**Roles/Responsibilities**- Meet revenue targets by developing and maintaining relationships with potential and existing channel partners- Engage and manage supplier resources in support of partnership objectives and sales opportunities (e.G., direct sales, sales engineers, channel marketing, product management)- Manage channel pipeline and forecast reporting and track progress through the sales cycle- Drive regular partner alignment sessions to review partners’ pipelines, conduct win/loss analysis, and develop account penetration strategies to identify and build new sales opportunities- Work with high-performing and high-potential partners to develop an annual joint business plan that defines strategies and activities to meet revenue goals; review and assess plan progress in partner-facing quarterly business reviews, making changes as appropriate- Enable partner sales staff to identify, prospect and scope sales opportunities in new and existing customer accounts- Provide ongoing product coaching and sales enablement activities, and work with the partner organizations to ensure they complete any required partner product training- Work with partners and other resources (e.G., partner marketing manager) and Onyx marketing team on developing and executing a partner marketing plan to drive demand in support of revenue targets- Review and advise partners on sales responses for RFIs/RFPs- Manage partners’ compliance with channel program requirements and governance on channel policies to maintain the partner relationship- Provide field and partner input and feedback to internal supplier functions (e.G., sales, product, marketing) on tools and programs- Assist in field marketing activities (e.G., staff a trade show booth, deliver sales presentations)**Success Metrics**- Revenue/quota attainment and growth by partner and partner portfolio- Revenue growth by partner and partner portfolio- Revenue quality though partner portfolio- Number of leads generated- Number of deals and average deal size (i.E., sales velocity) through partner portfolio- Channel forecast accuracy- Completed and executed joint business plans for high-performing/high-potential partners- Partner participation in partner programs (e.G., deal registrations, marketing programs)- Partner satisfaction scores**Education**- Bachelor’s degree or equivalent experience**Background/Experience**- Three years of sales experience with defined technology and/or market segments preferred- Preferably able to demonstrate channel partner experience- Demonstrated ability in opportunity identification and value creation- Demonstrated ability to drive cross-functional teaming