Partnerships Development Manager

At Infobip, we dream big. We value creativity, persistence, and innovation, passionately believing that it is through teamwork that we can all reach greater heights.

Since 2006, we have been innovating at the edge of technological possibilities and are now shaping global communications of the future. Through 75+ offices on six continents, Infobip’s platform is used by almost 80% of the population, making it the largest network of its kind and the only full-stack cloud communication platform globally.

Join us on our mission to create life-changing interactions between humans and online services with new and unseen solutions.

The Partnership Manager is an individual contributor, directly reporting to the Regional Head of partnerships. The main goal for the role is to manage the assigned portfolio of existing Partners proactively, execute all activities prescribed by the Partnerships Development guidelines/playbook (account planning, lead generation/demand, joint marketing activities, Partner enablement, forecasting, QBRs), aiming at activating 100% of signed partners (active partner definition available).

The Partnership Manager shall assess the co-sell, re-sell, and implementation engagement needs in collaboration with the Revenue Organization and actively recruit new Partners if/when those requirements arise (quota fulfillment, sales/implementation fulfillment, market whitespace coverage, etc.). Besides the Revenue Organization, the Partnership Manager shall closely collaborate with the HQ Partnerships Team, Marketing, Professional Services, Finance, and other functions in the organization in the manner of a responsible business owner, looking after the Company goals.

• Growth of assigned partnerships (number of new customers; achieved revenue/gross profit growth)
• · Effective partnerships (effective collaboration with customers/partners, ROI on corporate conferences and events (regionally important events); Partner’s satisfaction with collaboration)
• Project management and leadership on identified client priorities (Identification of project scope, goals, and KPIs setup, leadership, organization, and results in the delivery of the milestones and project phases in line with defined deadlines)· Recruitment of new Partners, based on IPP, GTM requirements, engaged and active

Main Tasks & Responsibilities – acquisition, management, and growth of a larger set of medium-score, medium-touch partnerships

ACQUISITION AND ONBOARDING

• Leads the process of acquiring new partners (local/regional) in alignment with HQ and regional sales management. Signs new partnerships and actively manages existing partnerships to grow, monetize and expand them according to defined revenue/gross profit goals.
• Ensures partner compliance with partner agreements and drives adoption of company programs among assigned Partners.
• Develops high-value relationships with partners and customers, sends welcome email and all the necessary information to get the partner onboarded, as per playbook and other program guidelines
• Ensures Infobip solutions, the sales approach, and go-to-market activities within the region provide value to partners in his/her portfolio.
• Facilitates access to Partner Portal (PRM), MindTickle, and other connected features for users of the partner, continuously monitoring the usage of licenses provided to the partner, making sure unused licenses are revoked

ENABLEMENT AND GROWTH

• Organizes Partnership related events and drives similar initiatives/activities related to improving Infobip’s relationship with the partners.
• Develops local relationships with Partners and facilitates connection with other internal resources whenever needed.
• Monitors partners’ sales cycles and helps acquire new customers for an assigned set of idle partners based on scoring
• Fuels customer acquisitions and partner growth through continuous management of partnerships in his/her portfolio and collaboration with Infobip’s Sales representatives in all relevant markets (based on the portfolio and GTM plans). ·
• Demonstrates market expertise and a deep understanding of partners’ organizations and objectives, develops ways for the partners to achieve those through Infobip products and services
• Forecasts business growth, tracks and analyzes existing relationships with Partners, and identifies further areas of opportunity for growth, implementing them through QBR sessions with existing and prospective partners.
• Meets assigned quarterly targets through existing and target Partnerships in their portfolio.
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with productive partner relationships (QBRs), reporting to the Regional Head of Strategic Partnerships whenever those are not likely to be met.
• Recognizes opportunities for partners to utilize benefits of the program like MDF, facilitates and helps partners to use those benefits, making sure the benefits are maximizing ROI for Infobip
• Ensure the Partner certification program is executed as per standards and the partners’ membership level[

COLLABORATION AND DATA HYGIENE

• Works with the Global Strategic Partnerships team to define a list of regional partnerships
• Facilitates activities between partners, sales organization, market planning, partner operations, and executives to complete strategic partner selling process ·
• Facilitates a seamless connection with the PAEs, sales engineers, and CSMs following successful milestones with the partners and their respective customers. ·
• Provides inputs to the Regional Head of Strategic Partnerships about any significant changes in scoring for partners they are covering and documents in CRM partner customers’ use cases. ·
• Manages potential partner conflict with other Infobip sales channels by fostering excellent communication internally and externally and through strict adherence to partner rules and engagement. ·
• Aligns cross-functional teams to ensure partners’ implementations are on track and successfully delivered ·
• Ensures all data related to Partnerships in his/her portfolio is accurately inserted in the CRM system, regardless of whether data originates from personal input, input from other colleagues in CRM, or is a reflection of input from partners through Partner Portal (PRM) ·
• Makes sure a partner has at least some users certified as per Partner Membership Level requirements and continuously checks that users who no longer are employed with the partner company are revoked access to ensure partners are always adequately enabled ·
• Enables acquisition of new customers through management of Partnerships and collaboration with Infobip’s Sales representatives in all relevant markets where his/her partners operate.

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