Partner Manager - North America Sales NA – Raleigh, NC area – Home based OTE $160K-$170k Reports to: Global VP of Pathway Sales
Blancco’s partner organization is a strategic pillar for Blancco’s continued growth, and we are looking for a dynamic individual who thrives in a fast-paced environment and can play an integral role in deepening our relationship with Lenovo, one of our most important global technology partners, to make Blancco the de-facto erasure solution across Lenovo’s North America business.
How you can make a difference: As the Partner Manager for Lenovo in North America, you will own the end-to-end relationship with Lenovo and serve as Blancco’s senior relationship executive across Lenovo’s infrastructure, devices, services and lifecycle businesses. You will apply deep business acumen and thought leadership to uncover high-growth opportunities, while consistently positioning Blancco as the best data management solution for end-of-life data. This role combines alliance-building experience, senior relationship skills and a solutions-based, consultative partnering approach to expand how Blancco software is sold, bundled, and delivered with and through Lenovo and its channel ecosystem of distributors, resellers, MSPs and system integrators across all target industries.
Why Blancco? We are passionate about our people and the impact we can have on this world. At Blancco, you will be immersed in an exceptional work environment with a vibrant, driven, passionate Global sales organization that is committed to making a powerful impact on our business and our industry. As an inclusive workplace, we know that different ideas, perspectives, and backgrounds create a stronger and more creative work environment. We welcome you to bring your full, most authentic self to your virtual office each day. We appreciate work/life balance. We believe striking the right balance between your personal and professional life is critical to life-long happiness and fulfillment.
Blancco makes a difference in the world:
- Supporting the world’s circular economy
- Positive environmental impact by enabling companies to meet and exceed their sustainability goals
- Ensuring a safe and secure way to manage end of life data which can reduce data security risks and ensure privacy requirements are met
Role Responsibilities:
- Own the North America relationship with Lenovo, serving as the senior relationship executive and primary point of accountability for partner satisfaction and revenue growth.
- Build a Lenovo-sourced and Lenovo-influenced pipeline and deliver against a North America sales target.
- Develop and execute a joint North America business plan with Lenovo that aligns Lenovo’s priorities, programs and go-to-market motions with Blancco’s goals and strategies.
- Identify, build and accelerate relationships across Lenovo’s relevant business lines, including infrastructure, devices, services, asset recovery and lifecycle offerings, as well as Lenovo’s North America sales, channel and services leadership.
- Drive Blancco solution integration, bundling and packaging with Lenovo offerings, and influence Blancco product and solution changes that may be required to impact growth with Lenovo.
- Navigate Lenovo’s partner programs, deal registration, pricing and contracting processes, and work with Lenovo to drive adoption through its distributors, resellers and MSPs.
- Manage partner business performance, track pipeline and revenue, and drive quarterly business reviews with Lenovo leadership.
- Coordinate with Lenovo to deliver effective and relevant product and sales training and enablement for Lenovo sellers, technical teams and channel partners.
- Work closely with the North America Enterprise sales team and leadership, and coordinate Blancco’s Sales, Pre-sales, Technology, R&D, Marketing and Professional Services teams, to deliver joint account plans and win joint opportunities.
- Collaborate with Blancco’s global partner and alliance leaders to ensure a consistent approach to Lenovo across regions.
What we are looking for:
- 5+ years of experience in creating and driving partner business growth, including recruiting, developing, managing and growing strategic partnerships.
- Experience working at Lenovo, or at another vendor managing the Lenovo relationship, is highly desired. Familiarity with Lenovo’s organization, partner programs, sales motions and decision-making processes is a strong advantage.
- Deep consultative partnering experience and executive relationships with an emphasis on technology hardware, software, services and/or IT lifecycle management.
- Experience creating commercial relationships and 3rd party alliances with OEMs, global technology partners and channel partners.
- Demonstrated ability to craft and gain commitment to multi-million-dollar partner value propositions with C-suite executives.
- Proven success in identifying and enabling new business opportunities in a partner selling environment, including co-selling with large OEM or alliance partners.
- Ability to craft a comprehensive partner business plan.
- Expert understanding of market trends and the specific needs and issues of target markets, coupled with the demonstrated capacity to establish linkages between these needs, Partner offerings and Blancco solutions.
- Strong problem-solving and influencing skills, with the ability to lead and influence cross-functional teams without direct authority.
- Excellent communication, professional presentation and process/organizational skills, as well as strong creative orientation and the ability to collaboratively craft innovative solutions.
- Proven ability to deliver financial results and outstanding Partner satisfaction.
This position will be home based in or around Raleigh, North Carolina (the Research Triangle area, where Lenovo’s North America headquarters is located) and will require travel 30% - 50% of the time as defined by the needs of the business, including regular travel to Lenovo locations, customer meetings and industry events.
We are unable to offer visa sponsorship for this role.
Blancco Technology Group provides organizations with secure, compliant, and automated solutions that accelerate the transition to the circular economy as well as protect end points sensitive data. Each year, tens of millions of Blancco erasures allow top-tier organizations to protect end-of-life data against unauthorized access, safely redeploy data storage assets, and firmly comply with increased data protection and privacy requirements. Globally approved, recommended, and certified by governing and industry bodies around the world, Blancco is the industry standard in data erasure and mobile lifecycle solutions. With 35+ patented or patent-pending ideas, we continue to grow the number of innovative solutions global companies can rely on to accelerate operations, secure their data, and grow their businesses.
Read more about us at www.blancco.com.