Pax8 is the leading cloud-based technology marketplace, simplifying the cloud journey for our partners by integrating technology, business intelligence and proactive service to deliver an unparalleled experience. Serving thousands of partners through the indirect sales channel, our mission is to build the technology marketplace of the future. We are a fast-growing, dynamic and high-energy startup organization, allowing you to make a meaningful impact on the business. Culture is important to us, and at Pax8, it’s business, and it IS personal. We are passionate, creative and humorously offbeat. We work hard, keep it fun, and expect the best.
We Elev8 each other. We Advoc8 for our partners. We Innov8 continuously. We Celebr8 life.
No matter who you are, Pax8 is a place you can call home. We know there’s no such thing as a “perfect" candidate, so we don’t look for the right "fit" – instead, we look for the add. We encourage you to apply for a role at Pax8 even if you don’t meet 100% of the bullet points. We believe in cultivating an environment with a diversity of perspectives, in hopes that we can all thrive in an inclusive environment.
We are only as great as our people. And we have great people all over the world. No matter where you live and work, you’re a part of the Pax8 team. This means embracing hybrid- and remote-work whenever possible.
Position Summary:
The Sr. Vendor Alliances Manager – Americas plays a more strategic role in growing vendor revenue by managing vendor relationships, vendor product pipeline, and vendor forecast reporting, and by promoting sales enablement across the floor by effectively aligning sales plays and product marketing efforts. They serve as the sounding board for Vendor Alliance Managers as well as the subject matter expert all vendor alliance efforts. This remains a dual role, where the Sr. Manager is serving both an external and internal customer.
Essential Responsibilities:
- Collaborates with and provides guidance to Vendor Alliance Managers
- Primary owner of the relationship between vendors and Pax8
- Collaborates with Product Management by:
- Owning the overlay between vendors and Product/Marketing teams
- Leading vendor GTM strategy efforts with Sales/Marketing
- Owns reporting of vendors’ quarterly business results
- Sales forecast vs actuals
- Marketing activities and ROI
- Leads vendor efforts on promotions and partner programs
- Steers Vendor/Pax8 sales on vendor spiffs/promos within Pax8
- Design vendor partner program perks for Pax8 partners
- Proactively manage Vendor and Pax8 GTM marketing initiatives
- Identifies and aggregates partner/customer facing vendor created content (sell guides, autopilot, data sheets, videos, etc.) for Command Console
- Leads Mission Briefings and training (e.g., explaining how vendors work with Pax8 training, setting up L&Ls/other activities, etc.)
- Identifies issues and makes actionable recommendations to ensure optimum vendor performance across multiple process areas including sales, marketing, support, product, and billing.
- Regularly performs vendor on-site visits and provide feedback to vendors on product sales alignment (not limited to negotiations of MDF and promotions)
- Maintains an accurate org chart and territory map for each vendor
- Drives sales alignment against vendor’s organizational objectives
- Delivers monthly forecasts for each vendor to the VP of Business Development
Ideal Skills, Experience, and Competencies:
- At least seven (7) years of experience in a technical sales or engineer role
- At least four (4) years of experience in Channel Sales, preferably IT Channel of Network and Communications
- At least four (4) years of experience in account management, with quote-to-cash process experience
- At least three (3) years of experience at Pax8
- SaaS product experience – selling, handling, processing
- Proven business acumen and the ability to be socially aware of others’ personal drivers
- Knowledge and understanding of how the Sales Channel works
- Knowledge and understanding of sales strategies (e.g., how to set up a sales floor)
- Strong communication and presentation skills
- Proficiency with Salesforce
- Ability to facilitate meetings
- High level of organizational skills
- Ability to apply knowledge of business and the marketplace to advance the organization's goals
- Ability to build strong customer relationships and deliver customer-centric solutions
- Ability to see ahead to future possibilities and translate them to breakthrough strategies
- Ability to step up to address difficult issues, saying what needs to be said
- Ability to paint a compelling picture of the vision and strategy that motivates others to action
- Ability to build partnerships and work collaboratively with others to meet shared objectives
- Ability to develop and deliver multi-mode communications that convey a clear understanding of the unique needs of different audiences
- Ability to make sense of complex, high quantity, and sometimes contradictory information to effectively solve problems
Required Education & Certifications:
- B.A./B.S. in related field or equivalent work experience
Compensation:
- Qualified candidates can expect a compensation range of 110,000 to 135,000, or more depending on experience.
Expected Closing Date: 10/21/2024
#LI-Remote #LI-JF1 #BI-Remote
*** Colorado law requires an estimated closing date for job postings. Please don't be discouraged from applying if you see this date has passed ***
*Note: Compensation is benchmarked on local Denver Metro area market rates. Qualified candidates in other locations can expect a salary package that may be adjusted based off applicable cost of wages in their respective location.
At Pax8 we believe that your Total Rewards should include a benefits package that shows how much we value our greatest assets. All FTE Pax8 people enjoy the following benefits:
- Non-Commissioned Bonus Plans or Variable Commission
- 401(k) plan with employer match
- Medical, Dental & Vision Insurance
- Employee Assistance Program
- Employer Paid Short & Long Term Disability, Life and AD&D Insurance
- Flexible, Open Vacation
- Paid Sick Time Off
- Extended Leave for Life events
- RTD Eco Pass (For local Colorado Employees)
- Career Development Programs
- Stock Option Eligibility
- Employee-led Resource Groups
Pax8 is an EEOC Employer.
Equal Opportunities
Pax8 is an equal opportunities employer and welcome individuals who are in possession of the appropriate requirements to work within the country the role is based in. Offered individuals will be asked to undertake identity, security compliance and reference checks. Your privacy is important to us. Your data will be held in accordance with Data Privacy best practices and processed only in accordance with our recruiting processes.