Business Development Partner, Strategic Accounts – Channel Partners

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Take ownership of and oversee a portfolio of direct customer opportunities within Cerence's non-automotive sectors.

• Facilitate customer discovery sessions to grasp business requirements and technical specifications.

• Create and deliver engaging customer presentations, product demonstrations, and solution proposals.

• Collaborate with Product Management, Engineering, and Solutions teams to craft customer offerings.

• Prepare quotations, commercial proposals, and statements of work.

• Manage sales opportunities, guiding them through negotiations to successful closure.

• Maintain pipeline forecasting and regularly update the CRM system.

• Identify opportunities for upselling and expansion within current accounts.

• Act as the primary business contact for assigned distributors and reseller partners.

• Conduct pipeline reviews and engage in business planning discussions.

• Assist in distributor enablement, product training, and sales support initiatives.

• Organize and execute two distributor workshops each year.

• Recruit and onboard new channel partners, focusing on growth in North America.

• Coordinate joint customer pursuits and co-selling opportunities with distributors.

• Represent Cerence at industry conferences, trade shows, and customer events.

• Aid in lead generation and follow-up after events.

• Cultivate relationships with ecosystem partners and industry stakeholders.

• Provide valuable market feedback and competitive intelligence to internal teams.

• Serve as the representative voice of the customer within Cerence.

• Coordinate customer requirements and responses among Product, Engineering, Marketing, and Operations teams.

• Support go-to-market strategies and new product launches.

• Achieve assigned bookings and revenue objectives.

• Close both direct and channel-led customer opportunities.

• Expand the distributor-generated pipeline and customer opportunities.

• Enhance partner engagement and collaborative sales efforts.

• Establish connections with targeted strategic distributors throughout North America.

⛳️ Requirements

• 3–7 years of experience in business development, sales, account management, or channel management.

• Proven track record in developing and closing technology-related business deals.

• Experience in managing customer relationships and sales pipelines effectively.

• Strong skills in presentation, communication, and negotiation.

• Ability to collaborate effectively with product, engineering, and commercial teams.

• Willingness to travel as required.

• Preferred: experience in selling software, SaaS, AI, voice technologies, or enterprise technology solutions.

• Preferred: experience working with distributors, VARs, systems integrators, or channel partners.

• Familiarity with CRM systems and pipeline management practices.

• Experience attending industry conferences and customer events.

• Expected travel to customer sites is approximately 30%.

🏝️ Benefits

• Eligible for commission based on performance, up to 80,000.00 USD.

• Comprehensive insurance coverage (medical, dental, vision, life, and disability).

• Paid time off.

• Paid holidays.

• Company contributions to the RRSP (Registered Retirement Savings Plan).

• Equity awards available for certain positions and levels.

• Options for remote and/or hybrid work, depending on the role.