Partner Sales Manager, Pigment
Enterprise West
More information about location
Enterprise business planning platform (EMP, CPM)
Posted today
Enterprise business planning platform (EMP, CPM)
201-500 employees
Posted today
More information about location
201-500 employees
Company mission
To enable people and businesses to make better decisions.
Role
Who you are
- 6+ years combined experience in alliance management or partner sales, technology sales, business development, or ecosystem consulting services
- A proven history of recruiting, signing, developing, managing and significantly scaling partnerships between systems integrators and a software/SaaS company
- Strong interpersonal skills and comfort working with cross-functional teams
- Strong relationship building skills and excellent listening, probing, questioning and negotiating skills
- Ability to manage a book of business efficiently and autonomously through people and process management skills
- Comfort owning and/or supporting partner sales pursuits with multi-disciplinary teams
- Profound understanding of building and executing partner go-to-market strategies
- Possesses a deep understanding of the partner ecosystem, including incentive programs, enablement offerings and success measures
- Strong executive presence, comfort presenting, and ability to manage up
- Prior experience in the EPM/FP&A space a plus
- Strategic thinker who is comfortable in a fast-paced, always-on, highly ambiguous start-up environment
- Ability to adapt to a rapidly changing product and respond strategically to partner needs
What the job involves
- Our ideal Partner Sales Manager (PSM) is an entrepreneurial self-starter that will define and execute our partner strategy for Enterprise West, collaborate with local market and global leaders, and drive partner sales
- You must have experience building and managing trusted relationships with partners as well as possess a track record of developing pipeline and reaching or exceeding quota
- This role is remote in the United States with preference for individuals who reside in California or Washington State
- Develop and execute regional partner business plans to achieve pipeline, revenue, delivery, and certification goals
- Recruit, onboard, and manage strategic consulting partners to expand market coverage and delivery capacity
- Build and maintain joint business plans with key partners, including regular business reviews and performance tracking
- Drive pipeline generation through joint account planning, co-marketing initiatives, opportunity registration, and partner-led sales motions
- Partner closely with Sales, Solution Consulting, Services, Marketing, and Partner Excellence teams to accelerate deal execution and customer success
- Enable internal field teams on partner capabilities, industry and use-case expertise, and engagement strategies to increase partner influence in sales cycles and overall customer success
- Monitor partner health and performance by evaluating partner certifications, customer adoption and expansion, engagement quality, and operational compliance
- Facilitate ongoing stakeholder alignment through territory planning, pipeline reviews, partner engagement planning, and executive-level collaboration with regional sales leadership
Our take
In an ever-changing world, demand for more effective and accessible planning tools is rising. Pigment is meeting this demand with its business planning platform.
Pigment’s platform is disrupting a market that has long been dominated by generic spreadsheet programs like Excel. Its primary focus lies on forecasting and planning, enabling businesses to model and test outcomes. This is designed to improve the efficacy and reliability of decision making.
Taking on incumbents such as Excel, which boasts around one billion users, is no easy feat. However, Pigment’s innovative forecasting tools, ease-of-use and significant funding should give it a fighting chance in a market that is continuing to make space for disruptors. They have attracted impressive clients including Figma, PayFit, and Gong.
Freddie
Company Specialist at Welcome to the Jungle
Insights
83% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Apr 2024
$145m
SERIES D
May 2023
$80m
SERIES C
Total funding: $388.9m
Company benefits
- Healthcare including dental
- Brand new offices in the heart of Paris, London (Liverpool Street), New York and Toronto
- One company offsite every year in Paris
- Generous maternity (16 weeks full pay) /paternity leave (5 weeks full pay + 4 weeks half time work but fully paid)
- 50% home work stipend covered by Pigment
- Free Lunches
- Monthly office socials. Quarterly team socials
Company values
- Thrive together - We can only win as a team. We are all founders and do the right thing for our peers, Pigment, customers, partners, and the planet
- Never settle - Aim to become the best at what you do by delivering with rigor and ambition every day. Delivering for us means to build a passionate Pigment community
- Go for it - We are biased towards action. Every action leads us to learning and these learnings get us one step closer to our mission
- Be real, be humble - We are generous with our feedback, open to change our views and we approach it with empathy, knowing everyone is trying to do the best for Pigment
Company HQ
Arts-et-Métiers, Paris, France
Articles
Leadership
Romain Niccoli
(Co-CEO)Previously founded Criteo, where they served as CTO for 11 years. Went onto co-found LESS in 2017. Is an Advisor for Remeniz and Ledger.
Eléonore Crespo
(Co-CEO)Worked at Google for 3 years, first as Product Analyst and then as Financial Analyst. Has been a Board Observer at Slite, Spendesk, and Alan.
People progressing
Tania joined as a CSM and was amongst our first London hires! She quickly impressed and today holds the role of Team Lead for our CSMs in EMEA. She also Co-leads our DEI Council.
Diversity, Equity & Inclusion at Pigment
Tania Pennick (CSM Team Lead, EMEA)
- Company commitments and policy relating to DEI, including commitments regarding Next40
- All Pigmenauts go through annual unconscious bias training
- We have a dedicated employee run DEI Council, and bi-weekly meetings for this team
- We pass our job adverts through gender indexing to ensure they are neutral in content style
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