Wiise - Partner Account Manager

Job Description

Built for Australian businesses, Wiise is cloud-based ERP software that helps run your whole business – all in one secure Microsoft platform. Manage your finances, automate operations and get the business intelligence and insights you need to make the right decisions.Wiise develops innovative SaaS solutions for customers in Australia, New Zealand and is expanding rapidly.

In this role you will help partners & resellers grow their Wiise business, leveraging cross-functional expertise including presales & enablement, marketing, operations, and customer success. As the primary relationship owner for each of your assigned partners, you will be the go-to person for all matters relating to your partners, and as such are expected to have strong relationships & extensive knowledge of their businesses.

As a representative of Wiise, the Partner Account Manager will co-sell (customer facing) where appropriate, and actively manage sales cycles in collaboration with partners. You are expected to maintain a healthy pipeline of quality opportunities via lead disbursement, partner referrals, partner marketing, and other activities.

You will also play a key role in recruiting appropriate Channel Partners in order to maximise Wiise’s market reach and to achieve our targets. 

Your Opportunity

• Achieve monthly & annual targets by growing partner business
• Lead & drive shared opportunities with top partners across segments, industries, and geographies
• Generate new revenue opportunities with existing partners via joint acquisition pursuits
• Track go-lives and pursue subsequent up-sell opportunities with partners
• Actively manage revenue retention through partners
• Co-ordinate and support opportunities with technical leads and partner success
• Diligently manage opportunities and be the go-to expert for our partners business & solutions within Wiise
• Work cross functionally with Partner Success & Marketing
• Qualify leads and distribute to partners as necessary
• Grow & maintain pipeline coverage
• Prioritise time effectively
• Ensure sales activities align with Wiise’s strategic vision, corporate direction, branding and messaging guidelines.
• Develop and maintain strong working relationships at the executive and operational levels with key distribution channel partners, or other external partners.
• Ensure channel partners have up-to-date knowledge of the Wiise product, new features, roadmap and any other updates.
• Ensure channel partners are developing in alignment with the Wiise Partner Program (WPP)
• Identify ‘through partner marketing’ opportunities, and work with marketing to execute & achieve required outcomes.
• Identify and escalate to Partner Success team any potential delivery risks in active or forthcoming projects, as well as any potential dissatisfaction within existing customer base.
• Identify opportunities to further develop partner sales enablement programs to educate, motivate & accelerate channel partners
• Identify, qualify, develop and drive partnerships with distributors, system integrators, consultants, industry influencers and other channel partners
• Manage & report business through accurate forecasting, stakeholder updates & quarterly business reviews.
• Ensure CRM is up to date & maintain CRM data quality standards.

How are you extraordinary?

• You enjoy working in the details, with a proactive attitude towards accuracy and deadlines.
• You get things done! You’re organized, efficient, and have a high attention to detail to deliver impactful outcomes.
• You are passionate about the importance of fantastic communication to share ideas, inspire, and create change. You are able to digest, distil, and communicate complex concepts in both written and verbal forms.

Your Experience

Essential

• Strong (5+ years’) sales experience in B2B SaaS sales.
• Strong track record in achieving and/or exceeding targets.
• Excellent presentation, negotiation & interpersonal skills, must be able to work effectively across internal and external stakeholders
• Experience working with scale-up organisations: this role is not based within KPMG but for a wholly-owned start-up
• Demonstrated experience in channel sales strategies to achieve sales and growth targets
• Must be highly motivated, with excellent oral and communication skills

Preferred

• 7+ years’ experience in B2B selling through partners in the ERP category.
• Passion & Commitment for partner success
• Ability to maintain a high level of productivity, manage multiple competing priorities, and work effectivel