Indirect Partner Sales Manager

Overview

Indirect Partner Sales Manager

Job Location s UK-London | UK-London | UK-Manchester | ES-Madrid | UK-Marlow Requisition   Category IDeaS (a SAS company) Position Type Professional

As an Indirect Partner Sales Manager is responsible for developing and executing activities that generate measurable sales and revenue impact from the consulting community, IDeaS ambassadors, technology partners and select channel partners and as a result strengthens IDeaS’ position in the hospitality technology and revenue management industry. The Indirect Partner Sales Manager establishes trusted relationships primarily with sales and commercial teams to deliver agreed joint commercial outcomes through partner sales enablement, marketing, and advocacy.

This role is focused on the EMEA region and reports to the AVP, EMEA Sales.

For clarification, the strategic and executive level relationship ownership at of the partner community resides with IDeaS’ Global Alliances team and the coordination and collaboration with this team is a key element of success. The role of Indirect Partner Sales Manager is focused principally on driving sales growth through engagement and enablement as an individual contributor.

This role will have elements of travel involved up to 25% across EMEA (this could be approximately up to 1 week a month potentially, not nesessarily as a block of travel) this involved attending trade shows, conferences, meetings etc.

What you’ll be doing...

• Partner Sales Strategy & Revenue Growth

» Identifies and prioritizes partner strategies by type of partner (consultant, ambassador, technology partners) to drive sales and / or pipeline growth by region, integration type, and scale of impact.

» Closely partnering with the Global Alliance team, works within existing partner tiering and investment models with clear rules of engagement, targets for property penetration, and defined success criteria.

» Creates and owns partner sales / revenue growth plans, including annual revenue targets, joint value propositions, ICP alignment, and measurable outcomes. These plans must be created at the region and sub-region level, the segment level, and for each of the individual partners who represent the top ten contributors to growth. Measurement against these plans, and status updates to these plans must be communicated quarterly to the community of stakeholders.

• Go-to-Market Execution

»Builds and launches repeatable GTM frameworks, including joint offers, messaging, pricing / packaging, and co-sell motions.

» Provides input and participates as needed in co-marketing campaigns, webinars, regional roadshows, and events in collaboration with Global Alliances, Marketing and Partner Marketing.

» Packages and delivers industry plays (e.g., brand conversion, new build, upsell bundles) with tailored talk tracks and customer references.

• Go to market Enablement

» Provides enablement, mentoring, and feedback to partner sales teams to ensure readiness and effective advocacy of IDeaS solutions. Contributes to ongoing role-based education in partnership with Global Alliance, Partner Marketing, Client Success etc. Provides input to further enhance existing partner playbooks and works with marketing and Global Alliances for additional playbooks as needed. Playbooks should include discovery questions, value narratives, competitive differentiators, and objection handling.

• Partner Marketing & Advocacy

» Develops joint value propositions and any required additional content (one-pagers, solution briefs, demo scripts, case studies) to accelerate partner sales efforts.

» Expands existing relationships with a focus on regional sales teams and commercial leadership, conduct sales / revenue focused reviews with partner sales / commercial teams, and provides input to further enhance the existing multi-level relationship maps in Salesforce.

» Positions IDeaS solutions as the first choice for recommendation by consultants and integration partners.

• Revenue & Operations

» Delivers measurable partner-sourced and partner-influenced pipeline aligned to IDeaS revenue targets.

» Improves attach rates and shorten cycle times in partner-influenced deals.

» Establishes…