The Channel and Tech Partner Manager ? (EMEA Territory) is responsible for establishing, building, and managing relationships with counterparts at Garland Technology?s Technology and Channel Partners (?Partner?) in EMEA (i.e., roles like Business Development, Sales, Channel, Alliance, Marketing, etc.). The Channel and Tech Partner Manager ? EMEA will be Garland Technology?s main point of contact with Partners in the EMEA region. The purpose of these relationships is to help generate field level relationships and initiatives to identify new opportunities and leads for Garland Technology. She / He will understand the goals, products, personnel, and programs of Garland Technology?s Partners and work with Partners to pursue mutually beneficial opportunities. The Channel and Tech Partner Manager ? EMEA will work closely with the EMEA Sales Team and the US-based Partner Team at Garland Technology.
Responsibilities
- Conduct outreach to Partners? Sales and SEs via phone, email, and LinkedIn to introduce Garland Technology (?GT?) and connect the individuals with GT?s Sales and SEs team members in EMEA.
- Train Partner staff on GT: value proposition, TAP to Tool philosophy, products, and initiatives. Pull in shared resources as needed to complete the trainings. Trainings can be in-person, video conference, and / or webinar.
- Introduce GT Sales and SEs to Partners? Sales and SEs via introductory meetings, joint trainings, and events.
- Work in collaboration with Tech Partner Channel and Alliance Managers and Garland Partner Team to design and build programs to drive business through joint Channel Partners. These will most likely be regional or geography based.
- Conduct Monthly Business Reviews with prioritized Channel Partners to review the business metrics, discuss future goals and strategies, and address any gaps.
- Work with GT?s Tech Partners to jointly create new and update existing Solution Briefs - working directly with GT?s Marketing Team to finalize layout if GT is taking the lead.
- Bring marketing programs designed through collaboration with Tech Partners to the Channel in order to generate new leads and build pipeline opportunities with end user prospects and customers.
- Collaborate on new TAP-IT Partner Program resources and materials to drive sales enablement and understanding of GT?s value proposition.
- Help manage partner SPIFFs in EMEA territory.
- Develop/support and execute joint marketing activities such as webinars and events (hosted by either a Partner or Garland) to build brand awareness, strengthen relationships with Partners, and drive revenue.
- Attend Territory Forecast Meetings and contribute by offering ideas to help achieve quota and complete all actions discussed / assigned in the meetings. Each Territory has one (1) Forecast Meeting every other week.
- Provide Partner support for TAP-IT Partner Portal: answer account access questions, set up new companies, provide initial Partner training.
- Increase usage of TAP-IT Partner Portal by Channel Partners.
- Support team with planning, logistics, and execution of field events, conferences, trade shows, and meetings including meeting space research / reservations and other planning details.
- Run internal post-event meetings to gauge feedback, successes and areas of improvement.
- Ensure proper follow up is completed on all leads from field events and trade shows.
- Manage inventory of GT trade show assets and giveaways earmarked for EMEA.
- Stay on top of industry trends and news throughout EMEA.
- Maintain awareness of new technologies for potential technology alliance partnerships.
- Other duties as assigned.
