Channel Partner Success Manager Wetstock Services ( Global)

Date: Jun 16, 2022

Location: Skelmersdale, GB

Company: Dover Corporation

Job Requisition ID: 40569 

Department: Sales & Marketing (DEPT_SALMRKT) 


DFS is a leading global provider of advanced customer -focused technologies, services and solutions in the fuel and convenience retail industries. We are motivated by our culture of cultivating excellence and growth for our people and our company. We are a team committed to doing great things. We are head quartered in Austin, Texas, with a significant manufacturing and technology development presence around the world, including facilities in Brazil, China, India, Poland, Belgium, UK and the US.  Develop a career that excites you with Dover Fueling Solutions.


Position Summary:


This role will be accountable for the success of reseller and licensee partners in their growth and delivery of wetstock and aligned services.  The role will have flexibility to work remotely with some time spent in one of our European locations (UK, Netherlands).  The role will lead in the conversion of new reseller and licensee partners, the agreement of their objectives, the management of their performance and delivery of business results for DFS in alignment with these objectives. This role is part of the Wetstock Sales team and will collaborate with the business development and sales leads within the team and also with regional DFS sales teams.  The core objective of the role is to achieve the maximum sustainable growth through these indirect channels, whilst ensuring performance that protects the DFS brand.

The Partner Success Manager reports to the Sales Director for Wetstock Management and aligned services


Key Responsibilities


Partner conversion

  • Establishes productive, professional relationships with key personnel in assigned partner accounts.
  • Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts in collaboration with Wetstock and regional sales teams
  • Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
  • Ensures partner compliance with according and in line with Dover compliance and business rules of engagement.
  • Supports business development manager in contract definition and closure with new potential partners


Partner Management

  • Schedule and hold partner review meetings, consider and review objectives
  • Review and amend targets, creating action plans to deliver objectives
  • Collaborate with Analyst support team (AST) to ensure Licensee performance in wetstock service delivery
  • Initiate and support sales driving and marcom initiatives in channel either direct or in collaboration with DFS Marcom team.
  • Review monthly billing and validate site counts, and additional service charges to finance team


Partner development

  • Support the Sales Director and Business development managers in strategic initiatives to broaden service capability and sales offerings of partners
  • Consider training and other support aspects of partner development and deploy as necessary
  • Extend service provision to DFS partnerships including those in asset management and price management.

Leadership & Collaboration.

  • Collaborate with cross regional and global sales teams to ensure alignment to business plans
  • Collaborate with the analyst support team on licensee performance
  • Collaborate with finance team on commercial performance and timely recognition of revenues
  • Collaborate with Customers service managers on customer satisfaction and process alignment initiatives


Work experience requirements:


  • Minimum 5 years of global channel management experience preferably in software services and ideally although not essentially cloud-based software solutions targeting industrial or IoT markets
  • Prior experience working in a fast-paced technology environment with cross-functional global teams in multiple time zones.
  • Experience of complex interdependent projects / products.
  • Experience in Fuel Retail industry is considered a pro


Skills required:


The candidate should also possess the following skills, knowledge and abilities:


  • Excellent communication skills having a high comfort level interacting with senior management, channel partners and customers; both written and verbal.
  • Demonstrated leadership skills; developing high performing cross-functional teams and influencing across hierarchies.
  • Strong business acumen including financial planning and a working understanding of commercial terms.
  • Has a customer driven mindset and aptitude for service delivery
  • Ability to work with Microsoft Office Suite and Project products.
  • Fluent in English. Additional language skills (Spanish, French) are considered a benefit but not essential 


 Essential Requirements:


  • Ability to travel domestically and internationally.


All qualified applicants will receive consideration for employment without discrimination on the basis of race, colour, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.

This position may be located in: EMEA : United Kingdom : Greater Manchester : Salford || EMEA : United Kingdom : Manchester : Manchester || EMEA : United Kingdom : Skelmersdale : Skelmersdale


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