Job Description
Key Function
1. Owning the Partner Success Commercial forecast and execution of performance globally
2. Owns the commercial levers for Partner Success including running the program to drive the relaunched partner tiers in FY26
3. Owns driving commercial sales process development for Partners to align on Sales methodology in positioning and selling Customer Success on Partner led deals
Key Responsibilities
4. Forecast governance and managementWorking with Regional Channel VPs / Directors in managing the Partner Success forecast, highlighting risks and opportunitiesWhere required engages in specific Opportunities to support Regional Channel leaders in presenting, estimating, driving approvals and supporting contractsReports the Partner Success forecast and call numbers into the central governance for SuccessBuilds close collaborative relationships with Partners, Channel leadership, Partner Program leadership, Sales Leadership, AEs and CSPs to maximise the revenue potential of Partner SuccessParticipate in Lost Partner Success reviews, identifying how we can drive closer collaboration and provide additional tools to drive Partner Success revenueParticipates in Regional Enablement for Channel, GSI & Strategic Partners on Partner Success and the value of Customer Success for Partners
5. Partner Success Commercial LeversDrive value based selling initiatives to Partners including:Programs that target specific partner groups (defined by typology, region, industry etc) to achieve specific time bound measurable outcomesEnablement that targets training specific skills and processes that reinforce how to sell Partner SuccessCollateral that develops how Partner Success delivers value based outcomes across the partner lifecycleProcesses that improve our sales lifecycle to achieve improved commercial performanceRun these initiatives and measure the impact on commercial outcomes, reporting the performance centrally
6. Customer Success in Partner OpportunitiesBuild a Partner engagement program that is run through the Partner teams (Channel and GSI) to reinforce the value of Success, how it should be sold (the gold standard) and the benefits to the customer, the partner and IFSRun the Partner engagement program, measuring performance through impact on partner-led sales opportunities including Success attach-rate and deal sizeActively manage in collaboration with the Partner Program where the gold standard and the commercial mandates are not being met
7. Partner Success Product DevelopmentCollaborate with delivery and portfolio development as well as the partner program to focus on developing the Partner Success product based on commercial feedback
Qualifications
Strategic & Commercial Skills
8. Forecasting & Pipeline Management
Experience owning and reporting on global forecasts, including risk/opportunity identification and performance tracking.
9. Commercial Sales Strategy
Proven ability to define and execute commercial strategies aligned with channel and partner sales motions
10. Value-Based Selling
Demonstrated ability to develop and run value-based sales initiatives, including content and process development.
11. Program Management
Strong skills in designing, executing, and measuring go-to-market programs for partner success.
Partner Management & Channel Expertise
12. Channel/Partner Sales Knowledge
In-depth understanding of the partner ecosystem, especially managing relationships with GSIs, resellers, and strategic alliances.
13. Partner Enablement
Ability to develop training, enablement programs, and supporting collateral to educate and empower partners to sell Customer Success.
14. Joint GTM Execution
Strong collaborative skills for aligning with Partner Program, Channel Sales, and internal teams to drive joint go-to-market motions.
Analytical & Performance Measurement
15. Performance Metrics Tracking
Skilled in defining KPIs and success metrics for partner sales and enablement initiatives.
16. Revenue Analysis
Experience in analyzing revenue drivers and blockers at both opportunity and programmatic levels.
Product & Portfolio Input
17. Product Feedback
Ability to channel commercial and partner feedback into product development and enhancement cycles.
18. Customer Success Expertise
Deep knowledge of Partner Success principles and how they apply to partner-delivered services.