Sales Partner Manager SMB

Sage | Posted 8-11-2019

Lisboa (General IT)


Sage is a global company with a local heart. The market leader for cloud-based accounting, financials, enterprise management, people, and payroll software, we empower the world’s business heroes—from single-person startups to large enterprises. Our people are passionate and positive. We inspire our colleagues to serve business builders everywhere and champion their success. As a FTSE 100 company with 14,000 colleagues across 24 countries, we do business the right way, while giving back to our local communities through the Sage Foundation. Be Sage, build on.

Job Description

The primary purpose of this role is to create, nurture and pursue business relationships with prospective and/or existing business partners.

Accountable for the growth of all business partners revenues, both NCA (New Customer Acquisition) and C4L (Customers for Life), across all territory.
Ensures both growth of new business partners (recruitment) and growth of revenue from existing business partners (business development).
Works with other Heads of Territories and Sales team Colleagues to achieve NCA and C4L targets.
The job holder will report into Sales Director NCA
This role is to be based in Lisbon.

Key Responsibilities

Key Responsibilities
  • Accountable for the growth of all Business Partner revenues, both NCA and C4L, across the territory

  • Responsible for the achievement of sales objectives for business partners for all local Growth products in the territory

  • Drives new business partner recruitment in the territory, focused around the growth targets by Growth product

  • Manages existing business partners in the territory, influencing them to focus on NCA growth primarily

  • Ensures that business partners are focused on MQLs and demand generation

  • Assists business partners with proposals, quotes, presentations and sales opportunities

  • Ensures that leads from business partners are captured and fed into marketing operations

  • Professional Experience
  • 3+ years in the business team in sales related positions with strong performance in growing NCA revenues

  • Proven experience of managing and influencing business partners; good understanding of the business partner channel and dynamics in the Small&medium business sized industry

  • Proven ability to work recruit new business partners, influence key business partners and grow Sage footprint

  • Proven ability to work in a “matrix” environment and achieve shared goals

  • Skills, Knowledge and other requirements
  • Excellent team manager, strong motivational, communications and interpersonal skills.

  • Excellent influencing skills – able to work with business partners to focus them on MQL leads and overall Sage targets (for Growth products).

  • Strong analytical ability to understand MQLs and strength of pipeline.

  • Highly motivated self-starter – ability to manage multiple stakeholders under pressure and at different levels in the organisation.

  • Demonstrates and demands personal commitment to team goals.

  • Ability to manage own workload and deliver to set targets and provide accurate information and reports.

  • Experience of using appropriate software solutions within a large organisation is desirable.

  • Strong understanding of ERP/ CRM / Finance software (as appropriate to the role).

  • Understanding of trends in digital marketing and social media channels.

  • Sound verbal and written English communication skills.

  • Full clean driving license.

  • Behavioural Sales Competencies
  • Sales Confidence – Projects an air of confidence when dealing with others and portrays outstanding personal capabilities and talents.

  • Listening – Listens sympathetically to others and vigilantly observes and interprets peoples’ behaviours.

  • Adaptability – Identifies and adopts the most appropriate style to maximise success in sales situations. Is able to relate to clients or prospects.

  • Making Contact – contacting prospects ‘breaking the ice’ and making people feel comfortable, taking the initiative to establish new relationships.

  • Building desire – engaging the customer emotionally, creating a preference to buy and a feeling of fondness about the product or service.

  • Creating options – understanding the customer’s needs and producing innovative solutions.

  • Satisfying the customer – delivering post sales care persistently, relating to the customer and taking all steps necessary to satisfy the customer.

  • Managing and growing – Maintaining the customer relationship after the sale is completed, continuously looking to identify new needs and business opportunities.

  • Sage Behavioural Competencies
  • Customer Focus - Building strong customer relationships and delivering customer-centric solutions.

  • Action Orientated - Taking on new opportunities and tough challenges with a sense of urgency, high energy and enthusiasm.

  • Ensures Accountability - Holding oneself and other accountable for meeting commitments.

  • Instils Trust - Gaining the confidence and trust of others through honesty, integrity and sincerity.

  • Develops Talent - Developing people to meet both their career goals and the organisation’s goals.

  • Cultivates innovation - Creating new and better ways for the organisation to be successful.

  • Collaborates - Building partnerships and working collaboratively with others to meet shared objectives.

  • Drives Engagement - Creating a climate where people are motivated to do their best to help the organisation achieve its objectives.

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