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Manager of Partner Sales
Fairwinds has long had partnerships with AWS, GCP, and Azure and we need you to walk the halls (in person and remotely) to build relationships and raise our brand awareness among our partner sales representatives.
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1. About the Job

Fairwinds is seeking an entrepreneurial, intellectually curious, collaborative and flexible individual to join as Manager of Partner Sales reporting to our VP of Sales.  We are looking for someone who will be hands on managing individual, as well as provide strategic direction for how we develop our partnership channel.  You will work closely with our VP of Sales to build and manage our pipeline and ensure tight alignment across the direct and partnership channels. You will also work closely with our President leveraging their strategic alliance and corporate development work to extend to individual sellers and territories within these large partners. 
 
You’ll work directly with our partners to gather and work leads from generation through contract writing and close. Fairwinds has long had partnerships with AWS, GCP, and Azure and we need you to walk the halls (in person and remotely) to build relationships and raise our brand awareness among our partner sales representatives. Your success will directly impact Fairwinds' growth, and influence the long-term success of the organization.
 

2. Responsibilities

  • You will build the sales strategy and playbook focused on cloud providers and other technology partners.

  • Pipeline management: Drive Co-Selling and joint  pipeline from demand generation to close utilizing partner and field sales teams. Effectively communicate, report, track and manage sales pipelines to senior management. Promote collaboration with internal and external resources to facilitate regular communication between partners and Fairwinds

  • Work with internal and partner’s Marketing team to coordinate co-branded events and campaigns to drive shared business opportunities.

  • Partner enablement: Work closely with sales segments, rand product to execute enablement plans. Establish partner training and leverage others to drive enablement activities, ensuring partners have the necessary and active support from Fairwinds to be successful.

  • Help customers and prospects secure partner funds made available by public cloud providers to support migrations and implementation work. 

  • You will build and nurture relationships with these targets and drive partnership deals that works for both parties.

  • You will own and/or support the sales cycle from initial contact through kickoff, ensuring excellent service and communication from Fairwinds to our partners.

  • You will develop go-to-market strategies and work with the leadership team to determine the best options that meet company, partner, and customer goals.
  • You will execute on and exceed quarterly and annual revenue goals.
  • Partner enablement: Work closely with sales segments, rand product to execute enablement plans. Establish partner training and leverage others to drive enablement activities, ensuring partners have the necessary and active support from Fairwinds to be successful.

3. About You

  • 4+ years of outside sales experience selling for a company offering SaaS technology, services or some combination of the two solutions.

  • 2+ years of partners sales experience or experience selling AWS, Google Cloud or Microsoft Azure cloud platforms

  • Experience at a start-up, small company or technology company
  • An individual contributor who loves developing new partners

  • Good use of sales methodologies and sales funnel management

  • Analytical and ambitious, with a desire to learn and grow rapidly

  • Structured thinkers, with strong organizational and communication skills, both oral and written

  • Willingness to get hands dirty and do whatever it takes to ensure success

  • Willingness to adapt to a fast-paced work environment

  • Test and learn mentality

  • Ability to travel to partners regularly

  • The ability to balance that with a considerate attitude, willing to help and play the long game wherever necessary.

     

4. Benefits

In addition to playing a critical role in building Fairwinds, you'll receive:

  • Competitive salary, bonus and stock options.

  • Generous health and dental benefits.

  • A remote-first work environment

  • Unlimited PTO
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.