Drift: Manager, Partner Sales

About Drift

Drift is the new way businesses buy from businesses. With its quickly evolving set of tools and playbooks, Drift is the worlds leading conversational marketing platform, trusted by top enterprise businesses like Marketo, Okta, Outreach, Ellie Mae, and over 150,000 other businesses. Sales and marketing teams rely on Drift to connect now with the customers who are ready to buy now. Based in Boston, Drift was founded by serial marketing technology entrepreneurs David Cancel and Elias Torres and is backed by leading venture capitalists including CRV, General Catalyst, and Sequoia.

About the Drift Partner Program

In a little over 1 year, Drift has grown to over 250 partners globally. These partners include marketing and demand generation agencies, consultants, and systems integrators. Our goal is to create a $100M partner program and create the best partner program in B2B SaaS. Our partner team consists of 4 Partner Sales Advisors, 2 Partner Success Advisors, and works cross-functionally with marketing, enablement, and operations. We plan on continuing to hire across each of these roles in 2019 & 2020.

What you'll be doing on the team:

  • Drive revenue through new partner acquisition, meeting or exceeding all sales targets and performance metrics
  • Lead, inspire, manage, and mentor 4-8 experienced partner sales advisors to maximize their individual potential and professional growth as well as their the ability to function effectively as a team
  • Develop a deep understanding of our product messaging, technology platform, partner ecosystem, and competitive landscape
  • Build a culture of accountability and urgency by transparently leveraging metrics and reporting to drive the right behaviors of your team and partners
  • Cultivate an environment of teamwork, openness, creativity, and continuous improvement
  • Support and assist partner sales advisors with all aspects of the sales process including client presentations, proposals, contract negotiations, and final close
  • Support and assist partners with all aspects of developing services on top of Conversational Marketing. Including the development of productized packaging, retainers, and service delivery models.
  • Develop and maintain accurate forecasts
  • Identify topics and partner with sales enablement to plan product and competitive training sessions for your team and partners
  • Build excellent working relationships with all key business leaders, colleagues, and broader team
  • Listen carefully to prospects and clients to provide market feedback to the Product team and help prioritize functionality needed to drive sales opportunities and partner success
  • Partner with your partners and Partner Success to provide new customers with a seamless onboarding experience and world-class Conversational Marketing strategy
  • Creatively identify and help drive new programs to improve the partner organization

In one month you'll

  • Attend comprehensive organization training and learn the Drift story, how we work and our goals for the future
  • Complete our in-depth product training, including learning how to use and service the product for partners.
  • Establish 1:1 meetings with your VP and a cadence for your weekly forecast and key partner metrics
  • Establish 1:1 meetings with your direct reports and set appropriate expectations for their weekly updates
  • Meet with key players across the organization in Product, Marketing, Customer Services, Data Operations, Legal
  • Attend at least 10 video conference or in-person demos with your team members
  • Seek feedback, not consensus

By month 3 you'll

  • Master Drift pitch and value proposition and become knowledgable of the key Drift use cases for partners and their clients
  • Master the Conversational Marketing Blueprint, the Conversational Maturity Model, and Partner service packages
  • Fully understand our internal ecosystem and be able to collaborate cross-functionally to lead a best-in-class sales process
  • Determine how to forecast your team number as accurately as possible on a monthly and quarterly basis
  • Create and collect partner materials that can be used for training purposes and be stored on the Partner Wiki and PRM for efficiency and consistency
  • Determine the sales math needed for your team including total pipeline, activities, deals across stages on a weekly and monthly basis
  • Understand inbound and outbound marketing programs and determine what mix is needed for your partners and teams success
  • Be a curious learning machine

By month 6 you'll

  • Build predictable pipeline management techniques and playbooks for the partner motion including the expansion of and upgrade of products
  • Lead your team to drive complex partner sales processes within a fast paced environment
  • Develop strong collaborations with Partner Success to support the growth of our partner ecosystem and customers supported by partners.
  • Hire, train and ramp new talent on the team to continue to drive growth on the Partner team in 2020
  • Through your leadership, coach your team to be role models within Drift
  • Bring your thinking, strategy and ideas to the team to advance our unique culture and vision for the future
  • Practice extreme ownership

About you and what type of skills youll need:

  • 3+ years of experience in channel programs
  • 3+ years experience of working with martech solutions and understanding our persona
  • Deep knowledge of the marketer persona, CMO Emily
  • Minimum of 5+ years of successful B2B SaaS sales experience
  • Demonstrable track record of above target performance, especially in a startup environment
  • Smart, organized, self-motivated, flexible and team player
  • True mentor and colleague
  • Clear and direct communicator
  • Consistently exceeds expectations
  • experience selling to CMOs or S/VPs of Marketing
  • experience selling a product for a category creator / not budgeted for already
  • experience with working in a growing company vs. an established, known Enterprise brand
  • trained on MEDDIC and/or other sales methodology

Drift is committed to being an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Drift is committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need any assistance or accommodations due to a disability, please let us know at disabilities@drift.com