Job Details
Totara is an innovative, fast-growing technology leader in the learning and development space and provider of learning development and HR solutions for 1500 customers across a variety of sectors in over 150 countries.
At Totara, you will find an army of talented, motivated, and ambitious people. Our team of 120 people across 3 offices in the UK, US and NZ has been growing steadily over several years and we are now looking to expand the business further. As a community that looks after each other, we value diversity, collaboration, and personal development.
The Role
As a Channel Partner Manager at Totara, you will be responsible for recruiting, developing, and managing Totara partners focused on the EMEA market. A primary objective will be building our market share within the DACH region, diversifying and broadening our partner base, while also increasing revenues per partner across our existing network.
Responsibilities
Collaborate with cross functional teams (e.g. Customer Success, Marketing, Product) to accelerate partner enablement, drive pipeline and shape product roadmap.
Create a robust business plan to proactively manage and grow your partner portfolio
Nurture and grow existing partner relationships to deliver lasting business value for Totara and partners
Develop and execute new go-to-market strategies
Support partners through the sales cycle as required, to secure renewals, upsells and new business
Accurately forecast revenue across your partner portfolio
Achieve quarterly and full year revenue goals for your assigned partners
Provide sales support to ensure partners are competitive and capable to win business
Hold regular business reviews with partners, proactively address any issues and identify opportunities, and distribute key findings
Conduct quarterly business reviews, measuring partner performance against agreed business metrics
Evangelise the partnership, including joint value proposition with partner sales teams to ensure awareness and collaboration
Build and maintain a strong knowledge of Totara’s solutions, industry trends, and the wider competitive landscape
Act as a thought leader for the EMEA market by developing and communicating insights so that Totara is better positioned to serve the region
Demonstrate strong sales and communication skills alongside comprehensive product knowledge, with an emphasis on consultative solution selling
Think and act independently and pragmatically within a fast-paced, growth driven environment
Effectively communicate and execute key processes and policies
Ability to travel as required to cover requirements of territory to support clients and build strong relationships
Your Profile
You will have an entrepreneurial mind-set and thrive in early-stage high growth environments, having the confidence, skill-sets and can-do attitude to make a difference. You will also be able to demonstrate an understanding and passion for Totara Learning’s mission.
Prior experience within a partner management role
Excellent written and spoken English and German
Bachelor’s degree in business or related field
A self-starter who can work independently and as part of a cross functional team
High levels of motivation and resilience with the ability to work proactively in a fast-paced and scaling tech company
An interest in technology, Totara’s marketplace and how we can support organisations to grow
Proficiency with Hubspot or an equivalent CRM is highly advantageous
Demonstrated competence to assess priorities, and concurrently manage a variety of activities effectively to meet deadlines with attention to detail and quality
Ability to establish strong team relationships at all levels and across time-zones, when working at a distance. Experience working as part of a global team is an advantage
Willingness to travel internationally. Travel to our Brighton, UK office will be required periodically
What we offer
Competitive Base salary and commission structure
Flexible working (hybrid)
An international and progressive culture
The opportunity to join a well-funded, technology scale-up with significant growth ambitions
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Totara
Totara is an innovative, fast-growing technology leader in the learning and development space and provider of learning development and HR solutions for 1500 customers across a variety of sectors in over 150 countries.