Partner Development Manager - Swedish Market

Supports partner readiness by assisting partners in the development and execution of marketing plans with guidance to generate customer sales. Ensures results on partner's behalf through resolution of complex and urgent escalations. Evaluates managed partner portfolio to identify patterns, opportunities, and gaps in partner accounts. Proposes existing products and solutions or recommends new solutions in which partners can jointly invest to fill gaps. Aligns partner needs and interests with market opportunities. Applies working knowledge to build and maintain Quarterly Execution Plans focused on Core & New to build a healthy portfolio of solutions offerings, ensuring security and privacy requirements are met. Uses Challenger mindset to influence and engage partners and develop a trusted-advisor relationship with senior level leaders and partners to establish strategic alignment and drive growth. Builds and maintains trusted advisor relationships with partner through a deep understanding of their local strategy and business imperatives. Identifies and clearly articulates business opportunities for partners and suggests ways to pursue them. Fosters a broad stakeholder map. Helps lead the integration of skills, capability, and capacity plans for the partner business. Responsible for establishing new market partnerships by working with market makers and making connections. Establishes long-term strategic vision for the partnership, creating opportunities for deeper commitments. Develops and maintains in-depth knowledge of products, channels, end customers, and industry and market trends, including security landscape, to share with partner(s). Delivers and influences mid-term partnership horizons. Develops and executes strategic partner business plans directly aligned with field goals and objectives for all managed partners that grow partner business and promote cloud consumption and digital transformation. Develops plans that fully consider short- and long-term goals and performance expectations that are aligned with partner's needs and capabilities. Establishes and maintains partner Rhythm of Business (RoB) across all levels and takes share as appropriate. Recruits new partners and leverages current partners to grow business. Partner Performance and Impact Leads and implements assessments of the partners' journey of building world class teams and helps to oversee the sharing of assessment results with other Partner Development Managers and the partners. Helps others lead and implement with Intelligent Edge/Intelligent Cloud to create strategic alignment through strong storytelling with local partner executives to gain commitment to build their selling/technical skill sets and incentivizes for their customers. Influences and plays an active role in Cloud sales transformation (e.g., readiness, compensation, territories) Ensures results on partner's behalf through resolution of complex and urgent escalations. Leads the orchestration of response to the partner to ensure timely action and resolution from internal teams. Executes a rhythm of business (RoB) for regular partner reviews and quarterly business reviews (e.g., MBRs, QBRs) to track plan execution, identify gaps and agree on any correction of errors in alignment with appropriate stakeholders. Advocates to and guides other groups in prioritizing partners' solutions and issues. Champions internal processes that benefit partners and brings insights into the organization around what the partner experience looks like. Partner Sales and Consumption Helps lead campaigns with various functional areas and the partners marketing teams. Oversees planning, campaign tactics, offers, and incentives, while incorporating security-first messaging and practices, and maintaining partner confidentiality. Ensures core activities are agreed upon before executing and helps to coordinate resources. Ensures sales targets are clear and that actions and accountabilities are being routinely followed up. Ensures Launch Excellence with sales readiness, and GTM activities. Supports partner readiness by assisting partners in the development and execution of marketing plans with guidance to generate customer sales (e.g., campaigns, incentives, and promotions). Secures marketing resources (e.g., go to market offers) to assist partners with developing marketing plans. Provides support to partners on deals to gain commercial and consumer share. Helps ensure Launch Excellence by supporting Partner sales readiness and go-to-market activities. Demonstrates a basic understanding of GTM programs and runs generic campaigns. Builds and launches integrated industry specific offerings on Marketplace with partners. Prioritizes accounts for developing go-to-market strategies. Advises partner on meeting various programs, initiatives, sales, incentive, and tech requirements. Shadows other Partner Development Managers (PDMs) through orchestration and acceleration of removing roadblocks, including internal escalation(s) as needed. Helps partners understand what a consumption-led business is and how it operates, coaches partners around consumption economics (e.g., leverages reports, analyses, etc.). Demonstrates effective pipeline management and limited seller mobilization with leadership sponsorship. Identifies co-selling and customer transactions through Marketplace. Possesses a challenger sales mindset and begins to apply this in interactions with partners. Orchestrates reviews of Partner's pipeline, top deals, and consumption targets. Coaches the partner on top deals and ensure close alignment between the partners sales team, channel managers, and other relevant teams. Supports the partners sales leaders on how to overcome obstacles, compete, create deal proposals, etc. Helps lead the development of partnerships with Global Partner Solutions (GPS) to gain support for strategic transformational initiatives to drive incremental cloud growth. Influences how partners are guided through Digital transformation by building Digital capabilities with a Challenger mindset: sharing ideas, perspectives, and building a trusted advisory relationship. Demonstrates strong pipeline ownership, translating into advanced deal control and forecasting. Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND relevant experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience. Master's Degree in Business Administration, Business Science, or an advanced degree in Science, Technology, Engineering, and Mathematics (STEM) or a related field AND extensive experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience. Partner Development Management IC4 - The typical base pay range for this role across Sweden is kr 651,000.00 - kr 962,000.00 per year. Certain roles may be eligible for benefits and other compensation.