Glynn Capital
Glynn Capital

Alliances Manager - UK



London, UK · Remote
Posted on Saturday, May 25, 2024

Location requirements:

Remote-based role. Open to candidates in the UK

About the Role:

The Senior Manager, Solution Provider Partners is responsible for developing and managing relationships with key EMEA-based channel partners to drive pipeline and bookings. You will be responsible for developing a small number of focus partners, providing enablement, and managing the growth of these strategic partnerships. The ideal candidate will have experience in named partner management, strong communication and interpersonal skills, and a deep understanding of the sales process. Reporting directly to the Vice President of Alliances & Channels, you will play a crucial role in driving BigPanda's growth and success in the market.

What you will do:

  • Develop and implement partner-specific strategies and business plans; inclusive of partner programs, joint marketing programs, go-to-market offerings, and partner enablement
  • Manage the performance of existing partners and execute strategies to grow pipeline and partner-sourced bookings
  • Execute plans for effective field-level engagement with BigPanda sellers to identify new opportunities and to accelerate existing non-partner sourced pipeline
  • Meet or exceed quarterly pipeline generation targets, forecast with accuracy, and drive bookings with and through the named partners at or above plan
  • Provide support and guidance to partners on product and solution offerings.

What skills and experience you’ll bring to BigPanda:

  • Minimum of 5 years of experience in partner management; prior direct sales experience is a plus
  • Ability to build and maintain relationships with partners and internal sales executives/sales management
  • Strong track record of pipeline generation and bookings with specific named focus partners showing sequential growth over time
  • Strong conflict resolution and negotiation skills
  • Excellent written and verbal communication skills with experience presenting to partners and stakeholders
  • Experience using Salesforce.com for partner account management, opportunity management, reporting, and forecasting. Familiarity with deal registration processes and partner portals. Experience with Crossbeam is a plus
  • Specific experience in managing a mix of named partners including: UK - CDW UK, Computacenter, Sapphire (NTT Data), Thebes Group and Softcat - DACH- Amasol, SVA, T-Systems and Bechtle
  • Ability to travel up to 40% of the time

About Us:

BigPanda is a fast-growing, values-driven, global company that enables Tech Ops teams to keep the digital economy running. BigPanda’s AI-driven IT operations (aka AIOps) platform transforms IT data into insight and action. By eliminating IT noise, automating incident management, and keeping our customers’ digital services up and running around the clock, we become a mission-critical part of our customers’ IT operations.

With BigPanda, some of the world’s largest enterprises including Hulu, Cisco, United, and many others are able to reduce costs and increase efficiencies, accelerate business velocity, and deliver extraordinary customer experiences.

BigPanda is backed by top-tier investors including Sequoia, Mayfield, Battery, Insight Partners, Advent International, and Greenfield Partners.

We have an awesome team of motivated, knowledgeable, fun-loving, and friendly Pandas. We provide comprehensive health coverage, parental leave, competitive cash and equity compensation, and a supportive, collaborative, and innovative environment to empower you to do the best work of your career.

Our Benefits:

  • Competitive Equity
  • Remote-first environment
  • Generous PTO
  • Comprehensive health benefits
  • #PandaParent support with fully paid leave options
  • Financial planning services
  • Employee learning & development budget
  • Values-based recognition (Quarterly and Annually)
  • Social community & ERG programs
  • Flexible work environment
  • Values-based culture

BigPanda offers a generous total rewards package that includes base pay, bonus, equity, and a world-class benefits program. We run two (2) compensation review cycles per year to ensure that managers can recognize employees without much lag between achievement and reward. All of this builds toward the best compensation we can give to anyone: the ability to develop your skills each and every day. BigPanda has a significant focus on career development that is at the core of our employee experience.