A bit about us:

Virtuoso's mission is to enable and lead the world's quality-first revolution. The field of QA has not kept pace with the software industry's transition to CI/CD. We are fixing that.

Virtuoso has reimagined how software is tested by developing a game-changing platform that is already being used by the biggest names in software. We passionately believe that anyone should be able to create and maintain tests regardless of their technical skill, and that quality is a key driver for change and growth. The latest advances in AI and Machine Learning have been leveraged to produce test automation software that thinks like a human, empowers everyone to test, and for the first time delivers on the promise of codeless test automation. Achieving remarkable success has become a business-as-usual activity for us and we need to rapidly expand our team for that to continue to increase. Want to join the quality-first revolution? Then read on.

A company without borders with employees that make an impact worldwide, with offices and a remote team spread across the globe. The nature of our product is reflected in our thorough and agile culture. We do the right things fast and our application process is no different. We want exceptional people and we will act to get them.

About the Role:

As a Strategic Channel Alliance, Sr. Manager you are focused on Partner Development at Virtuoso, you will be pivotal in expanding business through developing new partner opportunities, generating a pipeline of opportunity through partners and executing on partner led campaigns. Your efforts are crucial for generating new business leads and maintaining a healthy sales pipeline in alignment with the companyʼs strategic growth objectives.

What we would like to see in you:

• Partner Lead Generation: Proactively seek out new partner opportunities to expand the business network.

• Partner Relationship Management: Strengthen and expand relationships with existing partners to uncover new business opportunities.

• Pipeline Development: Collaborate with marketing teams to generate new business sales qualified opportunities into the sales pipeline.

• Revenue Contribution: Responsible for annual revenue targets

Key Tasks:

• Conduct initial discovery meetings to understand partner needs and assess potential opportunities.

• Work closely with Account Executives to transition new partner opportunities into the sales pipeline.

• Execute targeted outbound prospecting campaigns focused on potential and existing partners.

• Engage with SIs/GSIs, services and large enterprises to identify and develop new partner leads.

• Qualify leads from existing partners by conducting in-depth assessments of their ongoing needs and potential for expansion.

• Schedule strategic meetings and product demonstrations for Account Executives based on refined qualification criteria.

• Utilize CRM tools, such as HubSpot, to track and manage partner interactions, maintain accurate records, and monitor progression through the sales pipeline.

How will success be measured in this role (general points not individual KPIs)?

1. Activity KPIs: Track activities and conversations specifically related to partner development.

2. Output KPIs: Number of meetings and Sales Qualified Opportunities (SQOs) generated from new and existing partners.

3. Partner Management KPIs:

• Lead Generation Target: Generate a specified number of new partner opportunities per quarter.

• Lead Qualification Rate: Achieve a target lead qualification rate to ensure a robust pipeline.

• Sales Pipeline Contribution: Contribute to a specific percentage of growth in pipeline value from partner-related activities.

Skills required (Learned and Applied Abilities):

• Strong skills in prospecting and lead generation, specifically within partner development.

• Excellent communication, negotiation, and interpersonal skills to effectively manage and build partner relationships.

• Proficiency in using CRM tools for lead management and tracking.

Competencies required and to be demonstrated (Traits, Attitudes, Behaviors):

• High energy and motivation to meet and exceed partner development targets.

• Ability to work independently and collaboratively as part of a broader sales team.

• Strategic thinking and problem-solving capabilities, particularly in a partner-focused context.

What's in it for You...

• Competitive Package, including generous and achievable uncapped commission

• Employee Share Options- Share in the success of Virtuoso

• A defined, transparent, career path to more senior roles

• Remote/flexible working

• Private health insurance

• Training/personal development budget of a minimum of £500 per year

• Take your birthday as a holiday every year!

• Holiday allowance increases by one day per year of service up to 5 years

• Employee Referral Scheme - we put money in your pocket for referring awesome people!

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Department

Revenue

Locations

India

Remote status

Fully Remote

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