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Vendor Business Manager

Vendor Business Manager

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The Vendor Business Manager is responsible for setting and executing the business strategy tied to his/her assigned partners.  This includes acting as the sales, solutions (services), licensing, and operations expert, as well as driving marketing and lead generation activities. The Vendor Business Manager will develop a strong relationship with assigned partners and work cross functionally within SoftwareONE for mutual success.


Core Responsibilities:

  • Maintains a stakeholder/owner level of engagement for assigned partner/publisher business.
  • Maintains advanced level knowledge of service and solution offerings specific to assigned publisher and is a customer facing resource for sales activities alongside BDM’s.
    • This includes TS, SPS, and SAM offerings where applicable.
  • Maintains expert level licensing and programs (certifications, partner tiers, renewals, deal registrations, etc.) knowledge.
  • Acts as one of the liaisons partner channel/sales teams to promote SoftwareONE within partner organization.
  • Influences and contributes to go-to-market strategies and marketing activities for assigned publishers.



Job-Specific Responsibilities:

  • Proactively grows assigned business through proactive partnering motions with all Sales Leaders, BDM, TBDM, ISE’s, and CSS’s in assigned territory and through assigned operational mechanisms like monitoring daily quote activity, deal registration hygiene, and renewals business (this role has matrix responsibilities to the regional Renewals Lead)
  • Is a license expert and ensures that all quoted and transacted deals in assigned territory are done so through the most appropriate and profitable licensing programs available.
  • Ensures that all publisher and distribution programs and incentives are claimed (deal registration, sales incentives, special programs, rebates etc.)
  • Ensures organizational compliance with partner programs and certification requirements to ensure maximum profitability and reach.
  • Records and maintains record of contacts, programs and certification through our intranet / systems.
  • Own pipeline accuracy and provide weekly pipeline updates to regional and national sales leadership for assigned business lines. .
  • Manages publisher business plan, marketing plan, sales activities and publisher / partner liaison for the respective publisher inside SoftwareONE.
  • Keeps the SoftwareONE intranet site for partner up to date.


  • BS or BA degree preferred (in the field of Business Administration, Information Technology (IT) and/or or equivalent combination of experience and education).
  • 2-3 years or equivalent experience selling partner specific products and services
  • Software industry and licensing knowledge recommended
  • Licensing certification required, and if not currently certified, must be willing to complete and maintain certifications
  • Cloud experience and consumption model selling a plus
  • Sales experience preferred

Skills Required:

  • Ability to independently conduct meetings with sales, engineering-level, management-level or executive level customer personnel in regard to positioning sales and solutions.
  • Strong written and verbal communication skills
  • Highly motivated and results oriented with an entrepreneurial spirit.
  • Ability to sell, scope, price with limited support