GitHub and Databricks. Also participating in strategic client meetings, as appropriate.
• Partner Enablement - responsible for hosting sales enablement sessions providing Partner updates and client success stories and operates as an integral function within the East Coast Solutions business.
• Partner Account Planning – support sellers to grow and accelerate key strategic accounts through greater collaboration with Insight’s partner ecosystem. Arranging 1:1 connections and team meetings with Sellers and MSFT specialists/leaders.
• GTM – provide input to Insight’s local GTM strategy and represent the voice of partners
• Partner programs – in collaboration with Insight leaders, build and execute joint partner programs, including solution accelerators and sales / marketing campaigns
• Programmatic execution – responsible for East Coast & New Zealand Partner BD operating
rhythm, cadence and reporting
Agility – the business needs to remain agile to work with our Partners both strategically and opportunistically. Operational tasks include requests for Partner Funding and working directly with Partners to facilitate program approvals for clients. Also maintaining a register of opportunities and reviewing these directly with the sellers to progress & qualify in/out.
Application Details:?
We are building a workplace where all people thrive, and individual difference is celebrated, and we seek out people from diverse backgrounds. So come join us and be part of our ongoing success.
We appreciate the time and effort you have put into your application. We will review your profile carefully and contact you as soon as possible to advise you on the outcome of your application. We encourage you to continue to pursue opportunities that align with your skills and career goals, and we wish you all the best in your dream job search.
