Partner Manager

Our vision is to create a world-class business development and marketing capability for Kainos, fuelled by a diverse range of highly talented and motivated professionals working collaboratively and innovatively to ensure we continue our growth trajectory.

We do this via an open and supportive environment where colleagues can share information, learn from one another and excel in their own career.  With consistent ways of working aligned to industry best practice, we build sustainable and predictable sales pipelines for our market-leading offerings.

As a Partner Manager in Kainos, you will be responsible for managing strategic relationships with key partner(s), strengthening the Kainos brand, coordinating sales planning, campaign management execution, business development alignment and executive reporting.

Your key responsibilities will include:

• Growing business relationships, and driving Alliance plans with each assigned partner(s) to assure Kainos alignment and increase growth in region

• Integrate with global and local teams to unlock value from the channel to drive partner pipeline in the local market

• Manage and work with a select group of partners and our sales, marketing and delivery teams to define and execute joint sales and Go to Market (GTM) programs

• Engage partner(s) field sales organization, channels and end customers to create and drive revenue opportunities for Kainos 

• The Partner Manager will serve as an integral member with the global capability team and work directly with the Senior Sales Director and capability teams daily

• Demonstrates expertise in funding (inclusive of referral fees and MDF) programs and manages funding requests

• Integration with capability team to help define partner strategy

• Maintain a comprehensive relationship map of the partner and fosters trusted relationships with key partner contacts

• Enables Kainos Sales team and broader stakeholders internally on best practices in working with a partner

• Work with cross-functional teams and your alliances to create and execute strategic business plans, and to originate new business sales opportunities.

• Facilitates regional/industry partner engagement & partner marketing strategy (conferences, summits, QBRs)

• Promote the Kainos value proposition with partners & customers

• Developing strategies and identifying channels to target during strategic partnership efforts

• Ensure the adoption within Kainos of agreed business development tracking mechanisms to track performance of campaigns and general initiatives

• Creating and implementing optimization strategies to increase revenue

• Driving specific sales revenue through management of regular pipeline, opportunities, and business reviews with the partner and internal stakeholders

• Work closely with the Alliance’s customer base to ensure they are successfully engaging Kainos services

• Prepare and give business reviews, specific to your Alliances, to the senior management team.

What you bring to this role:

• Ability to develop relationships and work extensively at the executive level within the partner eco-system

• Extensive experience of partner delivery, sales or business development experience in the software/technology industry

• Must have both the sales skills and technical knowledge to make presentations and lead customer and partner related discussions to advance the sales process

• Strong technical acumen, along with working knowledge of the enterprise application ISVs and supporting ecosystems

• Strategic thinking – ability to grow with minimal guidance, be proactive, and handle uncertainty

• Demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions

• Must have driven complex campaigns and partner sales

• Experience driving partner go to market campaigns that include cross-functional teams across sales, marketing, and partners

• Experience engaging and influencing C-level executives

• Track record of successfully owning, driving and managing partnerships against quarterly targets

• Technical acumen, with experience driving emerging/disruptive technologies like open source software, virtualization and Software as a Service delivery models

• Experience developing unique joint value propositions and product strategy in a partner organisation

Please include KPI's and key metrics on your application.