Partner Sales Play Manager-Dell-Advanced Data Technologies-Data Center-Remote-Na

Connection Enterprise Solutions is a profitable $1.3B+ company focusing on providing technology solutions for the Fortune 2000, located in Boca Raton, Florida. Connection Enterprise Solutions is a wholly owned subsidiary of Connection (CNXN), a $2.5 Billion+ publicly traded company located in Merrimack, NH.

Connection Enterprise Solutions offers a wide range of technology services with over 500 technical certifications and a qualified team of expert engineers, software licensing specialists and project managers to offer best-in-class solutions to our customers. We deliver end-to-end solutions across the entire IT lifecycle--from assessment, design, procurement, and installation to management and asset disposition. Focused on solving the complex business challenges of enterprise customers, Connection Enterprise Solutions is a one-stop source for a full range of IT products and services, including data center, networking, mobility, and software solutions. Offering over a million products from 1,600 technology vendors, Connection Enterprise Solutions' proprietary cloud-based e-procurement system, TRAXX, creates a streamlined, efficient approach to IT procurement that reduces the cost and complexity of buying hardware, software and services. By leveraging our strategic relationships with leading IT manufacturers and software publishers, Connection Enterprise Solutions is able to provide the best pricing and preferred product availability.

Job Summary

Working in conjunction with the Partner Field Engagement Manager (FEM) and under supervision of the Director of Partner Business Development, the Partner Sales Play Manager (SPM) is a critical part of our partner field engagement motion.

At the highest level, this position is responsible for mining data through collaboration with Connection product marketing teams and the partner’s database teams to extract information about a target customer’s current install base, new product purchases and potential future needs. Once data is analyzed by the SPM and whitespace / potential customer needs are identified, the SPM collaborates with the FEM and the partner to devise a go-forward strategy that specifically targets these identified potential needs, creates packages of “sales plays” and facilitates a hand-off to the Sales team for them to finalize the sale.

• This position requires understanding of partners’ products and services, solutions and how digital transformation impacts customers business outcomes. The candidate must be adept at mining data and collaborating with database teams and other sources to extract information about target customer’s environment.
• Works with marketing to 'package' up solutions, making them actionable for sales; including white papers, customer facing decks, reference architecture information. Input deals inside SalesForce, collaborating with the BD Field Engagement Manager to ensure account information (Partne) Rep, Partner SA, Field CTO, Field exec. and CNXN account coverage data and competitive intelligence) is included.
• Enables ESG hyper-sales growth of core and adjacent products and services.
• Drives 3X top-of-funnel pipeline, reflected in SalesForce.
• Proactively provide sales with actionable leads through pre-defined sales plays.
• Key Performance Indicators:
• Pipeline - reflected in SalesForce, 3X target sales goals per sales play (determined by required $GP, Rev, Bookings per quarter).
• Actionable, packaged opportunities - 1:1 hand-off to sales, including white papers, customer facing decks, reference architecture information, field mapping information (Recommends internal pursuit team; TSX POD, COE resources).
• Deal Registration - when possible and feasible; # of deals registered per quarter.
• Collaborate - strong collaboration with your assigned ESG Partner BD Field Engagement Manager and partner CNXN PM, Sales and Marketing.

• Proficient use of Microsoft Office Suite, MS TEAMs, Cisco Webex and relevant internal business systems.
• IT aptitude with strong desire to continually learn and apply latest technologies. High aptitude to stay current and train on related technology areas.
• Experienced in partner relationship and customer-facing roles with success leading technical architecture discussions with senior customer executives, partner resources, sales and other internal partners.
• Fully competent knowledge of vendor specific technology.
• Fully competent knowledge of respective practice area technologies and related product solutions.
• Fully proficient account planning skills with experience in up-sell and cross-sell strategies.
• Ability to clearly articulate and demonstrate the value proposition to the customer.
• Fully skilled at providing IT solutions based on customer needs.
• Proven experience managing projects and delivering expectations, both internally and with clients.
• Action oriented with strong executional skills.
• Strong interpersonal and proactive communication skills with ability to collaborate with Account Managers and to engage customers.
• Highly self-motivated and results-driven.
• Excellent time and self-management skills.