Job Title: Partner Development Manager 

Objectives: 

As our technology evolves, we must innovate our business models and go-to-market strategies. The Partner Development Manager will lay the groundwork for a new partner program designed to enhance relationships with existing partners and identify and develop new enterprise partners in the IT and OT sectors. This role aims to extend our market reach and drive revenue growth. 

Job Description: 

• Create, communicate, and execute a partner development strategy that aligns with AITS’s software growth objectives. 

• Evaluate market potential and identify gaps in coverage. Strategically identify and qualify new partners in the OT and IT software space, including System Integrators, Value Added Resellers, Special Solution Providers, Managed Solution Providers, and Independent Software Vendors, to expand into new geographic areas or target specific customer segments. 

• Map partner capabilities and priorities with business goals and strategies to ensure alignment. 

• Design and manage enablement programs, and report on their effectiveness to ensure continuous improvement. 

• Oversee and report on the business performance of partners through Monthly and Quarterly Business Reviews, and work on enhancing partner performance. 

• Collaborate to establish a robust network of partners, improve communication, provide support, and address any issues or concerns. 

•  Establish and maintain strong relationships with senior executives at major partners. 

• Present regular reports to senior management on channel performance, challenges, and growth opportunities. 

• Work closely with the sales team to align sales and channel efforts. 

• Set the strategic and tactical direction for channel marketing activities in coordination with the marketing team. 

•  Stay informed about channel partner and technology trends. 

• Assist partners in growing their practice and product portfolio through joint development of solutions and services, and drive their certification levels. 

Skills: 

• A passion for technology with a minimum of 5 years of experience in channel management in IT or OT software industry. Cloud knowledge and experience is a plus. 

• Strong verbal and written communication skills, with experience presenting to partners and stakeholders 

• Knowledge of sales techniques and strategies 

• Ability to build and maintain relationships with partners 

• Analytical skills to assess the performance of the partners using KPIs 

• Strong problem-solving and negotiation skills 

• Time management and organizational skills 

• Ability to work independently and as part of a team 

• Flexibility and adaptability to change 

• A desire to learn and grow in the channel management field 

• Bachelor’s degree in business or related field 

• Business acumen