Partner Channel Manager

3 weeks ago

Ottawa, Canada Martello Technologies Full time

The Partner Relationship Manager role is a full lifecycle partner role, focusing on managing and growing our partner relationships, recruiting new partners, and ensuring our customers achieve maximum value from our solutions. This individual will report directly to the Senior Global Director of Partnerships and will be instrumental in driving our partner and customer success initiatives.

This role is based in Ottawa, Ontario and you must be able to work in a hybrid environment.

Key Responsibilities

Partner Account Management:

  • Establish, nurture, and manage relationships with key partners, including MSPs, Microsoft partners, and telecommunications companies.
  • Collaborate with partners to develop strategic plans that drive joint business growth and align with Martello’s objectives.
  • Monitor partner performance and KPIs, providing regular feedback and support to ensure success.
  • Conduct training sessions and provide resources to partners, ensuring they are well-equipped to promote and support Martello’s solutions.
  • Plan and execute joint marketing and sales activities with partners to drive lead generation and brand awareness.
  • Prepare and present monthly and quarterly reports on contracts, sales metrics, and pipeline status to both partners and internal stakeholders.

Partner Recruitment:

  • Research and identify prospective partners who align with Martello’s business objectives and values.
  • Develop and execute outreach strategies to engage potential partners, presenting the value proposition of Martello’s solutions.
  • Facilitate the onboarding process for new partners, ensuring they understand Martello’s offerings and are set up for success.
  • Negotiate and finalize partnership agreements, ensuring mutual benefits and alignment with Martello’s goals.

Customer Success Management:

  • Oversee the onboarding process for new customers, ensuring a smooth transition and effective implementation of Martello’s solutions.
  • Provide continuous support to customers, addressing any issues or concerns promptly and effectively.
  • Work closely with customers to understand their needs and objectives, helping them realize the full value of Martello’s solutions.
  • Develop and execute strategies to enhance customer satisfaction, retention, and account growth.
  • Gather customer feedback and insights, working with internal teams to drive product improvements and innovation.

Collaboration:

  • Collaborate with internal technical delivery teams and partner technical teams to ensure seamless integration and delivery of solutions.
  • Work closely with the marketing team on recruitment initiatives, newsletters, and blogs to drive partner engagement and awareness.
  • Collaborate with the direct sales team on co-sell initiatives to drive joint business growth and maximize revenue opportunities.

Desired Skills and Experience

  • Minimum of 3-5 years of experience in partner account management and/or customer success within the technology or telecommunications industry. Experience in other industries may be considered as supplementary.
  • Bachelor’s degree in business, Marketing, IT or a related field.
  • Strong understanding of Microsoft Teams, Teams telephony, and related technologies, with in-depth knowledge of the Microsoft Partner Program. Comprehensive understanding of how MSPs generate revenue, MACC agreements, OEM relationships, and white-labeling strategies.
  • Excellent communication, relationship-building, and project management skills.
  • Familiarity with sales methodologies such as MEDDIC or Challenger Sales.
  • Experience with Salesforce and partner management platforms is required.
  • Native English proficiency is required; multilingualism is considered an asset.
  • Willingness to travel up to 20%, with additional travel as needed to meet with partners and customers.

What We Offer

  • A challenging position in a rapidly evolving industry.
  • A competitive salary with excellent growth and development opportunities.
  • Hybrid work environment (in office a minimum of 3 days per week).
  • Employer provided health insurance that starts the first day of employment.
  • Martello stock option grants.
  • Generous paid vacation + 10 paid personal days + 2 paid days for volunteering.
  • Professional development with free access to thousands of training courses offered through “Martello Udemy for Business”.

About Martello Technologies

Martello Technologies is headquartered in Ottawa, Canada with staff in Canada, Europe, and the United States. We provide Microsoft digital experience monitoring (DEM) solutions that monitor the performance of cloud collaboration and productivity tools to give enterprises insight into the user experience. Our products include unified communications (UC) performance analytics software, Microsoft 365 user experience monitoring software, and IT analytics software.

Martello offers a positive, diverse, and supportive culture. We welcome individuals who are curious, inventive, and want to work with people who are smart, humble, hardworking, and, above all, collaborative. Martello Technologies is committed to supporting a culture of inclusion, diversity, and accessibility to employment for all. We are proud to operate as an equal opportunity employer.

Did we spark your interest? Get in touch, we’re keen to tell you more

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