About Liferay Liferay is a uniquely profitable B2B enterprise software company with 1,000 fiery-eyed employees all across Europe, the Americas, the Middle East, Asia, and Africa. As a renowned provider of enterprise open source technologies, we have been recognized by Gartner for empowering businesses around the world to solve complex digital challenges. Liferay’s all-in-one platform unites Liferay DXP with our cloud platform capabilities, built-in analytics, and commerce functionality, reducing time to market and accelerating innovation. Our customer roster includes global companies such as Airbus, US Bank, Honda, and Desjardins. But we don’t just make awesome software, we are also fueled by a greater-than-profit vision. By building a vibrant business, making technology useful, and investing in communities, we make it possible for people to reach their full potential to serve others. This commitment extends beyond our product; Liferay donates 10% of our profits to charities around the world. Oh, we’re also self-funded which gives us the freedom to work on whatever we think brings the most value to customers and communities in the long run About You and this Role We are looking for a Channel Account Manager, with experience in managing and growing sales through the channel, recruiting, enabling and proactively supporting service partners in the sales process. If you are excited by the impact digital experience software can have on customer experience and business growth; a listener and learner who likes adding value and taking programs and processes to the next level and are up to date on best practices in partner management, onboarding and enablement, this could be the role for you. Your primary responsibility will be to drive revenue growth through our partners. You will proactively work with partners to close business opportunities, grow the pipeline of the channel, reach new strategic customers and assure the channel sales quota is reached. You will utilize your exceptional presentation and relationship building skills to convey Liferay’s value proposition to partner sales professionals and to conduct on-boarding sessions and sales training. You will cultivate positive relationships with partners to maintain front-of-mind brand awareness. You will also work closely with both the inside and field sales teams to ensure we get the most benefit from partners through lead sharing campaigns, marketing programs, incentives, sales and technical training, and events. You are confident and engaging in presenting technical solutions to decision makers, sales, professionals, and technical experts, ultimately helping to increase Liferay sales. Key Objectives Business Development Build and grow a healthy pipeline in the channel Support partners in opportunities generation reaching and developing strategic customers Follow up of partner’s new business sales opportunities to reach the assigned sales quota Develop business plans with partners to ensure consistent growth with their Liferay practices. Review sales forecasts and projections and propose/execute actions for course correction as necessary Call on end user customers with partners Work closely with Partner Marketing Manager and partners to build integrated content marketing strategies designed to drive demand and educate the market about Liferay's value proposition Prepare and give quarterly business reviews to the senior management team Partner Recruitment and Onboarding Assess current partners/partner scorecard to identify gaps in partner ecosystem Identify new partners who can provide value where current partners are unable to do so Recruit and onboard these partners Partner Enablement Provide new and existing partners with the ongoing tools, support and understanding needed to successfully build, sell and support Liferay as a growing part of their business Provide ongoing partner training on Liferay products, programs, promotions and overall value proposition Develop a solid understanding of each partner’s value proposition and be able to translate the value proposition into both written and oral communications with customers Partner Development Develop and leverage executive partner relationships to grow Liferay mindshare across all levels of the partnership Generate enthusiasm and passion for Liferay products among partner sales and engineering teams Develop and manage partner annual business plans Conduct quarterly business reviews with strategic partners to review their progress to goal Set regular cadence of partner meetings to stay abreast of partner business initiatives, challenges and accomplishments Grow partner revenue contributions 20% YoY Required Qualifications University Degree with good technical background. 5 years experience in B2B customer service with an emphasis on Alliance or Channel Management. Fluent in English, written and spoken. Additional languages will be highly valued. Flexibility to travel on business (domestic and international). Demonstrates excellent analytical and problem-solving skills. Proven ability to work on multiple tasks at the same time while paying strict attention to details. Flexible, proven ability to work well under pressure, adjust quickly to changes, and meet aggressive deadlines. Knowledge of the sales and delivery cycle of consulting projects. Ability to talk with C-level members of a partner’s organization. Relationship based sales experience. Track record of (over) achieving indirect sales targets. Strong customer relationship and presentation skills, building relationships and networks. Positive can-do attitude, driven, reliable, trustworthy, intelligent team player. Excellent interpersonal, relationship building, and creative consultative selling skills. Preferred Qualifications Understanding of the industry dynamics present among customers, especially Open Source business. Knowledge of Liferay Product and other portal platforms. Experience in Collaboration / Web portals is desirable. Diligent in working with CRM and creating KPI and reports. What We Offer Salary package w/ competitive benefits according to qualifications and experience Opportunities to take responsibility, grow professionally, and Stay Nerdy A positive and collaborative work culture Check out what employees say about us on Glassdoor Working at a leading open-source company Equal Opportunities Employer - Statement Liferay is committed to the equal treatment of all candidates, customers and employees and to fostering a culture of dignity at work. Our operating procedure provides for equal opportunities in recruitment and employment with the aim to eliminate discrimination against any job applicant or employee on the basis of race, age, sexual orientation, gender, religion or beliefs, marital or civil partnerships status, family or dependency status, disability, pregnancy and maternity or membership of a traveling community.