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Wolters Kluwer Senior Sales Channel and Affiliates Representative (Remote) in Helena, Montana

Basic Function

The Senior Sales Channel and Affiliates Representative is responsible for managing the relationship with assigned territory partners and supporting the Strategic Partnership Account Executive in the management of top partners. Success in this role will be measured by ensuring delivery of the current plans of the partnership, driving both short-term and long-term objectives, and meeting the revenue goals for the partnerships. Individual will also be working closely with other internal stakeholders at all levels – sales, business units, professional services, marketing, product management, development, and senior management to make this happen.

Essential Duties and Responsibilities

  • Manage and drive relationships with assigned territory partners, achieve new business and product targets for all assigned territory partners, and manage partner relationship success and satisfaction by meeting annual revenue and relationship goals.

  • Assists the Strategic Partnership Account Executive in the collaboration with Wolters Kluwer sales leaders, segment leaders and product management to set business objectives, product roadmap and partnership goals. Develop overall strategy and success plan for each named partner. Drive monthly, quarterly progress towards strategic goals within plan.

  • Act as a coordination point and main driver for joint sales activities between Wolters Kluwer and the partner. Act as a coordination point and main driver for joint implementation and support activities.

  • Coordinate, manage and execute internal projects pertaining to partners. Contribute to and lead continuous improvement of processes and practices impacting the success of the partner channel.

  • Support the Strategic Partnership Account Executive in managing top partners in the territory.

  • Regularly interact with and train colleagues across the company regarding how best to drive further growth via the partner channel.

  • Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations. Monitor pricing, contract, and implementation policies for the partner channel.

  • Lead the partner relationship from the contractual and operational perspective. Develop a deep understanding of the contractual elements pertinent to each partner. Oversee Wolters Kluwer’s contractual obligations and be the go-to person internally and for our partners on all partner-related matters.

  • Conduct regular cadence with assigned partners to engage in proactive sales opportunity generation, pipeline management and deal closure. Develop go-to-market strategies and foster relationships, lead discussions, and negotiations with partners from C level executives to key functional leads. Develop strong Wolters Kluwer goodwill and awareness across partner organizations.

  • Promote and position Wolters Kluwer offerings via direct contact, meetings, demonstrations, concept/white papers and industry and tradeshow events.

  • Diligently use CRM (Salesforce.com) to capture relevant data, and keep comprehensive and accurate notes

  • Maintain industry intelligence and maintain awareness of industry trends and the strengths and weaknesses of key competitors.

Other Duties

Performs other duties as assigned by manager.

Job Qualifications

Education: BA/BS degree in business, sales/marketing or related field or equivalent related experience.

Experience: 5+ years of experience of partner/channel sales and management experience, preferably with key market players in the financial services industry.

  • Strong customer success mindset

  • Strong ability to network, align and work with key players at all levels to drive results

  • Strong presentation, negotiation, and business planning skills.

  • Must be able to prioritize and multi-task with special attention to detail and follow-up

Travel requirements

  • Travel 10% to 15% within United States

Physical Demands

  • Normal office environment.

  • Ability to lift to 50 pounds.

The above statements are intended to describe the general nature and level of work being performed by most people assigned to this job. They are not intended to be an exhaustive list of all duties and responsibilities and requirements.

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EQUAL EMPLOYMENT OPPORTUNITY Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

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