Sr. Manager - Regional System Integrators

at  Whatfix

WHO ARE WE?

Whatfix is a leading global B2B SaaS organization and the largest pure-play enterprise digital adoption platform solution provider. Utilizing GenAI technology, Whatfix enhances all stages of software deployment with application simulation, product analytics, and digital adoption. Driving business outcomes such as increased revenue win rates, cost reduction, risk compliance, enhanced productivity, and improved user experience. We have seven offices in the US, India, UK, Germany, Singapore, and Australia, supporting 700+ global customers, including 80+ Fortune 500 companies. Whatfix has raised $140 million to date and is backed by marquee investors, including Softbank, PeakXV, Dragoneer, and Cisco Investments.

• With over 45% YoY sustainable annual recurring revenue (ARR) growth, Whatfix is among the “Top 50 Indian Software Companies” as per G2 Best Software Awards.
• Recognized as a “Leader” in the digital adoption platforms (DAP) category for the past 4+ years by leading analyst firms like Gartner, Forrester, IDC, and Everest Group.
• The sole vendor named as Customers’ Choice: 2024 Gartner® Voice of the Customer for Digital Adoption Platform Report. We also boast a star rating of 4.6 on G2 Crowd 4.5 on Gartner Peer Insights and a high CSAT of 99.8%
• Highest-Ranking DAP on 2023 Deloitte Technology Fast 500™ North America for Third Consecutive Year
• Won the Silver for Stevie’s Employer of the Year 2023
• Only DAP to be among the top 35% companies worldwide in sustainability excellence with EcoVadis Bronze Medal

REQUIREMENTS

• MBA Degree or equivalent business experience
• 8+ years of total experience
• 5-7 years of Partner Management experience, preferably from within a SaaS/ISV organization
• Ability to understand complex partner relationships
• Experience driving partner go-to-market campaigns that include cross-functional teams across sales, marketing, and partners
• Experience engaging and influencing C-level executives
• Experience owning, driving, and managing partnerships against quarterly targets
• Excellent communicator and active listener with a strong sense of ownership in the work
• Multilingual skills preferred
• Skilled in negotiating contracts and growth plans with current and prospective partners
• Ability to understand and apply procedures, regulations, and policies related to areas of specialized expertise
• Ability to use a clearly defined methodology for establishing priorities
• Ability to proactively develop partner relationships by listening to, understanding, anticipating, and providing solutions to partner and partners’ customer needs
• This role requires 50% or more of travel, without exception

ABOUT THE ROLE

We are seeking an outstanding Partner Manager - for EMEA Regional System Integrators (RSI’s), to join our team and work out of our London EMEA office. The position will work with the RSI partner(s) to own all sales and business development activities at different stages of the partnership.
The RSI Partner Manager-EMEA will be pivotal in driving new business opportunities with our Strategic RSI partners, helping them grow their business, while driving C-level, Practice Team, Marketing, and Field relationships. The ideal candidate will bring a partnership background to drive successful partnerships and engage at the CXO level to close deals within the RSI ecosystem. The position also requires strong product acumen, complex campaign understanding, and working knowledge of the Enterprise IT landscape.

RESPONSIBILITIES

• Develop Joint Business Plans with the “RSI partner” in collaboration with stakeholders across the “organization,” focusing on critical offerings and country-level execution
• Develop joint relationships, initiatives, and programs for long-term sustained account success
• Influences Sales leadership to partner for short- and long-term revenue growth while building sustainable, trusting relationships with the RSI partner
• Aligns closely with the RSI leaders to ensure the identification, pursuit, closure, and tracking of customer opportunities to perpetuate the existing base of “organization” revenue - engage in customer-specific activities as needed
• Identifying the right opportunities, framing deal structures, negotiating & closing out of deals with a focus on business development and sourcing deals
• Ensure GTM stakeholders align with the right Whatfix value prop to evangelize Whatfix with their regional sales teams and clients
• Manage and collaborate with RSI partners to define and execute joint sales and Go to Market (GTM) programs
• Propose business solutions to support sales campaigns and serve as the domain expert on proposed solutions to prospective clients
• Assist the partner team with the expansion strategy into target accounts by educating them on WhatFix’s overall capability
• Plan sales campaigns with partner executives and lead efforts to ensure the delivery of all technical resources to our partner’s sales campaigns
• Collaborate with partner’s product managers, software developers, analysts, industry principals, and other groups, evangelizing and enabling them on WhatFix
• Handle escalation & governance as part of partner program and experience during sales as well as after-sales