![Micro Focus](https://media.trabajo.org/img/noimg.jpg)
Partner Business Manager
4 weeks ago
**Hello**
**Before we get into things further, thank you for taking the time to read our advert and for taking an interest in Micro Focus**
**Who We Are**
Micro Focus is one of the world’s largest enterprise software providers, delivering the mission-critical software that keeps the digital world running. We combine pragmatism, discipline, and customer-centric innovation to deliver trusted, proven solutions that customers need in order to succeed in today’s rapidly evolving marketplace. That is high tech without the drama.
Micro Focus is a market leader in the IT Management space and one of the world's largest enterprise software providers, delivering the mission-critical software that keeps the digital world running. We combine pragmatism, discipline, and customer-centric innovation to deliver trusted, proven solutions that customers need to succeed in today's rapidly evolving marketplace.
Take charge of your future and join our dynamic, motivated Sales team as we go to market with a best-in-class portfolio that is helping to shape the world's IT Transformation landscape. #MicroFocus
**What kind of work would you be doing?**
As a Partner Business Manager you will be responsible for developing, engaging, and managing a set of regional Managed Service Providers, Local & Regional Systems Integrators, Resellers, and Distributors to develop incremental revenue sources for Micro Focus solutions.
The Partner Business Manager (PBM) is a regional channel position focused on a specific region in the International GEO. As the PBM interface between Micro Focus and our business partners, you are responsible for developing/growing, maintaining, and executing regional indirect business.
You will facilitate field sales engagements with an ultimate focus on maximizing revenue potential and increase win rates. The PBM role is expected to have a nice blend of business, technical, commercial, and deal structuring skills with an ultimate focus on developing incremental revenue generation engines.
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**Responsibilities**:
- **
- Serves as the expert to the partner for extremely complex information regarding products, services, and software transitions, promotions, and configurations.
- Promotes company offerings to become a key part of the partner's business and solutions; May be brought by the partner to sell company brand to end-customers.
- Establishes and maintains account plans to promote sales growth.
- Achieves assigned quota for company products, services, and software.
- Transactional and relationship selling within, and influencing, a team of selling professionals; physically visits partners and customers at their offices.
- Creates, fills in, and manages company funnel for deals with partners and transforms potential leads into joint sales activities.
- Actively engages company resources and senior executives to build strategic relationships with the partner which ensures long-term business opportunities for the company.
- Provides the business rationale and risk assessment for making company investments in the partner.
- Ensures partners are compliant with legal and business conduct practices.
- May drive SOW growth with distributors who are managing small partners on behalf of the company.
- May recruit and develop business relationships with new partners.
- Leverages partner solution stacks, partner intellectual property, and other capabilities to broaden the company's footprint in targeted industries and/or customers.
**What achievements should you have so far?**:
- University or Bachelor's degree.
- Typically 8-12 years of selling experience at end-user account or partner level.
- Experience selling to partners in a complex environment.
**_
Knowledge and Skills:
- **
- Thorough understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models.
- Thorough understanding of the company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure, and business model.
- Thorough understanding of the company's products, software, and services. Able to communicate the strengths of the company's offerings relative to the competition, and overcome objections.
- Effectively sells company offerings by building strategic relationships with partner decision makers; aligning partner and company processes; and promoting company programs and offerings.
- Develops strategic plans with the partner to grow the size of the business and company's share.
- Partners effectively with others in the account to ensure coordinated efficient account management.
- Ability to motivate partner's sales force.
- Coordinates and directs efforts across company sales teams and across business groups.
- Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members.
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**Job**:
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