At SmartBear, we deliver the complete visibility developers need to make each release better than the last. Our award winning and industry favorite tools TestComplete, Swagger, Cucumber, ReadyAPI, Zephyr are trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including world-renowned innovators like Adobe, JetBlue, FedEx, and Microsoft.  

Solutions Partner Director Role 

SmartBear seeks a seasoned Solution Partner Director (SPD) to play a pivotal role in our Atlassian Marketplace GTM strategy. As a highly visible and senior position, the SPD will be instrumental in managing strategic Solution Partner relationships and driving new business opportunities by crafting and executing partner business plans to drive sales growth. The ideal candidate will excel in partner enablement, pipeline development, and executive relationship building, ensuring mutual success for our organization and our partners.  

Role Objectives 

  • Develop high growth partner plans
  • Identify and execute enterprise pipeline generation activities with Solution Partners
  • Leverage and guide internal resources to enable partner business practice expansion
  • Foster executive level relationships with the partners, including sales leaders and account executives, services, and solution engineering teams
  • Growth of partner generated pipeline for SmartBear solutions
  • Increasing partner services attach rates to SmartBear sales
  • Enabling partners to provide high quality services  
  • Accelerate SmartBear product bookings by facilitating successful joint GTM activities 

Experience 

  • 10 years of experience in enterprise software channel sales and alliances
  • Strong track record of driving revenue growth through partner networks.
  • Exceptional relationship building experience and partner account management of value-added resellers in a B2B environment.
  • Demonstrated expertise in value-based selling and partner business planning
  • Passionate team player, obsessed with learning, professional growth, and possessing strong communication skills
  • Possess excellent technical and business acumen with broad industry knowledge.
  • Familiarity with the Atlassian Marketplace ecosystem is a plus. 

Responsibilities 

  • Strategic GTM Initiatives: Collaborate with Strategic Partner Managers and Marketing to drive targeted initiatives for industry verticals and territories.
  • Channel Sales Development: Cultivate multi-level relationships with partner representatives across organizational hierarchies.
  • Partner Enablement: Contribute to crafting sales enablement content and campaigns for internal and partner teams.  Organize and present sales enablement sessions for various teams, both virtually and in-person.
  • Sales Liaison: Bridge partner representatives and SmartBear sales executives, facilitating information exchange and deal support.
  • Operational Leadership: Coordinate sales communication, conducting meetings, and pipeline reviews, QBRs.
  • Subject Matter Expertise: Act as the primary authority on solutions delivered through partnerships, ensuring comprehensive knowledge and understanding.
  • Performance Tracking and ROI Measurement: Track and measure partnership Key Performance Indicators (KPIs) to gauge effectiveness, while also assessing the Return on Investment (ROI) of program execution.
  • Status Reporting: Provide comprehensive status updates, including forecast and pipeline information, to Management, facilitating informed decision-making.
  • Partnership QBR Leadership: Regularly assess partner performance, identify improvement areas and implement enhancement strategies.  Lead Partnership Quarterly Business Reviews (QBRs), driving collaborative discussions and strategic alignment between SmartBear and partners.
  • Event Participation: Represent SmartBear at trade shows, partner events, booths, and public speaking engagements.
  • Thought Leadership: Provide insights to guide program development and execution plans. 

Key Traits 

  • Autonomous Problem Solver: Proficient in independently resolving challenges and implementing effective solutions.
  • Strategic Visionary: Capable of envisioning and executing short-term GTM activities in line with the long-term strategies.  
  • Relationship Builder & Monetization Expert: Proven track record in cultivating and capitalizing on partnerships.
  • Executive Presence: Demonstrates the professionalism to engage at the highest levels.
  • Sales Proficiency: Skilled in conducting software demos and supporting sales teams in deal closures.
  • Conflict Management: Adept at handling conflicts with finesse and diplomacy.
  • Urgency & Value-Driven Work Ethic: Purposefully and responsively builds value with partners.
  • Simplicity in Complexity: Ability to distill intricate concepts into easily relatable content for sales teams.
  • Adaptability: Nimble in adapting to market changes and evolving business landscapes. 

 
Why you should join the SmartBear crew: 

  • You can grow your career at every level.
  • We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
  • We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.
  • We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.
  • We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes. 

Did you know? 

  • Our main goal at SmartBear is to make our technology-driven world a better place.
  • SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
  • SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.
  • We’ve won major industry (product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work. 

 

SmartBear is an equal employment opportunity employer and encourages success based on our individual merits and abilities without regard to race, color, religion, gender, national origin, ancestry, mental or physical disability, marital status, military or veteran status, citizenship status, age, sexual orientation, gender identity or expression, genetic information, medical condition, sex, sex stereotyping, pregnancy (which includes pregnancy, childbirth, and medical conditions related to pregnancy, childbirth, or breastfeeding), or any other legally protected status. 

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