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Inside Partner Manager - AUS and New Zealand / Australia

M-Files is making waves in the large and growing market for Intelligent Information Management Solutions. M-Files has achieved tremendous year-over-year growth and is recognized Gartner and Nucleus Research as a leading visionary in the ECM market. M-Files is a global company with 550+ employees, 10,000+ customers, and offices worldwide.

M-Files’ Enterprise Intelligent Management Information Solutions transform how businesses manage, secure and share information with a unique metadata-powered approach that organises and processes content based on what it is, rather than where it resides. Thousands of businesses in over 100 countries use M-Files on-premise, in the cloud or in hybrid environments. 

 

JOB DESCRIPTION AND RESPONSIBILTIES:

As an M-Files Inside Partner Manager, you will play a critical role in driving our success through supporting the continued growth of our indirect sales channel in Australia and New Zealand. You will need to grasp the fundamentals of the M-Files software, have an outgoing personality and professional approach that will enable you communicate M-Files platform strengths and differentiators to prospective customers and partners, and ultimately help support the continued development of the M-Files ecosystem in the ANZ region.

Your primary day-to-day tasks will consist of:

  • Maintain relationships with current authorized resellers and keep channel management up to date with activities and opportunities.
  • Identify key stakeholders within the current authorized reseller network and drive go-to-market communications to create awareness and new sales opportunities.
  • Support senior channel sales personnel in the field as needed.
  • Drive the creation and execution of business/marketing plans with authorized resellers to develop territory business.
  • Actively qualify all inbound sales inquiries on a daily basis and distribute to partner network based on defined guidelines.
  • Work in tandem with partners to offer business development services to help build pipeline within their own customer databases.
  • Set up nurturing activities to generate active engagement with prospects.
  • Achieve or exceed monthly individual KPIs and metrics.
  • Answer core product line questions from both a technology and licensing perspective.
  • Help identify, recruit, and on-board new resellers to fill vertical or geographic gaps in Australia and New Zealand.
  • Help objectives & strategies which will contribute to the overall business plan to achieve territory goals.
  • Work cross functionally with counterparts on the M-Files marketing team.  

MINIMUM EXPERIENCE: 4 to 6 years of sales or business development experience in a technology-centric environment. A background in technical software sales would be helpful. 

EDUCATION: BS or equivalent

REQUIREMENTS:

  • Highly motivated, independent, self-starter with a passion for prospecting, selling, and winning.
  • Five + years of business development experience working with and/or managing channel partners in the software or a related industry. Experience with both direct and channel sales models is preferred.
  • Demonstrated ability to work unsupervised to achieve targets.
  • Documented history of developing and managing a sales pipeline and achieving sales quotas.
  • Proven ability to communicate product strengths/benefits with excellent verbal and written communication skills.
  • Strong people skills and an ability to listen to partners and customers and translate their needs into actionable pre-sales tasks and new business proposals.
  • Ability to overcome objections and challenges on phone and in meetings.
  • Experience using a Customer Relationship Management (CRM) system.
  • Working knowledge of Windows-based environments, Microsoft Office applications and heavy Salesforce exposure.
  • Experience with document management/enterprise content management systems a plus.

COMPENSATION & BENEFITS: This is an excellent career opportunity, salary is negotiable based upon experience; an attractive base + super + commissions are on offer to attract high quality candidates.

Deadline for applications: The recruitment expires when the position is filled.

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