Director- EMEA Regional Partner Manager Director- EMEA Regional Partner Manager …

in London, England, United Kingdom
Permanent, Full time
Last application, 02 Apr 20
in London, England, United Kingdom
Permanent, Full time
Last application, 02 Apr 20
Director- EMEA Regional Partner Manager
Job Description The regional partner manager will be responsible for developing and managing the partner network in the EMEA region.

The primary objective is to increase sales of Moody's Analytics (MA) enterprise risk management solutions via the partner network. Building on a software sales background, the partner manager will identify, select and on-board sales partners and help drive and support their sales and marketing activities according to growth objectives.

The selected candidate will work within the Partner Alliance framework, Moody's Analytics newly launched partner program, and in team with a number of divisions at Moody's, including Sales, Product, Marketing, Services and Legal.

This is a senior position in the team with direct responsibility for regional objectives, exposure to senior management, direct input to the partner program content and the opportunity to be very independent.

This role presents an exciting and unique career opportunity for the right candidate. Knowledge of the financial services and software industry and previous experience in Channel management are highly desirable, as well as a second European language, excellent interpersonal skills, good attention to detail, a can-do attitude and a high degree of pragmatism.

  • Grow, structure and motivate existing sales and delivery partners
  • Source, qualify and on-board new sales partners into MA partner ecosystem
  • Negotiate sales referral, sales support and reselling schemes
  • Fuel win-win relationships that meet both profitability and growth objectives for the partner and MA
  • Work with partners to build and execute go to market plans that consistently cover product, pricing and market promotion aspects to help meet agreed sales targets and increase MA market share
  • Support partner deal engineering ensuring that good coordination, relevant preparation activities and success criteria are being met to win deals jointly. Debrief accordingly and help to continuously improve the joint value propositions and pitching process.
  • Work closely with Sales and Services teams to continuously understand and meet partner demand levels
  • Develop a strong understanding of MA enterprise risk solutions and formulate partner-orientated client solutions working together with the Pre-sales and ERS product teams including product partnership opportunities.
  • Manage partner implementation capacity and flow of subcontracting work towards partners as needed
  • Working in team with Partner Services teams and Lines of businesses, manage partner delivery engagements, ensuring both client and partners are satisfied, and MA brand and commercial objectives are being met.
  • Plan and execute on appropriate communication mechanisms (web/email/events) to ensure partners are always fully informed of MA products evolutions and are actively promoting MA solutions in the market.
  • Ensure partners are trained and certified to MA standards and identify improvements areas, seeking input from other teams.
  • Negotiate contracts, manage compliance issues and monitor ongoing compliance with MA standards
  • Promote PartnerAlliance to the market, working with the partner program manager and other Partneralliance colleagues to plan and execute state of the art and efficient market communications.
  • Opportunity to formulate and execute on partner product partnership strategy in the region.
  • Educate internal teams on the objectives, benefits and operational aspects of the partner program and promote buy-in across the organisation.

  • Software or Services sales experience and experience in developing relationships with multiple third party/partner channels (consulting firms, distributors and integrator)
  • Channel Sales experience
  • Experience or at minimum understanding of partner project delivery models
  • Understanding of technology industry in Financial Services
  • Engineering background preferred.
  • Strong process skills
  • Excellent communication skills, with experience working at executive level
  • Self-starter, with ability to execute on global vision
  • Strong teamwork and inter-personal skills
  • Ability to multitask, change priorities rapidly and work under pressure
  • Strong commercial focus with experience in negotiation and selling
  • Strong understanding of the Financial risk management solutions, products and services. Preference for Risk Management industry experience.

Moody's is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation, gender expression, gender identity or any other characteristic protected by law.

Candidates for Moody's Corporation may be asked to disclose securities holdings pursuant to Moody's Policy for Securities Trading and the requirements of the position. Employment is contingent upon compliance with the Policy, including remediation of positions in those holdings as necessary.