Anup Vora

Presales Partner Enablement - Channel & Alliance EMEA   London, UK

Blog Post created by Anup Vora Employee on Aug 16, 2018

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Job Description

Presales Partner Enablement - Channel & Alliance EMEA 

Location: UK with EMEA-wide travel


About the Role

As the Presales Consultant (Partner Enablement Channel & Alliance), you will work with our Regional Channel & Alliance Managers to understand and grow the enablement level of the Marketo partners, as well as make sure the key Marketo partners are supported in building their business with Marketo.

The Presales Consultants work closely with our Sales organisation to provide technical solutions for our prospective and existing customers. Our Presales Consultants are responsible for designing solutions that will address and resolve a customer's business issues, while evoking confidence in our technology platform and removing all technical objections in the sales cycle. The successful candidate will have a strong understanding of how our technology can solve business issues, possess a consultative sales approach, and value the importance of team work. This position is critical to the success of our Sales organisation in describing and showing how we provide cost effective solutions that deliver business value to our clients.


Duties and Responsibilities:

  • Advance the product knowledge of Marketo partners through education, training, skills transfer and best practices
  • Co-develop client PoC solutions with partners
  • Develop, maintain and extend presales collateral for the global partner enablement framework
  • Promote the value of the Marketo solutions across the partner community
  • Proactively analyse maturity of the partner community
  • Support recruitment and onboarding of new partners
  • Provide ongoing training for Partners
  • Support for partner customers:
    • Drive, own and execute the Marketo enablement programme within partner organizations.
    • Develop increased commitment and Marketo delivery competency and capability within partners.
  • Deliver stellar results in positioning Marketo solutions to the partner eco system, occasionally presenting to customers
  • Demonstrate the Marketo engagement platform and solutions to non-technical marketing and sales audiences
  • Responsible for building and demonstrating technical solutions to prospects’ technical team members
  • Be the expert with Marketo solutions during the sales cycle, while performing customized product demonstrations to our customers and prospects
  • Work with our partner team and collaborate with our sales, marketing and services teams to continually improve our demonstrations, including sales scripts, discovery process, best practices, sharing expertise/training and guiding solution development
  • Collaborate with Partner team in a fast-paced sales environment to identify and uncover customer business goals, needs and pains
  • Demonstrate the value proposition of the Marketo engagement platform and solutions through highly customized product demonstrations
  • Create presentations and product demonstrations for clients ranging from small and mid-market to enterprise level
  • Provide responses to RFPs and RFIs
  • Leverage knowledge of the product to create demonstrations and proof-of-concept use cases for the pre-sales solutions consulting team.
  • Support the Sales Team and Solutions Consulting Team by creating and developing customer facing customer journeys and demonstrations

Required Skills/ Experience:

  • Three-year university/college degree or equivalent experience required
  • Minimum of 3+ years business experience
  • Highly desirable to have 3+ years in a Pre-Sales Solutions Consulting or Digital Marketing role
  • Fluency in languages would be beneficial
  • Desirable to have experience selling SaaS solutions to marketing functions
  • Proficiency at learning SaaS solutions
  • Experience selling Marketing Automation, ESP, or other digital marketing solutions is preferable
  • Must be highly dependable, self-starter, high energy, positive attitude with good organization and time management skills
  • Experience providing solutions to customers
  • Excellent written and verbal communication skills
  • Experience presenting and demonstration in person and virtually
  • Proven team player – knows how a great team functions and scales
  • Experience with marketing technology stacks including CMS, ESPs, DMPs and home-grown customer databases


Marketo is an equal opportunity employer