Associate Partner Manager

The Associate Partner Manager is the entry to the DM Partner Manager career path. As an associate partner manager, your role primarily is inside sales and partner management. You will be fielding and qualifying leads, preparing and following up on quotes, and managing your own pool of partners, with an associated revenue target.

COMPETENCE REQUIREMENTS (Knowledge, Hard Skills & Soft Skills/Behaviors)

Knowledge:

• Knowledge of lead qualification and quoting processes.
• Knowledge related to asset tracking, preferably in supply chain management, transportation and logistics or fleet operations
• Some understanding of the IoT value chain, including hardware, middleware/software, systems integration, and ongoing services.
• Familiarity with connectivity standards such as 3GPP, LPWAN, BLE, GNSS, or LoRaWAN.

Hard Skills/ability to do something:

• Channel management and in particular co-selling through partners
• Sales forecasting
• Business development & prospecting
• Proven ability to sell hardware + SaaS solutions.
• Sales pipeline management from qualification to proposal to close
• Ability to negotiate a win-win for all parties by selling on value rather than price, using detailed ROI-based proposals.
• Ability to articulate technical concepts and align them with the client’s needs
• Ability to ascertain client’s needs and discern the correct product for them and sell that product
• Project management/planning & scheduling
• Cross sell/up sell

Soft Skills/attitude/behaviors:

• Strong relationship-building skills at all levels
• Positive attitude
• Excellent communication & interpersonal skills, both written & verbal
• Attention to detail
• Team orientation/collaboration
• Motivated
• Self-learning
• Process driven/with excellent self-management
• Business/financial acumen
• Problem-solving
• Results driven

EDUCATION Qualifications, Certifications, Accreditations & Licenses)

• Bachelor's degree in business, technology, or an industry-relevant field is preferred but not mandatory
• Professional sales training (SPIN, Challenger, MEDDPICC etc) is highly valued but not mandatory

PERSONAL & PROFESSIONAL DEVELOPMENT & TRAINING

• On the job training in the Digital Matter product portfolio
• Personal development plan as discussed and approved with your manager

EXPERIENCE

• 2+ years professional experience with B2B sales and account management is preferred but not mandatory
• Experience within IoT, telematics or asset management is a plus
• Experience with CRM software