Job Profile Summary
The Partner General Manager (PGM) will serve as a Virtual Business Unit Owner for a strategic partner. This Executive Thought Partner Leader will drive revenue growth, build and manage a high-performing direct and virtual team, and cultivate a strong, collaborative relationship with the partner. The PGM will act as a partner evangelist, ensuring alignment between SoftServe’s business functions and the partner's strategic objectives.
Duties & Responsibilities
Partner strategy & growth
- Develop and execute segment go-to-market (GTM) partner strategies that align with the company's goals
- Partner evangelist and dedicated business owner: be a thought leader in the assigned partner ecosystem driving SoftServe GTM, brand and executive alignment
- Solution & sales enablement: bridge the gap between SoftServe capabilities and partner offerings, while promoting solution areas and enabling SoftServe's differentiation
- Metrics & governance: align with the partner to understand partner health metrics and establish a regular cadence for reviews and adjustments
- Market development: work with partner leadership to identify focus areas, GTM ideation, and provide vertical and horizontal guidance
- Contribute proactively into accounts development strategy for expanding revenue from existing clients through partner channel
Client relationship management & advocacy
- Build and maintain strong relationships with key stakeholders within the partner, ensuring their needs are met and satisfaction is high
- Act as a passionate advocate for partners within the organization, championing their needs, ensuring their voices are heard, and driving continuous improvement in service delivery
Operational excellence & P&L management
- Strategically allocate resources, including budget and personnel, to maximize the partner’s growth potential and profitability from partner business
- Take full ownership of the virtual partner P&L, driving profitability and ensuring financial sustainability while pursuing growth opportunities
- Strong operational skills to ensure efficient and effective business processes
- Monitor and analyze key performance indicators (KPIs) to track progress and identify areas for improvement
Partner engagement & thought leadership
- Establish the company as a thought leader within the partner and the market, representing the organization at industry events and contributing to knowledge-sharing initiatives
- Have and maintain up-to-date specialization in tech and/or industry related to partner business and join the sales process on request as an expert in specialization
Cross-functional collaboration
- Partner with new logo leaders, segment leaders, CSLs, CTO, marketing, business enablement, client, CTO, and other functions to ensure alignment and seamless execution of segment-specific strategies
- Collaborate with corporate functions to ensure the effective utilization of consumed services
Team leadership & development
- Global management: build and manage the direct team and a global virtual business practice
- Build, lead, and inspire high-performing partner development/relationship managers, field support, and partner programs/Ops personnel, providing mentorship, coaching, and development opportunities to maximize their potential and achieve collective success
- Establish, document, and monitor key performance indicators (Workday goals & check-ins) to track sales progress, identify areas for improvement, and ensure accountability across the team
- Oversee the development and execution of partner marketing and enablement programs that drive SoftServe's brand and success
Preferred Competencies & Experience
- 10+ years of experience in partner management, business development, or a related field within the IT industry, including 10+ years of direct experience with NVIDIA
- 10+ years of experience in managing and leading teams
- Proven ability to develop and execute successful partner strategies & experience in managing complex, cross-functional initiatives
- Excellent communication, interpersonal, and presentation skills
- Deep understanding of the cloud computing market and partner ecosystem & strong business acumen and financial management skills. Deep understanding of the cloud computing market and partner ecosystem
Required Skills
- Exceptional communication, presentation, and interpersonal skills
- Strong negotiation, problem-solving, and decision-making skills
- Build consensus and collaborate effectively across diverse teams and functions
- Adaptability, resilience, and a passion for innovation in a fast-paced and ever-changing business environment
Supervisory Responsibilities
- Manage a virtual team of Partner Development / Relationship Managers, Field Support, and Partner Programs/Ops personnel
- Performance management, coaching, and mentoring team members
Qualifications
- Bachelor's degree in business, marketing, or a related field. An MBA or advanced degree is highly preferred
Certifications
- Relevant industry certifications are a plus (e.g., NVIDIA)
Other Requirements
- Willingness to travel extensively as required
SoftServe is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment regardless of race, color, religion, age, sex, nationality, disability, sexual orientation, gender identity and expression, veteran status, and other protected characteristics under applicable law. Let’s put your talents and experience in motion with SoftServe.
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