Vertica Partner Business Manager Iberia and Latam

**Hello**
**Before we get into things further, thank you for taking the time to read our advert**

**Who We Are**

We’re also part of Micro Focus, but we operate as an independent unit. Think of us as a mature start-up that has maintained that small-company atmosphere and hunger to achieve, while also enjoying the perks and backing of a large, stable company.

**Our portfolio spans the following areas**:DevOps | IT** Operations| Cloud | Security | Info Governance | Big Data, Machine Learning, & Analytics**

**What kind of work would you be doing?**
- As a Partner Business Manager, you will develop and nurture a strategic/mutually beneficial relationship with the partner or with a targeted set of resellers, distributors, Systems Integrators (SIs) and/or Independent Software Vendors (ISVs) and their ecosystem partners to drive additional revenue with joint sales efforts.
- Your main focus will be pipeline creating activities with partners and drive joint marketing events. An important part of the role is to recruit and develop business relationship with new partners. This requires developing go to market plans and support the partner to execute on plans.
- You should have a clear understanding of existing partner ecosystem in their territory and you should know each partners’ strengths with specific verticals and installed base.
- You should be a visible presence with on-site visits to partner offices and participation in join marketing events and actively engage company resources and senior executives to build strategic relationships with the partner which ensures long
- term business opportunities for the company.
- On occasion you will drive an opportunity from discovery through the sales stage and help the Partner to close the deal. Sometimes, selling to customers, is done through work that occurs outside the company offices.
- You will create, fill-in and manage the company's funnel for deals with partners and transforms potential leads into joint sales activities.
- In addition to coaching the partner in their sales process on how to position Vertica, it may be required for you to participate in joint co-selling activities directly towards end-customers.
- You will be actively involved in high-level planning of all company activities with the partner, including education, marketing, executive briefings, business planning and client engagements.
- You will coordinate and plan together with the Partner Operations Manager and Marketing team to execute on marketing activities.
- You will serve as an expert to the partner for a wide range of extremely complex information regarding product, services, and software transitions, promotions, and configurations.
- You will integrate company offerings to become a key part of the partner's business and solutions
- You will establish and maintain account plans to promote sales growth
- You will achieve assigned quota for company products, services and software
- You will work with largest partners accounts with a high strategic value or high risk to the company.
- You will ensure that partners are compliant with legal and SBC practices
**What achievements should you have so far?**:

- University or Bachelor's degree; advanced degree or MBA preferred.
- Typically 5+ years or more of selling experience at end-user account or partner level.
- Experience as successful account/business manager, selling to CxO and decision-maker level.
- Fluency in Spanish and English, Portuguese advanced skills are considered a plus.
**What about you?**

This is the most important part We want to retain and build on our collaborative and engaging culture, so we need people to help us achieve this.
- Deep understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models.
- Deep understanding of the company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model.
- Deep understanding of the company's products, software, and services. Able to communicate the strengths of company's offerings relative to competition and overcome objections.
- Effectively selling company offerings by building strategic relationships with partner senior management, principles and decision makers; aligning partner and company processes; promoting company programs and offerings.
- Developing strategic plans with the partner to grow the size of the business and company's share.
- Partnering effectively with others in the account to ensure coordinated efficient account management.
- Coordinating and directing efforts across company sales teams.
- Deep understanding of pipeline management discipline and ability to explain benefits to partners/sales teams.
**What will you get in return?**
As well as a meaningful career with the opportunity to really develop and display your skills and ideas, you will also rece