Senior Partner Manager – Industrial Software
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Job Description
Senior Partner Manager building Neoception’s partner program for industrial IoT software. Developing partner strategy, enablement, co-selling, and commercial models across Germany.
Responsibilities:
- Analyze, segment, and prioritize the partner network, and define partner types, tiers, and lifecycle stages
- Establish structures, KPIs, maturity levels, performance management, and incentive models for the partner program
- Guide prospective partners from initial contact through contract signing and onboarding to the first joint opportunity
- Systematically enable partners and develop them from their first opportunities through co-selling to independent sales
- Build joint go-to-market approaches, lead and opportunity generation, and co-selling initiatives with partners
- Collaborate with Direct Sales and Business Development to integrate partner and direct sales and avoid channel conflicts
- Develop and negotiate contract models, incentives, and other commercial terms with the Commercial Team
- Build professional partner management from the ground up, including structures, processes, tools, and a scalable operating model
Requirements:
- Several years of hands-on experience in partner, channel, or ecosystem business development—ideally with responsibility for establishing and developing partner structures
- Experience selling complex B2B or enterprise software and a strong understanding of complex buying centers and sales processes
- Experience acquiring, activating, and systematically developing partners—from initial collaboration and joint opportunities to independent sales
- An existing network of consulting firms, system integrators, or industrial software providers is a significant plus
- Strong commercial understanding of business, licensing, and incentive models, as well as experience designing and negotiating contracts
- Strategic thinker with strong execution skills
- Ideally, industry or technology experience in Industry 4.0, Digital Twins, Asset Administration Shell, interoperability, or data ecosystems
- Willingness to travel within Germany and occasionally internationally
Benefits:
- Significant scope to shape the role within a growing sales organization
- High level of ownership and the opportunity to actively help develop processes and structures
- Open company culture, direct communication, and short decision-making paths
- Fully remote working model
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