Partner Success Manager

6 months ago

Burnaby, Canada Binary Stream Full time

We are proud to have been awarded second year in a row as BC’s Top Employers and third year in a row we have been one of Canada's Top Small & Medium Employers.

Since becoming SaaS based, Binary Stream has more than tripled in size through sustainable growth and now has employees in India, Europe, United States and all over Canada with our Head Office in Burnaby, British Columbia. With our recent growth, we’re still small enough that people can make a big impact here and really see the results of their efforts on a regular basis. Having a great culture based on our values of Team, Innovation, and Growth, we work together and win as a team by collaborating and supporting each other to achieve individual, team based and companywide goals.

Binary Stream Software was founded just over 20 years ago by our CEO who is passionate about people, culture, and products. Binary Stream is an award-winning, Microsoft Gold certified partner that develops enterprise-grade software to enhance Microsoft Dynamics 365. We are a diverse and inclusive team who care about each other and work collaboratively to produce high quality software solutions.

We are excited to grow our team with a full-time role for a **Partner Success Manager**.

**What you will do**:
Reporting to the Vice President of Sales, the Partner Success Manager is responsible for promoting the sale of Binary Stream products and services through the Microsoft Dynamics (D365 Business Central, D365 Finance & Operations and Dynamics GP) reseller channel. Within their named account territory, successful Partner Success Managers continually strive to both strengthen their existing partnerships, and to build new ones as well. Individuals in this role will collaborate with other departments including Marketing, Development, Finance and Administration to drive initiatives that will build and strengthen the strategic relationships they have with their reseller partners as well with Microsoft. This individual will be asked to anchor Binary Stream’s operations in a named partner account territory.

**A typical day as a Partner Success Manager**:

- Manage the end-to-end sales cycle in closing sales of Binary Stream products and services in conjunction with reseller Partners including:

- Completing inbound qualification by finding relevant details from partner/end-user using appropriate tools (eg. questionnaires).
- Doing needs analysis and discovery to identify End User’s pain points and business needs.
- Run tailored demo focusing on customer pain points and requirements; create quotes/SOW after the demo.
- Converse with partner and end-user on pricing. Identify internal resources needed to help close and forecast the timeframe and likelihood of closing.
- Navigate billing and close process, including hand-off to PS/Dev/Marketing.
- Own the relationship with the Microsoft’s Value-Added Resellers (VAR), System Integrators (SI) and other Integrated Software Vendors (ISV) within the named account territory.
- Grow incremental business by expanding the Binary Stream footprint with existing reseller Partners.
- Onboarding new partners (Reseller Agreement and internal set-up).
- Understand and navigate through the sales org of partner region.
- Hunt for and add new partners within geographical region.
- Required to travel as needed and complete other duties as assigned.

**Measures of Success**:

- Exceed all sales quota targets including:
- Quota targets by solution
- Geographical Partner growth objectives
- Maintain an accurate sales funnel in Dynamics CRM.
- Support the Binary Stream culture and values.
- Work well with the extended Binary Stream team.

**Technical Skills**:

- Intermediate to advanced working knowledge of MS Office products including MS Word, Excel, PowerPoint and Dynamics CRM.
- Superior written and oral English communication skills.
- Intermediate presentation skills with the ability to clearly articulate the value of Binary Stream products in front of customers, and partners at all management levels.
- Basic to intermediate negotiating skills and ability to articulate product value proposition.
- Proficiency with technologies such as remote collaboration tools i.e. VPN, MS Teams, webinars and adept to emerging technology tools.
- An intermediate understanding of enterprise accounting principles.

**Education and Experience**:

- A post-secondary degree in business and/or Information Technology or a college diploma in a similar field.
- 1-5 years B2B SMB or Enterprise software sales experience.
- Experience with ERP systems, or other Enterprise SAAS business solutions.
- Understanding of Microsoft’s channel and partnerships with Value Added Resellers (VARs), System Integrators and ISV’s.
- Previous ERP platform experience ideally with Microsoft Dynamics 365, GP, D365 Business Central (NAV), or D365 Finance & Operations (AX) would be an asset.

**What makes Binary Stream a great place to work?**
- Pay and benefits matter
- Wellness and work

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