Partner Manager, North America

Description

Who Are We?

Panaya is a leading provider of ERP and CRM Change Intelligence and Smart Testing solutions. Our SaaS platform empowers enterprises to accelerate change implementation while minimizing the time, cost, and risk across business applications like SAP®, Oracle® EBS, and Salesforce.com.

Powered by cutting-edge data aggregation, machine learning and AI-driven Smart Testing, Panaya provides deep insights and automation that enable organizations to identify dependencies, accelerate testing, and ensure business continuity. With Panaya, companies gain the confidence to evolve and innovate rapidly.

Recognized by DUN’s 100 as one of Israel’s top Hi-Tech companies to work for in 2024, Panaya has also been honored by Gartner and Forrester for its market leadership and innovation.

What Will You Do?

As a Partner Manager, you are responsible for developing, maintaining and building a new long-term relationship with Panaya existing and potential Partners. For support and net new and new expansion of our SaaS revenue growth. Works towards an allocated net new business sales revenue target within the Territory. The partner manager will report directly to Panaya’s Director of Partners and Alliances 

Key Responsibilities:

• Conducting market research and identifying potential partners.
• Cultivating strong relationships with new and existing partners.
• Leading presentations and demos of Panaya to new and existing partners
• Building business plans with partners and ensuring excellent execution 
• Meeting sales targets for partner deals – including pipeline management, forecasting and achieving growth
• Working closely with staff across departments to implement partnership strategies, establish and grow the partner program infrastructure.
• Assist with drafting business plans, sales pitches, presentations, reference material, and other documents as required.
• Ability to manage multiple projects concurrently and meet deadlines.
• Identify new business opportunities and new partners.
• Qualifying Potential Partner leads and prioritizing opportunities 
• Developing, extending and maintaining relationships with staff internally and externally
• Working with, and influencing the activities of partners as appropriate
• Maintaining understanding of Panaya's strategic direction and interpreting relevance to customers
• Maintaining awareness of Panaya's current and future application/technology products and services
• Maintaining understanding of competitive activity relevant to the targeted partner accounts

Requirements

• Minimum 5 years’ experience in partner management in a SaaS company with quota-carrying role- A MUST
• Proven track record of selling complex IT solutions in the Territory.
• Understanding and experience of selling SaaS solutions is critical
• Capacity to comprehend the strategic issues of selling IT Enterprise solutions, including ERP.
• Excellent communication, interpersonal, and organizational skills
• Ability to manage multiple priorities, drive results and meet deadlines
• Strong desire to overachieve revenue goals.
• Strong sales skills; including business justification, negotiation and closing
• Willing to travel on frequent basis
• Fully aware of technological trends, industry standards and terminology
• Self-starter, fast learner and hungry for knowledge and information
• Team player