The Associate Director, Partner Sales is aligned regionally to support our direct sales team by leveraging partner relationships to successfully co-sell into brands with joint partner solutions. This person is also responsible for working with existing Movable Ink partners (agency, technology, and ESPs), developing new partner relationships, and managing sales opportunities lead by our partners. This candidate will have significant experience generating new enterprise business through partners alongside of successfully maintaining a portfolio of existing partner relationships at the same time. This candidate will also have demonstrate how to successfully align martech partner solutions into brands.

Responsibilities:

• Work collaboratively with the direct sales team to leverage partner relationships to close deals
• Source new partner opportunities against a target prospect list
• Influence key deals in sales pipeline to move them successfully to close
• Build and leverage trusted partner relationships with key partner contacts in assigned region through face-to-face interactions, regular communications, and value-add contributions
• Be an enterprise-class, digital marketing consultant to partners, including staying abreast of email, digital, and one-to-one marketing best practices and applying this knowledge to successfully assist their portfolio of clients in meeting their marketing and communication goals
• Identify and deliver meaningful value back to partner organizations
• Identify and sell in technical partner solutions into brands to bring incremental martech value and drive increase utilization of Movable Ink
• Prioritization and focus on the right organizations and opportunities warranting ongoing investment
• Develop proposals, strategic recommendations, and deliverables for certain sales opportunities involving partners
• Manage sales opportunities from sourcing to contract signature
• Negotiate new partner contracts
• Understand the partner’s organizational structure, business model, and online marketing strategies for their clients
• Quickly become an expert in the Movable Ink software and service offerings and how our offerings can assist your partners in achieving their goals
• Management of multiple, concurrent projects in a fast-moving environment
• Provide strategic plans and analytics against regional sales performance and key partner productivity
• Drive conversations through onsite meeting and quarterly business reviews with ~25% travel.

Basic Qualifications:

• Minimum of 6+ plus years of marketing technology SaaS experience with 5+ of those years with specific experience developing successful revenue-driving partnerships with digital agencies or S/I partners
• Quota carrying experience a must
• Demonstrated track record of exceeding a partner sales quota
• Examples sourcing opportunities from partners
• Negotiation of partner contracts from start to finish
• Team player with experience working with a direct sales team in a collaborative, co-sell environment
• Proven track record of closing large and high-quality deals with partners to successfully meet quarterly and annual quotas
• A consultative sales style, strong experience selling solutions
• Technical aptitude and/or background in technology
• Solid understanding of the digital marketing landscape, including email and display
• Ability to thrive in a fast-paced environment and manage through a variety of projects and deals at any one time
• Exceptional organizational, presentation, and communication skills – both verbal and written
• Demonstrated history of managing and expanding existing partner relationships through partner account plans