Partnership Manager
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Employer: | The KPI Institute |
Domain: |
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Job type: | full-time |
Job level: | 1 - 5 years of experience |
Location: |
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Updated at: | 29.03.2017 |
Remote work: | On-site |
The KPI Institute is a research institute specialized in business performance. It operates research programs in 12 practice domains ranging from strategy and KPIs to employee performance, and from customer service to innovation performance. Insights are disseminated through a variety of publications, subscriptions services and through a knowledge platform available to registered members. Support in deploying these insights in practice is offered through training and advisory services.
The KPI Institute has developed the first KPI Management Framework and it operates , the result of a research program dedicated to documenting and cataloging how KPIs are used in practice. It is an online portal containing the largest collection of well documented KPI examples, supported by a community of tens of thousands of members.
INTEGERPERFORM is the European arm of The KPI Institute, and it provides support at global level in research, training and advisory matters.
We expect you to:
• Hold a university degree preferably in Business Administration, or other similar disciplines;
• Have more than three years of business-to-business sales experience;
• Have experience in International Business Development, preferably in driving significant revenue growth with strategic partners globally;
• Have experience in training/advisory industry is a considerable plus;
• Have a proven track record of exceeding sales quotas;
• Have strong strategic, analytical, and project management skills: demonstrated ability to take responsibility for a diverse number of projects and to complete them in a timely manner with limited supervision;
• Set priorities wisely, multitask, and dynamically solve complex problems;
• Be able to command respect and trust internally and externally;
• Be energetic, entrepreneurial, hardworking and persistent;
• Be able to work independently with minimum supervision, but also as part of a project team;
• Be an excellent team player. Effective at sharing and communicating knowledge and supporting teammates in times of increased workload;
• Have a creative and strategic thinker who thrives for continuous challenges and personal growth;
• Have experience in using social networking platforms, such as Twitter, Facebook, LinkedIn;
• Have excellent interpersonal, communications, public speaking;
• Be highly organized and self-sufficient, successful with limited direction, upbeat and enthusiastic;
• Excel in written and verbal English.
The Partnership Manager is responsible for leading The KPI Institute’s global efforts in developing partnerships with national or regional companies offering training and/or consulting in management in general, performance management in particular or any complementary practices. In order to be successful he or she should be proficient in working with frameworks in partner selection, partnership design, contract negotiation and management and business development.
In brief, The Partnership Manager will develop and implement business plans and programs that will drive revenue through our partners. The primary goal is to sign-up companies that can successfully represent us in each market and fully leverage their resources and competitive synergies to grow revenue for both The KPI Institute and our partners. One will have the opportunity to operate at both a strategic and tactical level. From a strategic perspective, this person will assist with the overall business planning process with partners and conduct Quarterly Business Reviews. From a tactical perspective, this person will work to integrate our partners with The KPI Institute’s Business Development Initiatives to develop and execute lead generation initiatives.
FINANCIAL
• Responsible for quarterly and annual growth of partnership revenue for the designated countries, both in number of new partners signed-up and the revenue generated through executing existing Agreements;
• Responsible with Partnership quarterly evaluations of the Service Level Agreement (SLA) KPI Scorecard and annual performance of his portfolio;
• Maintain an accurate joint sales pipeline with partners and provide timely reports to key stakeholders;
• Contributes to the creation of the annual plan and supporting budget for Partnerships and prepares monthly reporting on financial status;
• Communicates and tracks budgeted goals;
• Determines Pricing Structures for offerings.
PLANNING
• Jointly developing business plans with partners that articulate mutual value proposition to address client needs, differentiated solutions, sales and technical enablement, sales and marketing activities, mutual revenue goals and investment needed;
• Driving execution of these business plans by institutionalizing rigorous joint governance, including monthly pipeline status calls/meetings and quarterly business reviews;
• Gathers and tracks intelligence on competitive offerings to maintain competitive advantage;
• Seeks out opportunities for expansion and growth.
COLLABORATION
• Develop and manage partner relationships to ensure over-achievement of assigned goals;
• Establish strong relationships with key strategic partner Executives and their teams;
• Serve as liaison/account manager between the partner and The KPI Institute’s internal teams to provide outstanding level of service;
• Collaborate with partners to define and gain commitment to joint marketing, including multi-channel thought leadership demand generation campaigns, sponsoring key corporate and vertical events that align with partnership and The KPI Institute’s marketing strategy;
• Work cross-functionally to identify joint marketing opportunities, gain commitment to campaign proposals, agree on key roles in campaign execution, and ensure flawless execution;
• Report on results and apply learnings to subsequent collaborations.
OPERATIONS
• Establish and coordinate administrative processes for partner’s contracts, invoices/billing and accounts receivables;
• Work closely with colleagues to develop effective marketing communications plans and deliverables to ensure all key stakeholders are aware of the market opportunity with the Partnership Program;
• Performs additional duties as delegated by the Global Partnerships Director, the General Manager or the CEO.
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