Freshworks’ cloud-based software suite includes Freshdesk (omni-channel customer support), Freshsales (sales automation), Freshmarketer (marketing automation), Freshservice (IT service desk), Freshchat (AI-powered bots), supported by Neo, our underlying platform of shared services.
Freshworks is featured in global national press including CNBC, Forbes, Fortune, Bloomberg and has been a BuiltIn Best Place to work in San Francisco and Denver for the last 3 years. Our customer ratings have earned Freshworks products TrustRadius Top Rated Software ratings and G2 Best of Awards for Best Feature Set, Best Value for the Price and Best Relationship.
Job Description
Position Overview:
A PRM (Partner Relationship Management) Lead Business Analyst is responsible for facilitating the successful deployment and configuration of PRM software solutions for clients. The role involves working closely with clients to understand their business requirements, designing customised PRM solutions, integrations with CRM and guiding them through the implementation process. The primary goal of the PRM Business Analyst is to ensure that the client’s partner ecosystem operates efficiently, enabling them to effectively manage partner relationships and drive business growth.
Overall, a PRM Lead Business Analyst with strong expertise in channel sales and distribution processes can effectively guide clients in optimising their partner ecosystems, increasing partner productivity, and driving revenue growth through successful partner engagement and management.
Key Responsibilities:
Client Engagement:
Solution Design:
Implementation and Deployment:
Training and Support:
Documentation and Reporting:
Industry and Product Knowledge:
Qualifications
What we are looking for:
Channel Partner Ecosystem: The consultant should have a deep knowledge of different types of channel partners, such as distributors, resellers, agents, and affiliates. Understanding the roles and responsibilities of each partner type and how they contribute to the overall sales and distribution process is crucial.
Partner Onboarding and Enablement: The consultant should be well-versed in designing efficient partner onboarding programs to streamline the process of bringing new partners into the ecosystem. This includes providing the necessary training, resources, and documentation to ensure partners can effectively represent and sell the products or services.
Deal Registration and Lead Management: Knowledge of Partner deal registration processes is essential for tracking and managing sales leads generated by partners. The consultant should be able to configure the PRM software to support deal registration workflows and provide guidance on lead management best practices.
Sales and Performance Analytics: Understanding how to utilise PRM software to track partner performance metrics is vital. This includes analysing sales data, partner-generated leads, conversion rates, and other key performance indicators to identify top-performing partners and areas for improvement.
Incentive and Rewards Programs: Expertise in setting up incentive programs, such as sales incentives, discounts, rebates, and rewards, is important to motivate and incentivise partners to achieve their sales targets and maintain active engagement.
Channel Conflict Resolution: They should be able to address potential conflicts that may arise among channel partners and develop strategies to mitigate issues related to competition, territory overlaps, or pricing discrepancies.
Channel Marketing and Co-op Funds Management: Familiarity with channel marketing strategies and the ability to configure the PRM platform to support co-op funds management is desired. This involves allocating marketing funds to partners and tracking the effectiveness of marketing campaigns.
Partner Training and Certification: Basic Understanding of training and certification programs for partners
Compliance and Legal Considerations: Knowledge of legal and compliance requirements related to channel sales and distribution is desired
Basic requirement –
Additional Information
All your information will be kept confidential according to EEO guidelines.
At Freshworks, we are creating a global workplace that enables everyone to find their true potential, purpose, and passion irrespective of their background, gender, race, sexual orientation, religion and ethnicity. We are committed to providing equal opportunity for all and believe that diversity in the workplace creates a more vibrant, richer work environment that advances the goals of our employees, communities and the business.
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