HERE

Telecom Partner Account Sales Director

DE-Berlin | NL-Eindhoven
Requisition ID
2017-18662
Category
Sales & Business Development

Overview

“Ever checked in somewhere on social media? Ever tracked your online orders?” You might be using HERE every day without even realizing it. You can find us everywhere: in vehicles, smartphones, drones or third-party apps. And we’re not stopping there. We are evolving what used to be thought of as a map, into a real-time, 3D, digital representation of the world that will help us achieve our vision of enabling an Autonomous World for everyone.

To stay ahead of the game and continue to create breakthrough solutions for our customers, we are looking for the brightest and most passionate minds out there to join our melting pot of strategists, creatives, entrepreneurs, inventors, engineers, developers, explorers and travellers. We believe that with the right people, we have the right ingredients to become a game-changer in the technology industry. The Partner Account Sales Director owns the end to end
relationship with assigned Telecom Partners and executes to create breakthrough opportunities for HERE and its Partners. This role also manages a team of Partner Account Managers or Partner Account Sales Managers that promote, upsell and cross-sells the HERE product & services stack focussing on the business benefits of each technology. This role and the team is expected to develop a strong relationship with Partners and deliver an industry leading Partner experience maintaining a consistent sense of satisfaction for the Partner to ultimately lead to sales growth. The Partner Account Sales Director understands the organisation, structure, and business model of Partners and develops relationships with decision makers, and technical/sales operatives to ensure efficient communication and productivity.

Responsibilities

MAIN RESPONSIBILITIES

 

  • Manages a team of Partner Account Managers or Partner Account Sales Managers and develops key talent within our organization
  • Sells the full breath of HERE products, services and solutions through strategic Partners and deliver incremental business for HERE
  • Co-operates closely with the HERE Sales Teams in all selling activities (sell with/sell through/ sell to initiatives), where appropriate
  • Establishes and fosters executive relationships and secures buy-in regarding the assigned Partners
  • Leads and manages Partner initiatives and identifies new strategies & incentives for field engagement and business success
  • Established full data accuracy in Salesforce and associated internal systems related opportunity pipeline
  • Creates and manages a governance structure for projects and initiatives owned
  • Deals with queries, escalations and actions quickly and efficiently, maintain great communication at all times and provide a regular flow of information which adds value to the overall Partner experience
  • Acts as a strategic advisor to HERE Partners, HERE Sales Teams and HERE Business Groups
  • Positions, communicates and presents the HERE ‘Reality Index’ strategy to internal/external stakeholders;
  • Works closely with key stakeholders to execute on the next generation Open Location Platform (give/get model), where all sensor data provides the foundation for new products and services that create unique and differentiated value propositions for HERE, its partners and customers

 

 

Scope  

 

  • Manages recruitment, career development, coaching and counseling, employee relations, goal setting and performance appraisal, succession planning and administration for team of Partner Account Managers
  • Exceptional problem-solver and influential collaborator that can conceptualize winning strategies, formulate strategic initiatives, and execute under tight timelines
  • Creates and executes a Partner business plan (with focus on Partner Development, Partner Enablement, Partner Experience and several Sales & Marketing initiatives) together with the Partner Account Managers
  • Contributes to a Partner Organization business plan for Partners solutions and initiatives

 

Impact DECISION MAKING

 

  • Expert at identifying and leading the appropriate resources (internal and external) required to develop and execute the Partner Program strategy
  • Manages the relationships and executes program & project plans for the assigned Partners
  • Creates and executes a Partner business plan (with focus on Partner Development, Partner Enablement, Partner Experience and several Sales & Marketing initiatives)
  • Contributes to a Partner Organization business plan for Partners solutions and initiatives
  • Organizes monthly progress meetings and quarterly business reviews for the assigned Partners
  • Provide input into the HERE Partner Program strategy, monthly operations reviews, and CEO briefings

Qualifications

POSITION REQUIREMENTS

  

  • 12+ years of experience in senior management positions within the IT and Communications industry, with proven experience building and managing high performing teams with a strong customer and partner orientation
  • Experienced manager in transforming (virtual) teams to new objectives and has an ability to work effectively at all levels and cross-functionally with proven communication and management skills
  • Proven ability to manage partnerships in a EURO 1 Billion+ company in a market facing significant disruption;
  • Experience in participating in multi-national virtual teams and applying a Partner Program governance structure
  • This ideal candidate has successfully participated in virtual teams and is very familiar with different cultures and ways to solve problems on a global basis
  • Deep understanding of the “Digital” opportunities leveraging technology- and business-disruption in a transformative approach
  • Deep knowledge of location technology and proven ability to identify sources of value from partnerships;
  • Strong ability to interface effectively with key stakeholders, strong communication, negotiation and presentation skills
  • Creative thinker willing to challenge status quo with new ideas, new approaches, and new solutions, while deeply understanding and respecting what works today
  • Experienced in building long lasting relationships with multiple Partners
  • Capable of travel extensively to key operations, Partners and customers across the world;
  • Bachelor’s degree in Management or Business Administration – Masters Preferred

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