Posted almost 5 years ago

Heroku Business Development Manager FINS & East, Strategic Partners

Description:

The Heroku Alliance & Channels (A&C) Business Development Manager, Strategic Partners will focus on Regional Consulting Partners with responsibility for the management and Go To Market execution of Regional Consulting Partners supporting the Enterprise East and FINS Heroku sales teams.

In this role the A&C Business Development Manager will define the joint short and long term business goals and go to market plans with consulting partners around industries and product focus to bring packaged service offerings to market. The A&C Manager will lead & manage the forecast for influenced and sourced Heroku Enterprise revenue and make sure that partners are well aligned with our Account Executives in the sales process. The A&C Business Development Manager will closely align with the sales stakeholders (Directors & AEs) to drive joint account planning.

The A&C Business Development Manager will work with presales – System Engineering - and post sales – CSG - to build a partner education plan in order to secure high quality in delivery and post sales activities.

Responsibilities

• Responsible for driving incrementally new business opportunities through these indirect sales channels via partners influencing and sourcing Heroku Enterprise opportunities.

• Manage the process of implementing and launching marketing and promotional programs within assigned area of responsibility.

• Develop joint business plans with partners to satisfy mutually agreed upon goals and objectives.

• Serves as Heroku liaison to channel partners with regards to any partner or sales related issues.

• Work directly with direct sales teams to help coordinate sales efforts. Responsible for relationships with complex partners.

• Remain knowledgeable of Heroku’s products/services to facilitate sales efforts.

• Maintains sales records and prepares sales reports as required.

• Maintains regular contact with partners to ensure satisfaction.

• Maintains a regular schedule of contact via phone/on-site visits.

• Proactive, operates under minimal supervision.

• Educates partners to new or improved products/services.

Criteria for Success:

• Annual Contract Value (ACV) Sourced / Influenced achievement vs. ACV Target.

• Partner pipe, sourced and influenced vs. Pipe Target.

• Partner Sales and Delivery Readiness.

• Partner Business Plan agreed.

• Joint Go To Market Alignment defined and Joint Account Planning performed with strategic customer accounts.

Requirements:

• 6+ years in sales and/or business development related roles.

• Sales, consulting practice or partner management background.

• Experience driving GTM activity with consulting and/or agency partners.

• Proven track record of success.

• Strong network / references on partner side.

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