Location: UK
Purpose of the Role
Key Account Manager, we are looking for an experienced partnership account manager with proven track record of mutually developing key partnerships.
We require someone that has significant experience managing business through alliances and channels partners and growing the partner ecosystem. The objective of the role is to foster a first in class EMEIA partnership network which will drive exponential value to the business.
This is an exciting role where you will be responsible for achieving ambitious revenue goals. We are looking for someone who can make a huge impact in the growth of our Residential services & products.You will expand sales footprint through existing and new partnerships, leverage partners’ existing relationships with end users, package complimentary services to drive mutually beneficial sales. Focus is to drive “sell through” and “sell with” relationships with the Partners
The ideal Partnership Key Account Manager must be capable of translating our products/solutions into business value for our partners, which requires that he/she understands the partners’ business model including helping the partners develop value propositions that are attractive to their customers.
As an EMEIA Partnership Key Account Manager, you will manage new Integration & Service partners. The ideal candidate will operate at a strategic level and help uncover new revenue opportunities.
Principle Responsibilities:
Support the EMEIA BD & Partnership Director in:
- Drive sales and profitable development of Partnerships (incl. residential access & integration partners) across EMEIA in line with the Global Smart Residential strategy with both service providers and lock control partners.
- Understand partner’s business and how the Smart Residential product & services can improve their value proposition.
- Create and drive business plans with partners to identify and qualify mutually rewarding sales activities, strategies, profitability and business opportunities, and drive execution locally
- Manage the growth and monetization of existing partners, coordinate with partners to prioritize, plan and manage business activities
- Coordinate training, marketing, and overall enablement programs with strategic partners
- Documentation of channel partner forecasting and activity with accurate records
- Negotiating & enforcing legally binding contracts & monitoring changes in legal regulations.
- Conducting sales presentations with partners to customers and prospects
- Hold a regular cadence of conversations with partners to assess partner concerns and areas of opportunities.
- Attending relevant networking events with partners
- Build powerful internal relationships and networks and act as an ambassador for the brands in EMEIA.
Main interfaces will be:
- Work with the Smart products business development team to deliver the ‘go to market’ strategy for Partnerships in order to maximize opportunities for the creation of long-term sales growth within markets.
- In line with the Smart Residential Global strategy, deliver new business models for Partnerships revenue generation.
- Work closely with the EMEIA & Smart residential cross-functional teams such as Integration & Product Management, Marketing, Business Development, and Customer Success to achieve revenue goals.
- Work closely with the Global In-Home Service team delivering Access as a Service solutions. Smart Residential Partnerships & In-home Services are in close relationship and often complementary.
- Become the Subject Matter Expert on the Partnerships Incl. Partner’s propositions. Drive that message internally (sales team, channel team) and externally to the channel eco-system
Principle Accountabilities:
- Deliver accurate sales forecasts and budget management
- Sales responsibility for In Home Services products and recurring revenue.
- Monthly report on Partnerships sales, profit and activities in EMEIA.
- Collaboration with the EMEIA Business Development teams to ensure alignment between development plan and Business plans.
Essential Qualifications & Experience
- BA / BS or equivalent education and/or relevant experience
- Significant commercial experience working across consumer electronic categories or FMCG, with previous experience in partnership development roles & an understanding of partner and Alliance Management
- Demonstrable track record of building channel business successfully in a fast-growing environment across several markets.
- Key relationships & a proven track record in selling SaaS in relevant Industries (IoT, Smart Home, Access Control, Proptech, Telcos, System Integrators)
- Understanding of business procedures in Finance, Marketing, Procurement, business planning and contract management
- Solid understanding of partnerships and alliances and how they can create value for the business
- Technologically savvy and familiarity with APIs, integrations & the Smart Home market or selling SaaS
- Ability to influence business leaders/decision makers (internally and externally)
Competencies:
- Excellent interpersonal & negotiation skills, transparent in communication, pro-active communication behavior
- Teamwork
- Customer Focus
- Problem Solving
- Continuous Improvement
- Planning and Organization
- Project planning and execution
- Strategic planning
- Capable of taking responsibility, showing initiative, creativity and working in an international team.
- Able & willing to travel internationally.
Personal Characteristics
- Fluent in English. Other European language proficiency in speaking and writing would be an advantage
- Intercultural understanding and global cooperation ability
- Well-structured and self-disciplined
- Strong initiative and creativity applied through technology
- Vibrant and energetic, willingness to perform and get things done
If this exciting opportunity sounds of interest, please get in touch with SFR Recruitment Solutions.
