Headquartered in Palo Alto, CA, TIBCO Software enables businesses to reach new heights on their path to digital distinction and innovation. From systems to devices and people, we interconnect everything, capture data in real time wherever it is, and augment the intelligence of organizations through analytical insights. Thousands of customers around the globe rely on us to build compelling experiences, energize operations, and propel innovation. Our teams flourish on new ideas and welcome individuals who thrive in transforming challenges into opportunities. From designing and building amazing products to providing excellent service; we encourage and are shaped by bold thinkers, problem-solvers, and self-starters. We are always adapting and providing exciting opportunities for our employees to grow, learn and excel. We value the customers and employees that define who we are; dynamic individuals willing to take the risks necessary to make big ideas come to life and who are comfortable collaborating in our creative, optimistic environment. TIBCO – we are just scratching the surface.
We are looking for a highly Senior Partner Manager and team player to join the Alliances Go-To-Market (GTM) team to design, launch and support a plan to accelerate and scale the growth of our business with SI, Reseller, MSP and ISV partners within our business in DACH Region.
This is a key and strategic role that requires a balance of strategy, sales and a roll-up your sleeves and 'get it done' attitude. Success requires the execution of a plan to develop and accelerate the growth of our partner ecosystem within the DACH territory. Additionally, you must be a highly motivated team player with expertise working in a fast paced, cross-functional manner. You have the ability to establish broad senior level relationships. You should have a proven track record on delivering results and getting things done. You will be able to demonstrate a strong business acumen, have outstanding communication skills and are able to effectively build relationships with SI, Reseller, MSP, ISV partners and executive leaders in the partner ecosystem.
What You'll Do
The job holder will be expected to perform the following:-
Create and implement a tactical engagement plan for your assigned geography focused on the following objectives:
Create a go to market business plan with the regional Sales leadership to drive sales growth with and through partners
At a minimum, quarterly planning/review meetings with partner principals, including C level and application practice managers. Focus on alignment of partner vision and direction on specific technologies or go to market models that enable partner growth.
Execute the development of our Partner Sales strategy in the region
Work in consort with Regional Sales teams in DACH – Director of Sales, Enterprise Sales Managers and Account Executives to align (and exceed) regional sales goals.
Attend partner lead customer and prospect events to present TIBCO’s value proposition to audiences.
Work with partner Practice Managers and technical teams to ensure training and certifications are current.
Engage Support, Product or Platform teams with partners when necessary to:
Effectively and quickly resolve partner/customer product issues or concerns
Gain valuable product, services, or relationship input/feedback
Aid partner in developing and providing industry focused solutions
Work with Sales management to define and own specific strategic initiatives germane to each individual partner to foster adoption and mutual bookings/revenue growth
Duties include overall responsibility of
Go to market planning training, management, forecasting, and assisting with closing (when required) of partner-driven opportunities in your assigned geography.
Securing buy-in from the executive teams of the partners in your assigned geography on promoting adoption of the TIBCO portfolio throughout the organization.
Recruitment, onboarding, and management of targeted new market partners in your region.
In addition to the above, the following responsibilities are expected of you:
Nurture and maintain strong relationships with partner principals and vendor ‘stakeholders’ in assigned geography – vendor stakeholders include Technical Consultants, District, Regional, and Area Sales Management.
Meet weekly with local sales Management and ensure on going collaboration with local sales teams.
Work with local marketing teams on all aspects of the go to market planning
Provide field based assistance to Account Executives and Enterprise Sales Manager in your assigned region as required.
Travel (approx. 50%) within region to vendor, partner, and/or customer events (as required).
Focus on your health and wellbeing with access to a supportive Employee Assistance Programme
Work in the heart of Munich with a centrally located office near München Ost train station, with lots of restaurants nearby to explore
Plan for your financial security with access to a pension support fund where TIBCO contributes 7.5% of your base salary. You can also make your own contributions to a direct insurance fund
Balance your professional and personal interests with flexible and remote working options
Keep up to date with your industry with a professional subscription
Advance yourself with access to a range of on-line and in person learning and development tools
Team up in an open and collaborative team culture with everyone working together to the overall success of the company
Enjoy time out with 30 days’ annual leave
Be rewarded for a job well done - everyone participates in an incentive plan that rewards achievement of key objectives
Benefit from great discounts offered as a result of TIBCO’s Bitkom membership, which enables us to be represented at Germany's top digital events
Make a difference - Take a look at our many customer success stories: https://www.tibco.com/customers
Who You Are
Self starter, ability to work independently, excellent presentation and communication skills
Bachelor Degree or equivalent experience
Fluent in German and English language as a minimum
Manage to make an impact within your first 90 days and drive to succeed and results focused
Ten years’ partner management experience, preferably within the software industry
Ability to excel in a ‘team’ environment and contribute to the culture and values of TIBCO
Ability to engage with peers and field sales management in the software sales industry
Ability to work both independently and with a team
Experience with creating and building differentiated relationships with partners in the SI, Reseller, MSP and ISV community.
Demonstrated ability to drive significant influenced revenue with and through partnerships.
Comfortable working with multiple internal teams, from individual contributors to senior executives, as well as building/maintaining relationships with clients, partners, etc.
Please note you must have full working rights for the country you are applying for. If on a work permit or visa please make sure the details along with expiry date are included on your application.
Applications and CVs MUST be in English.
TIBCO is an equal opportunities employer and welcome applications from all suitably qualified persons regardless of their race, sex, disability, religion/belief, sexual orientation or age.