Distribution Technical Lead

Description

This role helps the company's partners across all its divisions and routes to market build the skills to sell, adopt and deploy its solutions, with a focus on the full sales lifecycle.

The In-Geo Commercial Sales & Regional Enablement Lead works as the regional arm of the Distribution Technical Enablement Lead, pushing local go-to-market and enablement work forward.

The role connects the Geo lead, CTO, PBMs, ADs, RMMs and partners, concentrating on launching, growing and running enablement and certification programs so the Geo builds sales and technical capability.

The Technical Enablement Lead grows Area-level partner revenue by preparing top partners to sell and position the company's solutions, covering sales, presales, implementation and support, and tailoring solutions to customer environments so end users value their partner relationships more.

Responsibilities

• Turn the global partner strategy into a local plan and run the key programs across the Geo, securing leadership buy-in for a top-down approach that matches their priorities and KPI reporting.
• Deliver role-based enablement for sales, presales, implementation and support in line with program requirements and business plans.
• Lead training and certification programs.
• Build trusted relationships with partner subject matter experts so you can give sales and technical input that shapes the company's architecture proposals.
• Share industry and company knowledge with partners, drawing on real-world experience and keeping your industry certifications current.
• Know the company's product features and benefits well enough to explain them within architected solutions.
• Raise partner satisfaction by helping them build architecture skills, grow their business and improve their customers' experience.
• Advise multi-brand and profile partners as a trusted adviser to create opportunities and pipeline.
• Work with business units, presales, services and support teams to make partners self-sufficient so they rely less on the company's structure.
• Spot additional solutions and extra value for partners.
• Apply the globally standard best practices and operating frameworks locally to improve coordination and communication across functions in the Geo.
• Work with the global team to localize enablement content, tools and resources and deliver them in a way that fits the Geo's needs.
• Work with partner-facing teams to build enablement and education learning plans so partners gain the skills to deploy and manage solutions and meet program requirements.
• Work with product teams to shape product direction so partners can design and install the company's products and solutions.
• Work with marketing and corporate program teams on partner programs, certification development and partner messaging.

Requirements

• Hold a bachelor's degree and have 12 years of work experience in a sales, enablement or partner-facing role, preferably in a technology or matrixed organization.
• Have a proven record of executing strategic plans and managing projects at a regional or local level.
• Understand indirect (partner) routes to market and the commercial sales landscape in your Geo.
• Communicate, present and build relationships well, and influence and drive execution across local cross-functional teams.
• Work proactively and independently, and set your own priorities in a fast-paced environment.

Conditions

If you live outside the USA, provide a home address for future correspondence.