Channel Account Manager Middle-East, Liferay, Inc., Dubai, UAE

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Liferay, Inc. is a uniquely profitable B2B enterprise software company with 1,200+ fiery-eyed employees all across Europe, the Americas, the Middle East, Asia, and Africa. As a renowned provider of enterprise open source technologies, we have been recognized by Gartner for empowering businesses around the world to solve complex digital challenges.  Liferay Experience Cloud is an all-in-one solution that unites our Liferay DXP and cloud platform capabilities with built-in analytics and B2B commerce functionality, reducing the time to market and allowing for accelerated innovation - serving notable customers across the globe such as Airbus, US Bank, Honda, and Desjardins.     

     

But we don’t just make awesome software, we are also fueled by a greater-than-profit vision. By building a vibrant business, making technology useful, and investing in communities, we make it possible for people to reach their full potential to serve others. We give our employees five days off to volunteer at charities they’re excited about, and Liferay donates 10% of our profits to charities around the world. Oh, we’re also self-funded which gives us the freedom to work on whatever we think brings the most value to customers and communities in the long run!    

     

     

About You and this Role     

As Liferay has become recognized by Gartner as the leading open source platform for enterprise applications, we are continuing to grow and enhance our partner program. We have passionate partners, world-class products, and a greater-than-profit vision of making excellent open source software while giving back to global communities.     

We are looking for a Channel Account Manager, who will report to the MEA General Manager, with experience in managing and growing sales through the channel, recruiting, enabling and proactively supporting service partners in the sales process. If you are excited by the impact digital experience software can have on customer experience and business growth; a listener and learner who likes adding value and taking programs and processes to the next level and are up to date on best practices in partner management, onboarding and enablement, this could be the role for you.    

As a Channel Account Manager for Liferay Middle-East, you will work across markets with both public and private sector focused partners and join a team encouraged to bring new ideas to the table while getting their hands dirty in implementation.    

Your primary responsibility will be to drive revenue growth through our partners. You will proactively work with partners to close business opportunities, grow the pipeline of the channel, reach new strategic customers and assure the channel sales quota is reached. You will utilize your exceptional presentation and relationship building skills to convey Liferay’s value proposition to partner sales professionals and to conduct on boarding sessions and sales training.  You will cultivate positive relationships with partners to maintain front-of-mind brand awareness. You will also work closely with both the inside and field sales teams and your channel marketing manager to ensure we get the most benefit from partners through lead sharing campaigns, marketing programs, incentives, sales and technical training, and events.     

You are confident and engaging in presenting technical solutions to decision makers, sales, professionals, and technical experts, ultimately helping to increase Liferay sales.    

Successful candidates will possess strong critical thinking skills, executive presence, and an entrepreneurial spirit. If you have a passion for growing a business and proven track record of success, we want to hear from you.    

     

Key Objectives    

Business Development    

Build and grow a healthy pipeline in the channel    

Support partners in opportunities generation reaching and developing strategic customers    

Follow up of partner’s new business sales opportunities to reach the assigned sales quota    

Develop business plans with partners to ensure consistent growth with their Liferay practices.    

Review sales forecasts and projections and propose/execute actions for course correction as necessary    

Call on end user customers with partners    

Work closely with Partner Marketing Manager and partners to build integrated content marketing strategies design to drive demand and educate the market about Liferay's value proposition    

 Prepare and give quarterly business reviews to the senior management team    

Partner Recruitment and Onboarding    

Assess current partners/partner scorecard to identify gaps in partner ecosystem    

 Identify new partners who can provide value where current partners are unable to do so    

Recruit and onboard these partners    

Partner Enablement    

Provide new and existing partners with the ongoing tools, support and understanding needed to successfully build, sell and support Liferay as a growing part of their business    

 Provide ongoing partner training on Liferay products, programs, promotions and overall value proposition    

Develop a solid understanding of each partner’s value proposition and be able to translate the value proposition into both written and oral communications with customers    

Partner Development    

Develop and leverage executive partner relationships to grow Liferay mindshare across all levels of the partnership    

Generate enthusiasm and passion for Liferay products among partner sales and engineering teams    

Develop and manage partner annual business plans    

Conduct quarterly business reviews with strategic partners to review their progress to goal     

 Set regular cadence of partner meetings to stay abreast of partner business initiatives, challenges and accomplishments    

Grow partner revenue contributions 20% YoY    

     

Required Qualifications

    

University Degree with good technical background    

5+ years experience in business to business customer service with an emphasis on Alliance or Channel Management    

 Fluent in English, written and spoken.Additional languages will be highly valued.    

 Flexibility to travel on business (primarily in Middle-East)    

 Demonstrates excellent analytical and problem-solving skills     

Proven ability to work on multiple tasks at the same time while paying strict attention to details    

Flexible, proven ability to work well under pressure, adjust quickly to changes, meet aggressive deadlines    

 Knowledge of the sales and delivery cycle of consulting projects    

Ability to talk with C-level members of a partner’s organization    

Relationship based sales experience    

Track record of (over) achieving indirect sales targets    

Strong customer relationship and presentation skills, building relationships and networks    

Positive can-do attitude, driven, reliable, trustworthy, intelligent team player    

Excellent interpersonal, relationship building, and creative consultative selling skills    

Tenacious and aggressive "hunter" mentality    

    

Preferred Qualifications

   

Understanding of the industry dynamics present among customers, especially Open Source business.    

Knowledge of Liferay Product and other portal platforms. Experience in Collaboration / Web portals is desirable.    

Diligent in working with CRM and creating KPI and reports.    

  

What We Offer   

Salary package w/ competitive benefits according to qualifications and experience   

Opportunities to take responsibility and grow professionally   

A positive and collaborative work culture   

Check out what employees say about us on Glassdoor    

Working at a leading open source company   

    

Equal Opportunities Employer - Statement   

    

Liferay is committed to the equal treatment of all candidates, customers and employees and to fostering a culture of dignity at work. Our operating procedure provides for equal opportunities in recruitment and employment with the aim to eliminate discrimination against any job applicant or employee on the basis of race, age, sexual orientation, gender, religion or beliefs, marital or civil partnerships status, family or dependency status, disability, pregnancy and maternity or membership of a traveling community.   

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