• Business Development Executive- Alliance and Channel Partners

    Location US-MA-Cambridge
  • Overview

    The Business Development Executive is primarily responsible for identifying new application and solution partner relationships for InterSystems IRIS Data Platform. This includes understanding all aspects of prospective partner accounts in order to generate sales revenue and ensure a productive and profitable business relationship.  Key accountabilities are to help develop new logo business with alliances and channel partners doing business within the public sector (e-gov) and other industries where information exchange and data management solutions are needed. 

    Responsibilities

    • Understand competitive landscape and how InterSystems IRIS Data Platform fits into a total enterprise solution
    • Develop key Partner relationships, identify sponsors, and nurture technical, alliance and sales relationships to ensure that ISC is considered a critical strategic partner
    • Maintain an in-depth understanding of the political and organizational structure of a targeted prospect
    • Act as the principal liaison between InterSystems and partner accounts; develop and continuously update account profiles
    • Understand competitive landscape and how to overcome competitive objections
    • Introduce InterSystems IRIS Data Platform and build a pipeline of new activity within and outside the customer base
    • Meet with partner senior executives (CEO, VP Development, CTO) on a regular basis to identify a Vision to Value Profile detailing tier key “must solve” problems
    • Act as a strategic member of the global IRIS business development team to replicate successes and improve from lessons learned.
    • Represent InterSystems at sales conferences to promote IRIS Data Platform

    Qualifications

    • 8+ years related partner sales experience
    • Proven track record of increasing revenue through new alliances and channels and strong understanding of how to grow an under-developed or under-penetrated territory
    • Hunter profile focusing on new business through channel partners
    • Excellent communication, presentation, and interpersonal skills
    • Prior experience working for a software vendor selling solutions for big data, interoperability, transaction processing, and analytics in the government sector and a variety of other U.S. industries
    • A consultative sales approach and knowledge of IoT, machine learning, predictive analytics and maintenance topics
    • Strong problem identification and objection resolution skills
    • Capable of quickly learning new software product(s) and clearly communicating it’s value proposition
    • A proven closer, able to garner commitment every step of sales process

    Education and Training

    BS degree or equivalent

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