Partner Sales Manager

2 days ago

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SugarCRM

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SaaS • Enterprise • B2B

SugarCRM is a leading provider of customer relationship management (CRM) software that caters to B2B manufacturers and other industries. The company offers solutions designed to streamline complex sales cycles and improve customer service through advanced automation and AI-powered insights. SugarCRM provides a unified view of customer data, helping businesses enhance their decision-making processes and predict sales performance. Their platform supports integrations with modern and legacy systems, accommodating various business needs. SugarCRM also delivers services in marketing automation and revenue intelligence, making it a comprehensive CRM choice for businesses seeking to improve productivity and customer engagement.

501 - 1000 employees

Founded 2004

☁️ SaaS

🏢 Enterprise

🤝 B2B

💰 Private Equity Round on 2018-08

📋 Description

• Partner Relationship Management: Build and nurture strong relationships with local **channel partners (resellers, SIs, tech partners)**. Empower existing partners, resulting in growth opportunities and mutually beneficial outcomes for both parties. Serve as their trusted point of contact, understanding their business and helping them succeed with our solutions. • Pipeline Generation & Qualification: Proactively prospect, identify, and qualify opportunities in collaboration with partners. Leverage partners’ customer networks and market insights to source high-quality leads. • Co-Selling & Deal Execution: Work closely with our direct sales team (Account Executives). Coordinate joint sales calls, meetings with partner sales teams to qualify and support in closing deals. Ensure a smooth handoff of qualified opportunities to AEs. • Partner Enablement: Train and enable partner sales staff to effectively sell our product. This includes sharing sales collateral, arranging product demos or training sessions, and even helping partners achieve any certifications that enhance their capability. • Marketing & Demand Generation: Collaborate with partners and our Marketing team on **joint events, workshops, or campaigns** to generate demand. Support any co-marketing initiatives/joint demand-generation activities (events, workshops, campaigns) to fill the top of the funnel with relevant prospects. • Performance Tracking: Monitor key metrics and progress. You will be **measured on partner-sourced pipeline generation and closure**. Track partner-driven pipeline created, and partner engagement levels. Provide regular pipeline and forecast updates to leadership, and use data to refine your partner strategy. • Market Feedback & Growth: Stay attuned to market trends in the region and gather feedback from partners and customers. Identify new partnership opportunities or market segments to pursue. Continuously refine our channel strategy to expand coverage in India and SEA.

🎯 Requirements

• Experience: 3+ years in B2B sales, partnerships, or business development, **with proven success in hitting targets through channel partners**. • Track Record: Demonstrated history of achieving and exceeding targets or driving significant revenue through partnerships. You have success stories of initiating partnerships that led to substantial new business. • Relationship & Communication Skills: Excellent communication, presentation, and interpersonal skills. Able to **build trust and influence** at multiple levels – from partner sales reps up to their executives. Comfortable negotiating terms and navigating multi-party sales cycles. • Strategic & Self-Driven:  A strategic thinker who can craft partnership plans aligned with business goals, while also being execution-oriented and hands-on with details. Analytical mindset to interpret pipeline metrics and sales data. Highly proactive and **entrepreneurial – a self-starter** who takes ownership of targets and can adapt quickly in a fast-paced environment. • Education: Bachelor’s degree in Business, Marketing, or related field (or equivalent experience).

🏖️ Benefits

• Market & Product Knowledge: An understanding of the enterprise software/SaaS market will be good to have. Familiarity with the partner ecosystem in India/SEA – e.g. knowing key regional SIs, resellers, or cloud platforms – is a big plus. • MBA or advanced degree is a bonus but not required.