Better work begins at ShareFile

ShareFile is a place where you can stretch, grow, and make an impact every day. We move fast here, thrive in gray zones, and are committed to putting the customer first. We value the whole you – your ideas, your inspirations, your aspirations, your initiative – and leadership gives us the space to explore and the feedback to help us grow. And the best part? We do it all as a team. At ShareFile, we thrive as one. We always take care of each other because we succeed when we all succeed.

We help organizations deliver a modern client experience with secure, easy-to-use technology that streamlines document and client-facing workflows. With more than 90,000 customers and 3 million licensed users worldwide, ShareFile empowers people to focus on the work that matters most and is dedicated to making working lives everywhere better, simpler, and more fulfilling.

Grow at ShareFile

So how can you contribute as part of the ShareFile team? We are searching for someone who can help us make a little magic for our customers and their clients every day. As the Senior Partner Account Executive for the Government, Education, and Healthcare markets, you will be a part of transforming the ShareFile Channel Program from the ground up. You will have a seat at the table with our Sales Leaders and Executive team to create & drive the Partner Sales engine to support a +$200M business realizing double digit growth in a fast growing market. Your goal: Achieve exponential channel growth by implementing winning vertical market channel strategies in collaboration with the extended organization.

Role Overview:

You will collaborate directly with an industry based sales organization, marketing, operations, and customer success teams. This role will manage a select group of Partners to drive sustainable and predictable Annual Recurring Revenue (ARR) growth.  You will own the ARR sales quota for a select group of Partners, and Accelerate the adoption of SaaS Subscription models.

This role will leverage the ShareFile product portfolio and mobilize resources across the organization to build and drive value add plays that will help drive scale.  Take ownership of establishing and executing against a Sales operating model to support the annual planning and weekly/quarterly rhythm of the business. 

 This includes:

Strategy

• Annual Planning:  Serve as a key stakeholder driving the annual partner planning process including sales strategy, delivery quality and partner and sales enablement.

• Business KPI:  Define KPIs and targets, and proactively monitor the business.  Leverage insights to mitigate risk and drive action with Sales Leadership.  Identify and drive from reactive to proactive & predictive.  

• Subject Matter Expert (SME):  Serve as an SME for industry partner engagement and solution development in assigned verticals. 

Execution

• Forecast Management:  Own process to capture weekly forecast and track process including identification of weekly risks and strengths based on pipeline, coverage, create, trials, conversions and other critical KPIs.  

• Quarterly Sales Cadence:  Own monthly & quarterly closing activities.  Support post close responsibilities including supporting & participating in quarterly business reviews with Sales.

• Stakeholder Engagement: Establish a regular engagement cadence with critical cross-functional stakeholders such as IT, Sales Systems, Finance, Compensation, Enablement, and BI to serve as the voice of Sales providing requirements, and drive solution development and execution.

• Sales Troubleshooting: Assist in troubleshooting of operational issues as they surface; propose changes to systems and processes to fix root causes.

• Continuous Improvement & Automation

  • Continuous Improvement & Automation – Take a continued improvement lens to all sales processes, manual reports, dashboards, KPIs, etc. Practice continuous improvement to simplify the business & shift from reactive to proactive & predictive.  

Basic Qualification

• Typically requires a University Degree or equivalent experience and minimum 5 years of prior relevant experience; or a Master’s degree with 3 years; or a PhD without experience.

Preferred Qualification

• Industry channel sales experience

• Startup mentality

• Ability to consistently commit and deliver against expectations

About Us:

Citrix and TIBCO recently merged to create Cloud Software Group, now one of the world’s largest cloud solution providers, serving more than 100 million users around the globe. When you join Cloud Software Group, you are making a difference for real people, each of whom count on our suite of cloud-based products to get work done — from anywhere. Members of our team will tell you that we value diverse lived experiences, passion for technology, and the courage to take risks.  Everyone is empowered to learn, dream, and build the future of work. We are on the brink of another Cambrian leap -- a moment of immense evolution and growth. And we need your expertise and experience to do it. Now is the perfect time to move your skills to the cloud.

Cloud Software Group is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination. All qualified applicants will receive consideration for employment without regard to age, race, color, creed, sex or gender, sexual orientation, gender identity, gender expression, ethnicity, national origin, ancestry, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions (including lactation status), marital status, military service, protected veteran status, political activity or affiliation, taking or requesting statutorily protected leave and other protected classifications.

If you need a reasonable accommodation due to a disability during any part of the application process,  please contact us at (800) 424-8749 or email us at [email protected] for assistance.