Strategic Accounts & Partnerships Manager

  • Infobip
  • Mumbai, Maharashtra, India
  • 17/11/2021
Full time

Description

The Strategic Accounts & Partnerships Manager is responsible for achieving an assigned sales and profit goal, and successful project management of the significant regional partnerships that will improve company’s gross profit but also the positioning and recognition on the market. 

They are in close communication with the Global Strategic Partnerships team, Presales &PO, Products and Marketing teams to create a value proposition for our customers and partners. Success is measured by how many end customers did Infobip acquire through that Partnership

The main goal for this role is to act as a key contact for strategic partnerships in order to extend the reach of Infobip to target ICPs in dedicated region; extend exposure; increase number of use cases and accelerate GTM while at the same time enriching mobile communication capabilities on the Partners side. Part of his/her responsibilities is also taking a leading role in cross team projects, sharing best practices and transferring specific insights/knowledge internally (among the teams).

  • Leads the process of acquiring new partners (global or local/regional) in alignment with HQ and regional sales management. Signs new platform integration partnerships and actively manages existing partnerships with a goal to grow, monetize and expand them according to defined revenue/gross profit goals.
  • Works with Global Strategic Partnerships team to define a list of regional partnerships
  • Develops local relationship with Partners and facilitates other internal teams to do so when needed.
  • Partner relationship management (in Sales force) – all data related to Partnerships is accurately inserted in CRM system
  • Organizes Partnership related events and drives similar initiatives/activities related to improvement of Infobip’s relationship with the partners.
  • Manages the entire sales cycle and acquires new customers from an assigned set of named prospects through direct sales.
  • Enables acquisition of new customers through management of Partnerships and collaboration with Infobip’s Sales representatives on all relevant markets where our Partner operates.
  • Develops high value relationships at the Executive level with customers and partners
  • Demonstrates market expertise and a deep understanding of customer’s organization to drive customer decisions toward company’s solutions and products
  • Ensures the sales approach and go-to-market activities within the region differentiate Infobip Solutions to the client by providing a consultative, expert approach, leading with market insight, thereby providing significant value within the sales engagement
  • Assists in brand/market awareness and opportunity development by delivering subject matter expertise and thought leadership to the market via forums, conferences, panels and PR activities
  • Facilitates activities between clients, sales organization, market planning, customer operations and executives to complete strategic selling process
  • Ensures a seamless transition of customer responsibility to the CSMs following a successful implementation. 
  • Provides inputs to the PO and Marketing teams about the vertical they are covering, organizes and defines use cases; scales the new processes and approach towards vertical to sales teams in the assigned region or on a global level. 
  • Develops and implement effective account/territory plan strategies to provide focus and maximize revenue growth.
  • Works closely with market planners/business leaders to coordinate strategy in the region and ensure the voice of regional markets.

Qualifications

  • Infobip's ICP opportunities identified and business plan established and achieved as planned (high level discovery in CRM, timely delivery on business plan phases, number of signed business deals, percentage of revenue increase) 
  • Effective partnerships (effective collaboration with customers/partners, ROI on corporate conferences and events (regionally important events); no of end customers through partnership; Partner’s satisfaction with collaboration) 
  • Project management and leadership on identified client priorities (Identification of project scope, goals and KPIs setup; leadership, organization and results delivery on the milestones and project phases in line with defined deadlines) 

Additional Information

Why our employees choose us (and stay)?

  • Awesome clients – We serve and partner with the majority of the leading mobile operators, OTTs, brands, banks, social networks and many more. 
  • Opportunity knocks. Often. – Being a part of a growing company in a growing industry – we challenge you not to grow! Whether it’s horizontal, vertical, or angular, we want to support the path that you want to carve.
  • Learn as you grow – Starting from the Academy as an onboarding program, to internal education, education resources, e-learning to external education, we invest heavily in employee learning and development.
  • Connect globally  – Work with people from different countries, participate in the biggest IT and Telecom events
  • Dollars & Sense of Wellness – Competitive salary, health benefits, covered travel expenses, discounted corporate gym memberships, employer paid benefits, flexible work environment, kitchen stocked with the usual suspects plus special requests… Talk about a balanced lifestyle! 

We do not ask for any fees (refundable or non-refundable) at any stage of the job application and or recruitment process. We, therefore, appeal to job seekers not to respond to any such requests.

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