Indirect Partner Sales Manager

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 nessesarily 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 pipeline attribution rules, forecast accuracy standards, and dashboards in CRM/PRM tools.
  » Partners with Customer Success to align post-sale motions for adoption, cross-sell, and renewal in partner accounts.
• Represents IDeaS at industry conferences, webinars, and partner events as a thought leader and subject matter expert without duplicating existing efforts.
• Contributes to the Global Alliances team, providing input to shape global partner strategy.
• Anticipates future business needs; scope may expand to include direct people leadership responsibilities.
• Performs other duties as assigned.

What you'll bring to us...

• 8-10+ years of experience in direct sales or channel/alliances in B2B SaaS; Hotel Technology / Hospitality Technology Ecosystem experience required.
• Proven track record in generating revenue growth through partner ecosystems.
• Strong understanding of partner/channel sales models and hotel commercial technology stack.
• Demonstrated success in building co-sell ecosystems that deliver multi-million-dollar ARR.
• Ability to collaborate and influence across functions without direct authority.
• Executive presence and credibility to engage partner C-suite and enterprise ownership groups.
• Excellent communication and presentation skills; ability to represent IDeaS externally.
• Proficient in software i.e. MS Excel, Word, Outlook and Salesforce.
• Travel as business requirements dictate at management discretion.

We Support Who You Are....
As a global company, we strive to create an inclusive environment where diverse perspectives spark innovation and meet the challenges of an evolving world. Whether you're launching a new career or expanding your current one, IDeaS is a company where you can balance great work with all other aspects of your life.
At IDeaS, we also aspire to live our values each day by being Accountable, Curious, Passionate and Authentic. And we continue our quest to build a more inclusive environment that attracts, represents and provides a place for diverse ideas, unique perspectives, and authentic voices.
Who we are....
Passionate people. Loyal clients. Leading solutions.
With a rich culture of creative collaboration and professional growth, IDeaS' team members build successful careers with us.
IDeaS is proud to be a global powerhouse of innovation and excellence; challenge and reward. No matter where we're working, our teams come together to create leading revenue management solutions that accelerate our clients' growth through revenue optimization.
Additional Information:
To qualify, applicants must be legally authorized to work in the United Kingdom OR Spain, and should not require, now or in the future, sponsorship for employment visa status.
All qualified applicants are considered for employment without regard to race, color, religion, gender, sexual orientation, gender identity, age, national origin, disability status, protected veteran status or any other characteristic protected by law.
Equivalent combination of education, training, and relevant experience may be considered in place of the education requirement stated above.
Resumes may be considered in the order they are received.
IDeaS/SAS employees performing certain job functions may require access to technology or software subject to export or import regulations. To comply with these regulations, IDeaS/SAS may obtain nationality or citizenship information from applicants for employment. IDeaS/SAS collects this information solely for trade law compliance purposes and does not use it to discriminate unfairly in the hiring process.
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