Introduction to Demandbase:
The biggest and fastest-growing companies in the world rely on Demandbase to drive their account-based strategies and maximize B2B go-to-market performance.
We pioneered the ABM category nearly a decade ago, and today we lead the industry as an indispensable part of the B2B tech stack.
Demandbase offers the only end-to-end Account-Based Experience (ABX) solution that helps B2B companies find, engage, and close the accounts that matter most.
Our success would not be possible without the driven and collaborative teams here at Demandbase.
As a company, we’re as committed to growing careers as we are to building world-class technology.
We invest heavily in people, our culture, and the community around us.
We have offices in the Bay Area, New York, Seattle, and a team in the UK, and allow employees to work remotely from anywhere in the US.
We have also continuously been recognized as one of the best places to work in the Bay Area.
Our success depends on our ability to create a diverse, equitable and inclusive environment.
Were committed to attracting, developing, retaining and promoting a diverse workforce.
By ensuring that every Demandbase employee is able to bring a diversity of talents to work, were increasingly capable of living out our mission and providing real insight from our products to support our customers.
We encourage people from underrepresented backgrounds and all walks of life to apply.
Come grow with us at Demandbase!
About the Role:
Demandbase is seeking a driven builder and a closer with a high degree of creativity to develop partner relationships and drive revenue in the Microsoft Dynamics Ecosystem.
You should be motivated by developing relationships and understand how to navigate a channel ecosystem and develop partnerships to grow revenue.
We’re looking for an engaging and tenacious risk-taker who solves problems while always focused on closing.
You should be comfortable with ambiguity and enjoy developing new paths to achieve success.
We’re looking at candidates who have successfully built Microsoft strategic partnerships, led successful co-sell relationships with Microsoft sellers and partners, and facilitated co-development initiatives of integrated solutions (ideally platform SaaS) into Microsoft Dynamics solutions.
This position reports to the VP, Global Alliances, and is open to all qualified US remote applicants.
What you’ll be doing:
- Manage our overall relationship with Microsoft: co-sell, co-development, partner ecosystem, strategic alignment, and Microsoft as a customer.
- Understand and navigate Microsoft Dynamics internal structure and know key influencers.
- Engage Microsoft field sales teams to jointly develop opportunities and InsideView pipeline with Microsoft customers.
- Connect Microsoft relationships with Demandbases internal sales organization for referrals of new business opportunities,
- Build and grow our relationships with Microsoft partners
– primarily in Dynamics (Reseller, OEM, Referral) using a systematic approach to establish deep relationships with partners that drives pipeline and resale/OEM revenue. - Manage Microsoft as a customer of InsideView and secure SOWs for Microsoft internal use of InsideView data and solutions.
- Keep abreast of Microsoft strategic priorities and roadmap, and find new integration opportunities for InsideView into Microsoft stack.
- Set up meetings, lunch & learns and webinars to educate Microsoft and Partner teams about how Demandbase can benefit the customer base.
- Create a rhythm of reporting and communications to keep team members well informed and engaged in important decisions.
- Build awareness about the success of our partnership with events, LinkedIn and other social media.
- Lead P2P opportunities within the Microsoft ecosystem, leveraging support from OCP.
What we’re looking for:
- 8-10 years as an ISV or Channel Sales/Alliances Manager at a software company that partners with Microsoft Dynamics
- Microsoft Dynamics, cloud sales or pre-sales experience (i.e.
worked for Microsoft)
- Proven success selling six-figure deals to executives in large organizations with complex sales cycles
- Business development or direct sales (quota carrying) experience with $1MM+ quotas
- Excellent understanding of Microsoft Dynamics platform and ecosystem
- Demonstrated success in developing business strategy and building strategic alliances
- Familiarity with running channel programs
- Excellent at teamwork and cross-group collaboration.
- Success prioritizing many projects in a dynamic and energetic environment
- Channel sales, reseller, and ISV sales experience
- Strategic alliances experience
- High tech and/or SaaS experience
- Data integration, API sales, and technical understanding
- Travel
- Up to 20% as conditions allow
Benefits:
Our benefits include 100% paid for Medical, Dental and Vision for you and your entire family, short-term/long-term disability, life insurance, flexible vacation policy and 401K.
Due to the COVID pandemic the Demandbase offices are closed for the foreseeable future.
When the office reopens, we also offer commuter benefits, free snacks, catered lunch every Friday, chair massages, weekly yoga and much more!
More About Demandbase:
Demandbase is the leader in Account-Based Experience (ABX) and an indispensable part of the B2B Go-to-Market tech stack.
The company offers simply the best account-based platform to find, engage, and close the accounts that matter.
The biggest and fastest-growing companies in the world, such as Accenture, Adobe, DocuSign, GE, Salesforce, and others, rely on Demandbase to drive their ABX strategy and maximize their marketing performance.
Demandbase has been named to the JMP Securities list “The Hot 100: The Best Privately Held Software Companies,” the Deloitte Fast 500, and named a Gartner Cool Vendor for Tech Go-To-Market.