Partnership Manager

As a Partnership Manager at Hapn, you will play a pivotal role in driving the success of our business through the design and implementation of strategic partnerships.

As the leader of our burgeoning department, you'll report directly to the Vice President of Sales, and will be instrumental in shaping and nurturing its direction.

We are on the lookout for a candidate with an entrepreneurial mindset, a proven track record of building and driving partnership strategies, and someone with grit and tenacity to navigate through the challenges that come with building new teams and processes. If you enjoy building processes and figuring things out through ambiguity, you'll excel in this role.

Your role will go beyond traditional partnership management – you will be actively involved in crafting engagement & growth strategies for our growing partnership channels, which include Channel Sales, Reseller Network, and an Affiliate Network.

The partnerships you'll help create are specific to the equipment rental industry, with a keen focus on equipment manufacturers, insurance groups, installation specialists, and other organizations with common customer bases. From there, you'll help recreate this approach in adjacent industries.

This role will create and facilitate training and sales enablement content & initiatives, ensuring partners are proficient in positioning Hapn’s solutions.

As the architect of channel incentives and campaigns, your creativity will drive monthly and quarterly objectives. You'll provide crucial sales support, empowering partners and actively participating in developing and managing a robust referral and reseller network.

Key Responsibilities:

Design and Implement Partner Strategy:

• Strategize and execute a comprehensive partner strategy to drive business growth and achieve organizational objectives.

Own Partner Engagement Strategy:

• Take ownership of partner engagement, including referral partners, affiliates, resellers, consultants/influencers, and strategic alliances.

Negotiating and Closing Partnership Agreements

• Work with our potential partners to find terms that are beneficial to both organizations and finalize agreements to add them to our partnership network

Lead Training and Enablement Activities:

• Coordinate all training and enablement activities for partner accounts, ensuring ongoing competency with Hapn solutions.
• Conduct onboarding sessions, certifications, lunch-and-learns, and other enablement sessions as needed.

Drive Channel Incentives and Campaigns:

• Create, manage, and drive channel incentives, campaigns, spiffs, and offers to meet monthly and quarterly objectives.

Sales Support and Empowerment:

• Provide sales support to Partner sellers, including follow-ups, product information, organizing product demonstrations, and facilitating quotes through completion.
• Empower team members with skills to enhance their market and product knowledge, as well as communication skills.

Referral and Reseller Network Development:

• Develop and manage a robust referral and reseller network, cultivating relationships with key stakeholders.
• Negotiate and finalize partnership agreements, ensuring mutually beneficial terms for all parties.

Joint Action Plans and Sales Motion:

• Develop, negotiate, and track joint Action Plans with partners.
• Discover partner pipelines, orchestrate sales motions, and maintain accurate and updated forecasts.

Market Monitoring and Reporting:

• Monitor market trends, competitor activities, and industry developments to identify potential partnership opportunities.
• Track, analyze, and report on key performance metrics related to the referral and reseller network.

Requirements

• Experience in developing and managing reseller networks.

• Familiarity with Hapn’s target industries (i.e. Construction Rental, Retail, Transportation) and understanding of market trends.
• Demonstrated ability to lead training and enablement activities.
• Track record of successful negotiation and finalization of partnership agreements.
• Proven technical sales experience and an ability to translate technical solutions to meet customer requirements.
• Strong negotiation, communication, and strategic thinking skills.
• Knowledge of joint action planning and sales motion orchestration.
• Strong analytical skills for monitoring and reporting on key performance metrics.
• Ability to travel up to 50%

Benefits

• Annual salary of $150,000

• Fully remote position
• In-depth training program to teach you about the industries we serve, how our solution helps, and how to have engaging conversations with prospects in order to be successful.
• Base Salary, performance incentives, and career advancement opportunity
• Generous Vacation & PTO
• Health, Dental and Vision Insurance & Flexible Spending Account
• 100% company-paid insurance option for individuals
• Self-directed 401K
• Fitness Allowance
• Company reimburses up to $50/month of the cost of a gym membership, a fitness class, a personal trainer or sports league