Partner Business Development Manager

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Company overview

Puzzel is a fast-growing B2B SaaS company. We are playing in customer experience (CX) with a focus on omni-channel customer service platform (‘CCaaS’) with the flexibility and scalability to support smaller enterprises and global corporations. With headquarters in Oslo, Norway and offices in the UK, Sweden, Denmark, Finland and Bulgaria, we have over 20 years of pure cloud experience. We deliver a complete customer service platform with a proven track record. Puzzel was recognised as a Challenger in Gartner’s Magic Quadrant for Contact Centre as a Service for the fifth consecutive year.

When joining our team at Puzzel you are empowered to learn, lead and perform at your best, shaping the future of how companies engage with their customers to provide the best customer experience possible. Our team of Puzzelers are at the heart of everything we do. Success comes from our employees and we have built our culture around our four values and encourage Puzzelers to be inventive, dependable, adaptive and empowered.

With €40m in revenue FY2020 and growing 25% year on year, and currently at circa 200 employees, Puzzel is only going from strength to strength. Our investors, Marlin Equity, have already supported two acquisitions of UK based technology leaders by Puzzel to enable us to offer a competitive solution and work with us to ask the question: What next?!

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Position overview

The Partner Business Development Manager will work indirectly through the Puzzel Partner Channel. The Partner Business Development Manager role reports directly into the Partner Sales Manager and has responsibility for all aspects of the Partner Business Sales development, including:

Job responsibilities

  • Channel Sales\Channel Management of existing partners. Individual needs to be able to 'add value' to the reseller partner by being a subject matter expert for the Puzzel proposition and able to build strong, mutually beneficial relationships.
  • Undertake regular pipeline reviews with channel partners, assisting them in identifying, qualifying, managing and closing opportunities.
  • Be able to demonstrate our solutions to resellers and end-user organisations based on their specific business requirements.
  • To generate opportunities and a robust pipeline to deliver the full the proposition to appropriate business partners - 4 x pipeline coverage
  • Develop existing partners via solution sales to their clients as outlined in the business strategy and in line with agreed targets.
  • Build relationships with and develop new strategic partners in conjunction with the business strategy and in line with agreed objectives. Work with the Partners to gain a detailed understanding of their business model, growth strategy, product portfolio, customer base and growth plans to identify new revenue opportunities across their customer base
  • Collaborate with the Marketing Team to identify support needed in line with objectives.
  • Provide sales plans, forecasts and results to the UK Sales Director using Salesforce and contribute to weekly 1-2-1 with all direct line management and weekly team pipeline
  • Manage individual playbook plans for prospect/partner/customer activities
  • Monthly and Quarterly Forecasting via CRM into UKI Sales Director to within + or – 5% accuracy
  • Lead with WHY in all customer facing engagements
  • Work closely with presales, delivery, support and any bid-related teams to effectively create, sell and deliver new business wins.
  • Qualify prospective customer accounts fully to ensure all likely customer questions/interests are addressed constructively during the pre-sales process.
  • Provide feedback from Partners, and deliver this back into Puzzel Management to assist with continual improvement and development
  • Provide input into Channel Sales Strategy
  • Win/Loss Analysis to identify trends that can be leveraged
  • Ongoing competitive landscape analysis and thought leadership
  • Support core marketing activities – Social, events, brand awareness, campaigns
  • Drive Puzzel Culture and Identity
  • Understand the market environment, the business challenges faced by customers, and be able to rationalise how Puzzel and cloud offers a range of solutions and benefits for those business challenges
  • Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects. Demonstrate (at all times) the desire to over achieve at all times – go the extra mile 

Qualifications & Experience

  • Degree level education or comparable business experience
  • Solution sales experience - evidence of a consultancy style approach
  • Proven ability to drive sustainable growth by building new business.
  • Demonstrable experience driving/managing indirect channel activities to drive revenue
  • Proven experience selling both innovative technology based products and solutions to large blue chip clients and partners.
  • Experience selling SAAS services essential
  • Excellent pipeline management skills to provide predictable revenue forecasting
  • Bid/tender response experience
  • Channel Management experience an advantage
  • Experience using Salesforce CRM and Microsoft Teams  
  • Engaging presentation skills
  • Must understand SaaS based commercial modelling
  • A sustained and demonstrable track record of success in business development and building sales revenue from existing accounts and partners.
  • Knowledge of contact centre market and relevant technologies
  • Knowledge and experience of working with BPO organisations.
  • Experience of complex contract negotiation and sustaining client relationships over a contract cycle essential.
  • Understanding of marketing processes and principles.
  • Experience and knowledge of relevant solutions.

Personal Skills

  • Structured, disciplined and driven
  • Pursues excellence in all aspects of business and customer relations.
  • Supports colleagues in achieving outstanding results.
  • Results driven.
  • An active and knowledgeable networker with high business acumen and strategic agility.
  • Strong relationship builder with evidence of growing successful long term business relationships.
  • Multi-tasker - able to withstand pressure and competing deadlines.
  • Creative and resourceful thinker.
  • Takes pride in their company, their image, their work
  • Skillful negotiator and people influencer.
  • Organised and meticulous, tenacious and consistent.
  • Excellent communication skills with the ability to communicate effectively at all levels and across functions and organisations.
  • Independent networker, consultative approach, true team player

Additional information

  • Remote status

    Flexible remote

We usually respond within two weeks

Or, know someone who would be a perfect fit? Let them know!

London, UK

Blackfriars Meeting Rooms
EC4Y 0AY London Directions +44 (0) 333 300 0066

Puzzeler perks

  • Great compensation package:

    Generous holiday days • Generous pension contribution • Benefits package

  • Work - Life Balance:

    Flexi time • Remote working options • Stylish city offices

  • Company social activities and Puzzel Care:

    Training and events attendance • Yearly kick off events • Birthday gift

Workplace & culture

We are proud with our strong company culture and friendly atmosphere, pleasant working environment and colleagues with extensive experience and technical expertise.

We have an environment that is characterized by freedom and confidence to the individual employee, professional challenges and great professional and personal development opportunity.

Great people, of course! We Puzzelers are a diverse and inspired bunch who work hard and are passionate about what we do.

To work at Puzzel is an opportunity to influence and shape your own position in a company with big plans ahead.

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