Manager, Program Development (Strategic Partnerships)
Denver, Colorado
GTM – Development & Ops /
Full Time /
Hybrid
Reporting to the Vice President of Program Development, the Manager of Partner Program Development is focused on the development of our customer programs through the Strategic Partner channels. This role is part of the broader Go To Market sales team and is closely linked to Sales leadership. This role will be specifically aligned with the Strategic Partnerships Sales Leader to ensure partner deals are modeled and documented quickly and accurately. You will be responsible for expanding and helping our strategic partnerships team reach into new and existing customers.
We are looking for someone who is comfortable being customer facing, identifying, and meeting our customer needs, has strong financial acumen, content creation skills and is comfortable leading a team in the future.
#LI-TD1
Responsibilities and Duties
- Manage the day-to-day pre-sale activity of assigned sales executives and strategic partners.
- Proactively identify Redaptive cross-sell opportunities for existing Indirect customers.
- Educate and support direct/indirect SEs on the Redaptive platform product suite.
- Ensure adherence to defined boundaries of the sales process by Sales Executives, Partnerships, and other teams.
- Provide feedback and support to Sales Executives to enhance their presentation performance and strategy.
- Support senior team members in handling executive-level client calls and challenging scenarios.
- Dedicated internal POC for all strategic partner channel enablement activities and seamlessly supported our sales organization.
- Develop sales enablement resources, tools, and training programs to empower the sales team (and our partners' sales teams) to engage with customers and drive revenue growth effectively.
- Standardize Strategic Partner account development strategies.
- Support the program development of Strategic Partner GTM pursuits.
- Work with partners’ marketing teams to update new process changes/initiatives/sales collateral.
- Assist in managing and developing team members, ensuring consistent quality, and identifying opportunities for skill development.
- Collaborate with senior team members on key complex deals and situations, providing support and input as needed.
- Support the business case development, cash flow modeling, and contracting of strategic accounts.
- Provide expertise in the energy efficiency space to internal and external stakeholders.
- Collaborate with senior team members to support strategic relationships and referral partners.
- Contribute to cross-functional strategic projects and initiatives from ideation to completion.
- Stay abreast of industry trends, best practices, and emerging technologies in market enablement and share knowledge with internal stakeholders.
- Collaborate with legal and product teams on contracting strategies.
- Assist in developing cash flow models and templatized materials for internal and external use.
- Other duties as assigned.
Sales Management and Support
Sales Enablement and Training
Team Development and Collaboration
Strategic Projects and Industry Knowledge
Miscellaneous
Required Abilities and Skills
- Expert understanding of enterprise and B2B sales processes
- Proven ability to reduce contract management and sales cycle times
- Strong communication skills and executive leadership presence.
- Ability to manage through ambiguity and being comfortable in vague situations
- Expertise in financial deal structuring
- Engage directly with Redaptive’s new and existing customers and define how Redaptive’s products can be deployed to solve key customer challenges
- Be the dedicated internal POC for all Strategic Partner program development activities and seamlessly support our Sales Organization
- Develop strong cross-functional relationships that result in accelerated deal closure
- Collaborate with Legal, Finance and Operations leadership for ensure Compliance with Redaptive approval workflows
- Develop strategy for ensuring all required program information is documented appropriately (Contracts, pricing, etc.).
- Provide reporting on all ongoing Strategic Partner program activity and key program metrics
- Develop internal guidelines for Strategic Partnership deal development initiatives
- Demonstrated track record of developing strong customer relationships and identifying complex customer needs
- Ability to manage a future team of 1-3 individual contributors
Education and Experience
- Bachelor’s degree in business, finance, or related field
- 8-10+ Years of sales, channel sales, strategic alliance management, strategic finance, deal desk, strategy or sales consulting experience
- Experience with Salesforce required
- Experience in energy efficiency or renewables industry a plus
- Experience workflow automation tools (Asana, etc) preferred
- Highly proficient in Excel and PowerPoint
The Perks!
- Equity plan participation
- Company-subsidized benefits: medical, dental, vision, life insurance
- Flexible Spending Accounts: healthcare and dependent care
- 6% 401(k) match with immediate vesting
- Flexible Time Off
- Occasional travel may be required to support key customer programs, trade-conferences, etc. anticipated to be 25% or less. Travel is expected to be within the continental US.
- Expected annual salary: $133,000 - $174,000 (subject to adjustment for relevant experience, skills, geo location)
- Annual bonus target of 20%, subject to company and individual performance
The company is an Equal Opportunity Employer, drug free workplace, and complies with ADA regulations as applicable. All duties and responsibilities are essential functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities. The requirements listed in this document are the minimum levels of knowledge, skills, or abilities.
