Business Planning and Review

• End to end management of the Australia & New Zealand (ANZ) Chanel business
• Setting targets for the Distribution and top tier reseller partners and supporting them to ensure they achieve their revenue targets by generating, executing and measuring a joint business plan (includes revenue targets, marketing, training and certifications)
• Perform regular business reviews with Distribution and Reseller partners to measure success and define adjustments where needed
• Ensure partners enlarge our footprint in their customer base and white space to sell all our products to the largest possible extent including expansion and upgrades.
• Ensure the partner is selling our complete portfolio and all license
• Ensure the partners have completed the required training and enablement and have the necessary resources and information to effectively sell the software.
• Ensure the partner and Paessler have solid network on all Hierarchy levels
  support all this thru regular onsite visits (or web meetings)
• Work closely aligned to the Paessler Sales Engineer to provide customer sales opportunity support, scheduled partner trainings and regular partner update briefings

Pipeline Generation & Management

• Plan, execute and measure joint pipeline generation marketing activities with the assigned partners together with our channel marketing team.
• Manage Lead and Opportunity sharing process with Strategic Partners to fuel the relationship, track and report on the partner gives back (Deal Registrations, Partner Initiated pipeline) and ensure a win-win situation between Paessler and the partner
• Work closely with partners to identify potential customers and pipeline, provide product information and demonstrations, and support the partners throughout the sales process
  ensure the partners revenue forecast is up to date in our CRM at all times
• Representing Paessler at Partner Events and Webinars
• Maintain CRM hygiene for all new license sales opportunities
  Partner onboarding and offboarding
• Recommend and onboard new partners, set goals, provide training, and ensure certification
• Recommend and phase out / downgrade partners that don't successfully execute the joint plan

Strategic Channel Management:

• Proven ability to develop and execute joint business plans with partners, including setting and achieving revenue targets.
• Strong track record in conducting regular business reviews to measure success and make necessary adjustments.
• Expertise in driving cross-selling and upselling across a full product portfolio, with a focus on new and upgrade business.

 
Pipeline Generation & Sales Acumen:

• Skilled in planning, executing, and measuring joint pipeline generation marketing activities.
• Adept at managing leads and opportunities, fostering reciprocal deal registration and partner-initiated pipeline.
• Proficient in supporting partners throughout the sales process, including providing product information and demonstrations.
• Experience ensuring accurate CRM revenue forecasting.

 
Partner Relationship & Enablement:

• Exceptional ability to build and maintain strong networks at all levels within partner organizations.
• Capable of ensuring partners have the necessary knowledge, resources, and information to effectively sell software.
• Experience with partner onboarding (goal setting, training, certification) and managing partner performance reviews for potential offboarding.

 
Communication & Representation:

• Excellent communication and presentation skills for regular onsite visits, web meetings, and representing the company at events and webinars.
• Ability to motivate and influence partners to set and achieve individual sales targets.

• We produce an excellent software that is loved by its users, and is recognized worldwide as one of the best-known products in the area of network monitoring
• We offer a great working atmosphere in an enthusiastic international team with flat hierarchies
• We will have an innovative and creative work environment with plenty of room for new ideas
• You can rely on the team, spread all over the EMEA region as well as in Germany, and expect to be supported in your daily tasks, even though you may be thousands of miles away in your satellite position
• Paessler GmbH is a fast-growing midsized company that has been in the market for 20 years. The company is focused on long-term goals and is currently comprised of 350 employees.