Senior Partner Account Manager
London Area/UK remote
Who We Are
Certinia (formerly FinancialForce) delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company's Professional Services Automation (PSA), Customer Success, and ERP solutions—delivered on Salesforce’s leading cloud platform—provide services businesses with the intelligence and agility to deliver high-quality services, elevate customer experiences and accelerate growth. Headquartered in Austin Texas, with offices around the world, Certinia is backed by Haveli Investments, General Atlantic and Salesforce Ventures. For more information, visit www.certinia.com.
The Role
The Senior Partner Account Manager will be responsible for defining and executing the strategic plan to build and manage a network of partners to support the European region business. Specifically, the role will be responsible for the successful recruitment, enablement, management, and engagement of Systems Integrator (SI) partner relationships to support Certinia’s growth objectives. Reporting to the VP, Global Partner & Alliances, this role works in close collaboration with the European Sales team to deliver partner‑sourced and cosell revenue, meet & exceed revenue goals and lead successful end‑customer solution implementations. The ideal candidate will have both a business background that enables them to engage at the CXO level, as well as a sales background that enables them to manage joint GTM efforts and to easily interact with customers and sales executives. This person should have a demonstrated ability to think strategically across the business, product, and technical levels, combined with the ability to translate this into pragmatic creation & execution of SI partner‑centric sales plays/campaigns.
What You Will Do In This Role
Business Planning & Acumen
* Develop Partner strategic plan that aligns with company goals and supports the growth objectives of Certinia’s European business
* Create and execute joint business plans for all managed partners inclusive of partner practice development, enablement, and sales & demand generation initiatives
* Leverage data effectively to inform priorities and drive coordinated execution of GTM initiatives
* Manage & regularly update partner data in CRM, provide regular reporting to track partner contribution on key performance metrics
* Negotiate partner agreements (with management support)
Generate Growth
* Build GTM plays and campaigns with partners to drive partner‑sourced opportunities and deal registrations
* Drive the establishment and growth of strategic relationships with partners to significantly increase pipeline capacity
* Act as the point of contact & trusted advisor between the partner and the sales teams to ensure productive joint opportunity engagements
Sales Execution
* Guide and enable both partners and Certinia AE’s on effective cosell best practices
* Work collaboratively with the Sales team and other cross‑functional stakeholders to build trust‑based relationships with partners to deliver against quarterly and annual sales targets
* Work closely with the leadership teams of partners to create and drive revenue opportunities for Certinia while also ensuring the partners can attain their objectives
Delivery Excellence
* Take ownership for partner enablement and capability development with both new and existing partners
* Track and manage partner training achievements and credentials to apply a data‑driven approach to align partners to customer projects
* Implement and drive Customer Satisfaction scoring for Partner‑delivered projects
What You Need To Be Successful In This Role
* Minimum of 8 years experience in sales, account management, and/or partner management, preferably working with Consulting and Systems Integrators
* Experience in the Salesforce Ecosystem preferable, but not required
* Proven experience developing Go‑To‑Market plans and executing against specific goals to create demand & consistently achieve revenue outcomes
* A flair for building. We are seeking a builder who will establish new partnerships and define the efficient processes to create scale in our business.
* Ability to travel 35‑40% of the time
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