Role Description
Associate Principal - Partner Software
What you'll do:
- Work and develop relationships with software partner organizations, primarily sales representatives and sales managers to identify leads, joint accounts, and partnership opportunities.
- Identify leads and lead pursuits within ZS client accounts by working with Client Service Teams and ZS leadership.
- Sell projects and hunt for new leads in "net new (to ZS)" accounts, with accountability for a dollarized book of business
- Contribute to the Partner Software space strategy and growth development
- Develop specialized expertise in one or more of the following areas:
- Incentives operations (ICM)
- Sales planning (territory and quota management)
- Xactly, Varicent, and other tools
- ZS specific industries, such as MedTech, Travel & Hospitality, Financial Services, Healthcare Payers and Providers, etc.
- Attend industry conferences
- Support the delivery of projects
- Manage team staffing and expertise development
What you’ll bring:
- Ability to develop and grow relationships with both clients and partners (3rd parties who help in the selling process)
- Strong project management skills and client empathy
- Demonstrated ability to sell and hunt for new work
- Knowledge of commercial model and motivation (CMM) processes and principles, with a particular understanding of sales compensation (administration), quotas, and territory design and management
- Comfort with data and technology with an ability to quickly learn technical systems
- Understanding of basic data processing approaches (predominantly SQL, Excel, Access, etc.) and DQM principles
- Experience collecting requirements for technical solutions
- Experience implementing software solutions, with a preference for Xactly, Varicent, Anaplan or other top tier SPM software
- Experience managing and maintaining software solutions, including:
- High degree of self-sufficiency and motivation
- Confidentiality and ability to compartmentalize different solutions
