We are Dufrain, a pure-play data consultancy delivering professional services to a range of large enterprise clients in data-rich industries. We are looking for a high-performance sales leader to drive our strategic relationships with partners. If you're passionate about building something from the ground up, developing long-term relationships, and growing a brand with purpose within our partners, this is your chance to own and shape the role. Step into a career where your confidence, commitment, and drive will fuel our next phase of growth.

MAIN PURPOSE OF THE ROLE:

Our partnerships are an integral part of our accelerated growth strategy. As such, we require an experienced partner alliance leader to align our services and offerings with our partners and grow our business in line with their annual growth objectives. The role involves building tactical, strategic, and meaningful relationships with Sales, Consulting, and Partner organisations to generate partner-centric new opportunities with both new and existing clients. This is a role for someone with a “builder” attitude, as we seek to accelerate our channel strategy

KEY RESPONSIBILITIES:

• To take the lead in building the Pipeline for our Partner Business in the required vertical and solution areas
• To close Partner centric opportunities with existing clients and new prospects
• To build and develop all required relationships to help build strong “field” level understanding of our differentiators with and to the partners
• To leverage all Programmatic advantages for the business and during any sales process.
• To help build our brand and position Dufrain as one of the key partners of choice

Business Development & Market Development

• Develop and implement joint business plans with our Partners and hold each party accountable for their commitments
• Working hand in glove with the our marketing team to build our brand and take our partner centric solutions and services to market and get them in front of both existing and new customers
• Work closely with the consulting teams and vertical leaders on Demand Generation activities
• Work collaboratively with Marketing to devise meaningful outbound and account based campaigns
• Manage your internal stakeholders to support your pipeline generation strategies
• Make sure we have the required materials and status to help our Partners distinguish us from our competition
• Build and establish your network in and around the Partner ecosystem

Relationship Development

• Building meaningful relationships with Account Teams and Solution leads at our Partners
• Support the creation of Peer to Peer relationships with the other internal stakeholders. For example: - Head ofMarketing, CGO, and Head of Consulting.
• Network with other partners and ISV partners to help foster community and build market intelligence and increase referrals
• Attend Trade, Solution and Partner Centric events to network and meet prospective clients.
• Represent the company at Partner events
• Build strong meaningful relationships with the internal SME’s and Practice Leaders
• Own the NPS for our business within the Partner

Demand Conversion

• Meet both the attached pipeline and revenue objectives
• Develop and maintain relationships with the field sales organisations
• Lead the pursuit team for any partner centric pursuits managing all internal and external stakeholders
• Work collaboratively with the Partner, Client and Business during the negotiation process
• Act as the SME in any broader transformative pursuits that are led by other growth leaders

• Work collaboratively with the CGO and CFO on pricing strategy

ABOUT YOU

You will demonstrate relevant experience in enterprise partner sales and development with a proven track record of success in generating revenue through Partnerships. As a high performer, you will have a strong understanding of partner ecosystems, excellent stakeholder management, relationship-building and communication skills. You are highly organised and you will be someone who cares about their network and reputation in the market and that has built trusted relationships with partners over time. You will be able to work autonomously and resourcefully, knowing that initially you will need to be a “rainmaker” as you build your team over time. You will have strong enterprise consultative selling skills with an understanding of the individual contribution needed to build, whilst leveraging what is in place today.

Specifically for this role:

• Strong background in a Microsoft Partner business operating in the data, analytics and business intelligence arena

• Good understanding of the broad aspects of data transformation and the business and technology landscape challenges that lead to it

• Experience of working with and leveraging Partner Funding

• You will have worked Data Solution partnerships before either: Microsoft, Google, AWS product sets or more solution based ISV’s such as Databricks, Snowflake, MongoDB or others

• Ability to manage change with ease with a growth mindset

To Apply:

Interested candidates should submit their CV and cover letter.

Dufrain offers a diverse, inclusive and engaged culture. A place where people can bring their whole selves to work and be respected for who they are, valued for what they do and celebrated for their contribution to our business and our community.

We are an equal opportunity employer and opposed to discrimination on any grounds. It is the policy of Dufrain to ensure equal employment opportunity without discrimination or harassment on the basis of race, religion, age, sex, sexual orientation, gender identity or expression, marital or domestic/civil partnership status, disability, pregnancy and maternity or any other basis protected by law.

We want to make sure no one is put at a disadvantage during the recruitment process because of a disability, condition or impairment. To assist you with this, we will reduce or remove any barriers where possible and provide additional support where appropriate.

If you need a change to be made so that you can make your application, you should contact one of our Talent Acquisition team members as soon as possible to discuss your needs.