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TCP Software · 3 hours ago

Partner & Alliance Manager

Dallas, TX

Full-time

Hybrid

Senior Level

6+ years exp

TCP Software is a company that has been providing flexible timekeeping and workforce management solutions for over 30 years. The Partner & Alliance Manager will be responsible for managing existing partnerships, expanding new partnership opportunities, and driving partner adoption and revenue growth while coordinating with various teams to ensure successful sales execution.

Document ManagementHuman ResourcesInformation TechnologySoftware

No H1B

Responsibilities

Help to identify potential new partners and do due diligence on revenue potential. Identify average deal size, potential growth, background info on their products and gaps that TCP can fill. Coordinate meetings with their reps on specific opportunities and help with competitive positioning

Establish rules of engagement for new partners working directly with TCP sales team

Establish communication protocols and sales process for new partners

Work with Partner and TCP marketing teams to create GTM programs to drive demand, joint webinars, sales team training and value prop positioning

Work with Enterprise and Mid-Market teams to get rep to rep alignment and collaborative value messaging with new partners

Answering sales questions for both new reps at TCP as well as new reps for Strategic Partners

Coordinating correspondence daily between departments and services for new and existing partners

Identify as a subject matter expert and advisor to prospective Partners and their customers through knowledge of TCP value props and industry current trends, topics of interest

Drive recurring subscription pipeline to TCP field reps via new prospects within assigned Partners

Expand current account revenue via cross-sell / upsell from accounts within defined partner accounts

Achieve and exceed assigned Partner revenue quota by targeting existing TCP referral partner network and establishing new partnerships

Coordinate onboarding of new customers and expansion sales with assigned Partner CSM(s)

Proficiently uncover a partner/client's key business objectives and challenges and then coordinate with TCP's Enterprise and Mid-Market teams with insightful, actionable recommendations

Effectively communicate the features and benefits of our software products

Maintain an organized database of accounts, opportunities, and associated activities using Sales Force as system of record

Coordinate our TCP sales team with the partners account executives and solutions consultant for product demonstrations and sales cycle execution

Accurately manage, track, and precisely forecast revenue opportunities

Communicate a compelling and concise value proposition for potential partners and their prospects/customers

Qualification

Partner sales experienceHCM application knowledgeSalesforce proficiencyConsultative sales approachRevenue forecastingAccountabilityHigh-energy personalityProblem-solving skills

Required

Minimum of 6 years of direct or partner sales experience with exemplary track record of sales quota overachievement

Prior experience selling the HCM application stack into Partner communities and/or direct sales to Commercial and State & Local Gov't, K12 and Higher Education verticals a plus

Strategic mindset with ability to develop plans with key milestones and fluid alterations to achieve success

Ability to create and assess sales opportunities in prospective partner and customer organizations via a consultative approach leading to trusted advisor status

Ability to understand and effectively communicate all product and service offerings to customers and prospects

Highly motivated, results-oriented, and high-integrity professional with quantifiable success in previous partner role endeavors

Must be able to work well under pressure, manage competing priorities, and meet deadlines

Demonstrated track record of success in achieving and exceeding assigned quota

Strong sense of accountability relative to goal attainment and supporting best practices/actions

Outgoing, high-energy personality who enjoys new 'adventures' and helping others to solve problems

Proficiency using CRM automation tools like Salesforce

Comfortable with demonstrating software products, stressing impact of features with relative value propositions