The Role
Perforce is a community of collaborative experts, problem solvers, and possibility seekers who believe work should be both challenging and fun. We are proud to inspire creativity, foster belonging, support collaboration, and encourage wellness. At Perforce, you’ll work with and learn from some of the best and brightest in business. Before you know it, you’ll be in the middle of a rewarding career at a company headed in one direction: upward.
With a global footprint spanning more than 80 countries and including over 75% of the Fortune 100, Perforce Software, Inc. is trusted by the world’s leading brands to deliver solutions for the toughest challenges. The best run DevOps teams in the world choose Perforce.
Position Summary:
Veronika Westerlund, Regional VP Channel & Alliances, at Perforce is searching for a Partner Ecosystem Manager for Perforce’s Data Management, Compliance and Testing brands, to join the team. She is looking for an individual to strategically recruit, enable, and drive sales through and with partners to end-user customers and prospects. The ideal candidate will expertly collaborate with a select group of value-added resellers and systems integrators to identify incremental sales opportunities and accelerate existing sales campaigns. A Perforce partner also has the opportunity to enhance Perforce’s professional services delivery teams. Our objective is to expand our business reach through a non-competing, joint-selling partner program. The Perforce partner program offers a robust platform for partners to invest in and build a long-term, financially rewarding business relationship with their customers and Perforce.
This role requires an independent, autonomous, and innovative individual who excels in a team environment, successfully collaborating with both internal and external key stakeholders and teams. Ensuring customer and partner satisfaction is crucial for fostering a long-term SW subscription and services business.
We are passionate about helping enterprises use data to accelerate data-driven transformation. Our DevOps Data Platform combines enterprise - wide data coverage with data compliance to enable modern CI/CD workflows, accelerate the journey to the cloud, transform customer experiences and increase the adoption of disruptive AI technologies.
Requirements:
- 10+ years of progressive experience in enterprise channel/partner management.
- Demonstrated success in recruiting, developing, and managing relationships with VARs, SI’s, and Technology partners at a senior level.
- Territory: Southern Europe, France, Portugal, Italy, Middle East and North Africa.
- Cultural and operational complexity of the territories to reinforce the need for candidates with regional experience.
- Language skills: Fluency in English is required, along with at least one of the following languages: French, Spanish, Italian, Arabic. Multilingual candidates are strongly preferred.
- Strong strategic planning and execution skills, with the ability to drive complex sales cycles and exceed sales quotas.
- Proven history of exceeding software sales quotas through strategic partners, with expertise in enterprise, transactional, and subscription licensing sales models.
- Experience selling alongside partners at the CxO and Senior Sales Business Manager levels, with exceptional relationship-building skills.
- Strong technical understanding with the ability to translate technical capabilities into business value for partners and clients.
- Deep understanding of enterprise software, preferably in DevOps, data compliance, or testing/QA tools but at least technology industry.
- Superior presentation, verbal, and written communication skills, with the ability to influence and engage stakeholders at all levels.
- Comfortable working with multiple internal teams, including senior executives, and building and maintaining relationships with clients and partners.
- Self-starter who is competitive, takes initiative, and thrives in a fast-paced, dynamic work environment, with a strategic mindset to drive new partner initiatives.
- Extensive experience managing, tracking, and reporting on partner activities and results using Salesforce CRM or similar platforms.
- Develop in-depth knowledge of Perforce products, industry trends, and competition, with the ability to stay current and adapt strategies accordingly.
- Preferably Bachelor's degree or higher
- Ability and willingness to travel approximately 50% of the time, including international travel as needed.
- Demonstrated ability to develop and implement innovative strategies for partner engagement and sales performance improvement.
Responsibilities:
- Meet or exceed assigned sales quotas within the territory.
- Drive partner-driven sales activity to consistently achieve quarterly and annual sales targets.
- Proactively recruit, qualify, and onboard high-potential partners.
- Develop and implement Partner Quarterly Business Reviews, ensuring mutual performance objectives and financial targets are met.
- Generate leads and identify new sales opportunities within the partner ecosystem.
- Facilitate joint account planning with partners and Perforce sales teams to develop and close opportunities.
- Execute plans to develop partners' sales, pre-sales, and delivery capabilities on the Perforce Solutions.
- Apply Perforce training programs to ensure partners are well-equipped to sell and support Perforce solutions.
- Build and maintain strong relationships with key value-added resellers and systems integrators.
- Drive customer success, retention, adoption, and revenue growth through strategic partnerships.
- Identify and execute joint marketing campaigns, win/success stories, and case studies with partners.
- Support co-marketing events to increase brand visibility and lead generation.
- Provide regular governance of sales analysis, pipeline reviews, and revenue opportunities.
- Manage, track, and report on all partner activities and results using Salesforce CRM.
- Manage potential partner conflict by fostering excellent communication and adhering to partner rules of engagement.
- Ensure seamless coordination with internal teams including direct sales, inside sales, marketing, and service resources.
- Maintain in-depth knowledge of Perforce products and industry trends.
- Continuously seek innovative strategies to improve partner engagement and sales performance.
Achieve and Exceed Sales Quotas
Expand and Optimize Partner Ecosystem
Drive Lead Generation and Opportunity Development
Enhance Partner Sales Capabilities
Foster Strategic Relationships and Partner Success
Lead Joint Marketing Initiatives
Ensure Robust Governance and Reporting
Mitigate Partner Conflict and Foster Communication
Stay Informed and Innovative
Come work with us! Our team members are valued for their contributions, introduced to new opportunities, and rewarded well. Perforce combines the experience and rewards of a start-up with the security of an established and privately held profitable company.
If you are passionate about the technology that impacts our day-to-day lives and want to work with talented and dedicated people across the globe, apply today!
www.perforce.com
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The Company
What We Do
The best run DevOps teams in the world choose Perforce to remove bottlenecks to speed up and deliver app experiences that move the needle. With Perforce’s suite of products built to develop and maintain high-stakes applications, companies can finally manage complexity with efficiency, achieve speed without compromise, and run their DevOps toolchains with full integrity. Perforce gives customers a DevOps Edge, from code to business-ready.
But at the heart of our success is the people. We are a global community of collaborative experts, problem solvers, and possibility seekers who believe in making work both challenging and fun. Join us and you’ll work alongside the brightest in the business, driving innovation and growing in a career that’s moving in one direction: upward!
