Vendor Success Manager

Job Overview

**Please note that this role is anticipated to start in January of 2022**

The Vendor Success Manager (VSM) plays a significant role in growing vendor revenue by managing vendor relationships, vendor product pipeline, vendor forecast reporting, and by promoting sales enablement across the floor by effectively aligning sales plays and product marketing efforts. This is a dual role, where the VSM is serving both an external and internal “customer”. 

Essential Responsibilities (includes but not limited to):

• Primary owner of the relationship between vendors and Pax8
• Serves Product Management by:
  • Acting as overlay between vendors and Product/Marketing teams
  • Working with Sales/Marketing on vendor GTM strategy
• Manages reporting of vendors’ quarterly business results
  • Sales forecast vs actuals
  • Marketing activities and ROI
• Works with vendors on promotions and partner programs
  • Work closely with Vendor/Pax8 sales on vendor spiffs/promos within Pax8
  • Bring vendor partner program perks to Pax8 partners
  • Proactively manage Vendor and Pax8 GTM marketing initiatives
• Identifies and aggregates partner/customer facing vendor created content (sell guides, autopilot, data sheets, videos, etc.) for Command Console
• Participates in Mission Briefings and trainings (e.g., explaining how vendors work with Pax8 training, setting up L&L’s/other activities, etc.)
• Identifies issues and makes actionable recommendations to ensure optimum vendor performance across multiple process areas including sales, marketing, support, product, billing.
• Regularly perform vendor on-site visits and provide feedback to vendor on product sales alignment (not limited to negotiations of MDF and promotions)
• Maintain an accurate org chart and territory map for each vendor
• Assist in driving sales alignment against vendor’s organizational objectives
• Deliver monthly forecasts for each vendor to the VP of Business Development

Ideal Skills, Experience, and Competencies: 

• Two (2) years’ experience in Channel Sales, preferably IT Channel of Network and Communications
• Two (2) years’ experience in account management, with quote-to-cash process experience
• Four (4) years’ experience in a technical sales or engineer role
• SaaS product experience – selling, handling, processing
• Proven business acumen and the ability to be socially aware of others’ personal drivers
• Knowledge and understanding of how the Sales Channel works
• Knowledge and understanding of sales strategies (e.g., how to set up a sales floor)
• Strong communication and presentation skills
• Proficiency with Salesforce
• Ability to facilitate meetings
• High level of organizational skills
• Ability to apply knowledge of business and the marketplace to advance the organization's goals
• Ability to build strong customer relationships and deliver customer-centric solutions
• Ability to see ahead to future possibilities and translate them to breakthrough strategies
• Ability to step up to address difficult issues, saying what needs to be said
• Ability to paint a compelling picture of the vision and strategy that motivates others to action

Required Education & Certifications: 

• B.S./B.A. degree in related field; or equivalent work experience

Compensation: 

• Qualified candidates can expect a salary beginning at $90,000 or more depending on experience