FarEye’s Alliances & Channels Presales Manager position requires an individual with experience giving presales demonstrations along with demonstrated account management skills. They will manage assigned Global Accounts and regional APAC sales support. This individual will be part of a dynamic Global Alliances & Channels team serving both our internal direct sales teams, our channel partners, and our global alliances. The successful Alliances & Channels Presales Manager will drive deep learning of FarEye’s real-time visibility solutions to our partner community and help win business with our partner channel, thus bringing the art of the possible to life. This individual will work with the FarEye partner community to expand FarEye awareness within their organizations as well as assisting in customer sales calls. The Alliances & Channels Presales Manager will provide product demonstrations and facilitate work sessions with partners to establish a clear path to value creation for end customers.
Build business plan that defines success criteria for assigned Global partners.
Build awareness of FarEye within the partner ecosystem and support sales engagements.
Support channel sales partners from opportunity identification to closing.
Help design and implement marketing campaigns with partners.
Support training of partners including working with the FarEye Partner Management System.
Collaborate with FarEye Account Executives to qualify sales opportunities and jointly navigate complex sales cycles with partners.
Support working with Professional Services on Statements of Work and aligning skillsets from partner community.
Develop and deliver compelling value propositions, considering the business and technical challenges of the partner.
Interact with product marketing and act as conduit for new product enhancements and releases with the partner community.
Work with the Development team for API development and other product enhancements needed to support our partner community.
Develop and maintain an excellent and authoritative knowledge of the competitive product landscape.
Experience & Knowledge
Experience with logistics operations and knowledge of how a SaaS real-time visibility solution creates reduced cost and improved customer experience for last, mid and first mile delivery spanning all modes of global transportation.
5+ years’ experience with enterprise SaaS environments in a Pre-Sales capacity.
Knowledge of supply chain planning systems—TMS, WMS, inventory management, fulfilment, etc.
Proven ability to demonstrate products, methods, or services to prospective or current partners.
Ability to assess where FarEye fits in a partner’s supply chain ecosystem and creatively provide solutions to address those needs.
A consultative approach to working with sales and partners.
Demonstrable experience of working with internal stakeholders cross-functionally.
Experience in giving presentations to customers/partners in a sales environment at all levels up to and including C-level.
Excellent writing skills (meeting communications and presentations)
Excellent verbal skills (explanation of solutions, meetings, presentations, training)
Strong leadership capability
Self-starter with excellent written and verbal communication skills.
Salesforce experience necessary
Travel, approximately 30%, expected post COVID
Preferred location: India or Singapore