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SI Partner Manager - ANZ


POSITION SUMMARY (brief description of purpose of the position)

The SI Manager, manages and enables SI partners in order to develop, build & maintain a successful and profitable partnership. To own and drive successful customer outcomes revenue in conjunction with (selected) SIs in the Designated Market and be responsible for the development of (incremental) influence, referral and resell sales with agreed Systems Integrators and Business Consulting Firms. Creating awareness and Building an extensive senior network supporting these partners through from initial recruitment through to defining joint go to market & enabling for enterprise wide implementations of Qlik.
Responsible for creating an interactive partnership with the Named Account Sales force at Qlik and providing advice and support to the wider sales teams around SIs to grow the revenue through this channel.

KEY RESPONSIBILITIES & TASKS according to Strategic Business Plan
(primary tasks and responsibilities in the job)
  • Support our major systems integrators & business consulting partners to grow their Qlik business
  • As a quota carrier, you must manage dedicated partners to deliver Revenue targets.
  • Visit System integrators to promote confidence and goodwill, discusses and resolve mutual problems, generates awareness and interest in obtaining more license business for the company.
  • Build the mutual business plan and go to market strategy in alignment with Qlik strategy and with Qlik Account Managers annual sales plans
  • Build a sustainable, reliable revenue producing pipeline with each Partner based on our Customer Centric Selling approach and CRM software
  • Review business portfolio with Qlik’s account managers periodically
  • Be prime Partner contact throughout the enablement, marketing, selling and recovery process through revenue based activities, implementing Qonnect (Qlik’s global alliances program) guidelines and best practices
  • Provide guidance, field support, coordinate Partners Qlik sales and deployment operations
  • Work with the marketing team to set up trade shows events, workshops, seminars and other marketing events
  • Coordinate Partner
  • Develop business plans for each assigned partner
  • Working with Qlik Enablement team to drive and perform enablement programs with partner, including training (sales, presales and technical)
  • Assist in lead generating activities and help enter and manage pipeline
  • Prepare and present quarterly “state of partner” presentation for all assigned partners
  • Perform as go-to resource for partner questions, concerns or issues
  • Participate in marketing events with partners and process and track leads from events
  • Manage and process contracts and renewals with partners

Key Stakeholders
  • Country Manager (ANZ)
  • Director SI & Consulting Alliances (ANZ)
  • Global Director SI & Consulting Alliances
  • Channel & Alliances Director (ANZ)
  • Named Account Managers (ANZ)
  • Territory Sales Managers (ANZ)
  • Regional Marketing Manager (ANZ)
Direct Reports
  • None
Geographical accountability/Regions
  • Australia & New Zealand (ANZ)
Revenue/Cost/P&L/ Budget responsibility
  • TBC
COMPETENCIES & SKILLS (list core 8 – 12 core competencies considered key to success in the role and where possible detail expected behaviours against those competencies)
  • Excellent communications and highly developed interpersonal skills with strong ability to work collaboratively internally and externally and obtain positive visibility and credibility quickly – a strong team player who contributes to overall success of Qlik . Strong listening skills and writing skills.
  • Highly developed presentations skills at both technical and business level
  • Motivation & engagement - An individual with passion and enthusiasm who will embrace this great opportunity.
  • Strong problem solving skills – ability to tackle problems and views problems as challenges. Ability to break down complex problems into provide viable solutions
  • Strong relationship building skills – adopts a collaborative style across the business and externally with customers and partners
  • Intellectual horsepower - Has high intellect and demonstrates high levels of emotional intelligence in working with others both internally and externally.
  • High level of integrity and ethical approach and able to instill trust and a transparent way of doing business
  • Change agility – An individual who champions change and leads by example through business change
  • Results oriented and strong personal drive and energy – outgoing, focused and organized person with strong will to succeed and deliver excellence.
  • Business acumen - Able to quickly understand the business and it’s issues; take ownership and develop and execute a solution
  • Committed to delivering outstanding customer service delivery and supporting and driving our customers’ business success.
  • Good sales process acumen and strong ability to promote the model of customer centric selling
  • Strong negotiation skills and Creative thinker with the ability to multi-task
  • Team based mentality, enthusiasm, success-oriented

KEY CHALLENGES IN THIS ROLE (key objectives and focus areas in first 6 – 12 months)
  • Ability to qualify and prioritise prospects, and generate opportunities through prospecting, networking and relationship building
  • Demonstrate a strong knowledge of key vertical segments within the market eg. Financial Services, Telecom, Healthcare, Manufacturing/Distribution, Retail etc.
  • Able to respond quickly and think both strategically and tactically

Qualifications and Experience
Experience (technical, commercial, industry / product / functional expertise, etc.)
  • Some sales Experience in with quota responsibility
  • Exposure to selling solutions and concepts to senior decision makers
  • Good understanding of & networks in the world of System Integrators & Consulting Companies
  • Experience with managing complex sales, in matrixed organization
  • You also, ideally, have experience acquired in account management, direct and indirect selling into mid to large size companies.
  • Awareness of the BI market and organizational trends who thinks through implications for strategies and decisions
  • Experience of a recognised Sales Methodology will be an advantage
  • Understanding of Partner Programs and contacts associated with them
  • Experience in working with partners from recruitment to enablement to lead generation to closure of deals
  • Must have excellent communication, PPT and presentation skills
  • Must be self starter and able to work independently within a matrixed organisation
  • Bachelor equivalent mandatory
  • MBA advantageous
  • Business level English mandatory
  • Other relevant languages would be an advantage
Job Requirements (For US – Americans with Disabilities Act (ADA) Compliance. Please indicate physical and mental effort required to perform the essential functions of the job. Examples include travel requirements, performing complex mathematical calculations, weight lifting requirements etc)
  • Mobility - 30% of travel time required.

Qlik is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Qlik via-email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Qlik. No fee will be paid in the event the candidate is hired by Qlik as a result of the referral or through other means.


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About Qlik

Qlik is a leader in visual analytics. Its portfolio of products meets customers' growing needs from reporting and self-service visual analysis to guided, embedded and custom analytics. Approximately 40,000 customers rely on Qlik solutions to gain meaning out of information from varied sources, exploring the hidden relationships within data that lead to insights that ignite good ideas. Headquartered in Radnor, Pennsylvania, Qlik has offices around the world with more than 1700 partners covering more than 100 countries.