Partner Success Manager

The Telco industry, under the leadership of José María Álvarez Pallete, chairman of Telefonica, is opening its networks to third party developers to give them access to Telco capabilities through APIs. This enables applications to control key functionality of the network, implementing different use cases such as Fraud Prevention through Identity, Quality of Service (low latency, etc.), location, messaging, etc.

The Open Gateway area in Telefonica is part of the Chief Digital Officer Unit, reporting directly to the President. Our objective is to create new revenues for the Telefonica Operating Businesses (countries) by exposing internal telco capabilities to developers through APIs, that are standardized among all Telcos.

Within the Go-to-market team, we are helping to close partnerships with Hyperscalers and Aggregators, so they can act as Channel Partners in each country, to enable Enterprises’ developers to access the APIs in a familiar cloud environment or marketplaces. We also collaborate with System Integrators to add our API portfolio to their technological toolset. We have also launched a Telefónica Open Gateway Partner Program, to support local and global business development and commercial activities.

MISSION

As an Open Gateway Partner Success Manager, you will implement and execute an active channel management with high-value & global Channel Partners, ensuring the correct execution of the agreed GTM strategies, and the partner success when exposing Open Gateway APIs to Enterprise’s developers. You will also implement and operate all the activities required within the Telefónica Open Gateway Partner Program.

MAIN DUTIES & RESPONSIBILITIES

• Maintain and strengthen relationships with high value Channel Partners ensuring a clear governance and collaboration with other GBUs or local teams.
• Agree jointly with Local OBs, GTM plans with key Channel Partners.
• Monitor partner’s performance (based on funnel) and keep track of advances in all agreed areas (funnel, product, marketing, training, etc) to ensure they meet established objectives and propose acceleration plans.
• Provide ongoing support to partners, ensuring they have the resources needed to sell the OGW APIs, and coordinate with different areas to solve any issue or stopper in open opportunities.
• Organize and coordinate training programs to educate partners sales force or related areas about the OGW APIs and key processes with each OB.
• Ensure alignment with the Partner Program structure including benefits, requirements, and incentives, keeping partner portal updated with content, resources, industry information and developing partner manager tools.
• Coordinate the planning and execution of joint marketing campaigns or demand generation activities (includes the organization of workshops, webinars, events, etc).
• Implement incentive programs, promotions, and discounts deployed within the Partner Program and with Local OBs.
• Develop a comprehensive onboarding process and partners journeys to ensure new partners understand the company’s products, services, and sales strategies.
• Develop certification and accreditation programs to ensure partners maintain a high level of knowledge and competence in the company’s offerings.

NATURE OF PROBLEMS & CHALLENGES

• Carry out complex negotiations with main industry players, to ensure a healthy capture of the value chain by Telefónica.
• Manage internal stakeholders such as the Business Development, Product, Delivery, Strategy and Marketing teams, as well as external stakeholders such as the Partners, the OBs and other telcos.
• Documenting and reporting partners performance status to different stakeholders.

TEAM
The Open Gateway Partner Success Manager will report to the Head of GTM Strategy and Partner Program in the global area of Telefónica Open Gateway.

EDUCATION REQUIRED

Preferably, but not required, MSc/BSc degree in Economics, Business Administration or Marketing. Degrees in Computer Science, Telecommunication Engineering, Industrial Engineering or related technical field are also welcomed if the candidate has substantial experience in partners management.

KNOWLEDGE AND SKILLS

• Experience in partner programs, channel partners management, and/or indirect sales.
• Any Network or Telco experience will be valued: network protocols, 5G, radio, etc.
• Teamwork, enjoy working together and open to share ideas/support.
• Resilient, needs to understand the challenges of working within and with big organizations.
• Results oriented: Doing the job effectively, proactively and achieving the organization's objectives.
• Ability to engage people from different departments and levels of the organization.
• Communication skills: active listening skills and the ability to express and convey ideas to customers, peers and others within the organization.
• Ability to produce business, technical and commercial documentation and deliver/communicate it to a high-level audience.

PROFESSIONAL EXPERIENCE

• +7 years of experience in partners management, partnerships or indirect sales.
• Driven, self-motivated, results oriented: proven experience.

LANGUAGES

• Fluent in Spanish and English.
• Portuguese or German will be a plus.