Partner Success Manager

Gurugram, Haryana, India | Corporate Strategy | Full-time | Partially remote

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About WeWork 

WeWork is the platform for creators, providing hundreds of thousands of members around the world with space, community and services that enable them to do what they love and create their life’s work. Our mission is to create a world where people work to make a life, not just a living, and our own team members are central to that goal.

 

About the role

  • Report to the Ancillary Revenue and Strategic Partnerships team, the Strategic Partner Manager will be a key driver of WeWork’s growth, by working with stakeholders to continue to evolve our Strategic Partnerships programs including WeWork Business Solutions (WBS)
  • Drive awareness and customer participation across these programs and work directly with teams across WeWork India to build the right go to market strategy, develop key marketing inputs, engage with partners and coordinate end to end execution of WBS sales
  • Drive the success of WBS Strategic Partnerships responsible for communicating progress at various levels in the organization
  • Establish measurable best practices for growing the program towards achievement of goals, set up scalable processes and develop methods for automation to improve overall efficiency
  • Have a customer-oriented mindset and a strong track record in building scalable channel led sales programmes across multiple channels
  • Own the WBS program for WeWork India and be responsible for program management of all partner relationships, collaboration with WeWork Sales and Community teams

 

Roles and Responsibilities

  • Long term planning and development of strategy for the WBS product
  • Own and develop a portfolio of approximately 10 Strategic Partners and drive Sales-through strategies
  • Develop go-to-market strategies including key propositions and constructs for WBS offerings
  • Be accountable for adoption, retention, and upsell of Partner offerings to WeWork members and PNMs
  • Deliver and communicate value and drive performance metrics with our partners as agreed in the partnership terms, throughout the entire partner lifecycle
  • End-to-end program management with Sales, Community and Partner teams to ensure smooth execution of WBS program strategy
  • Actively engage with stakeholders at all levels of the organization (including Leadership Group) through different dedicated touchpoints
  • Own key activities in the customer/partner lifecycle, such as Enablement Workshops for Sales and Community teams, QBRs (Quarterly Business Reviews) and support implementations
  • Serve as a point of escalation for key partner issues and ensure swift resolution, aligning effectively with internal and external stakeholders
  • Own the deal forecast for WBS Book of Business and actively monitor and report on the overall well-being of partners, tracking key engagement indicators
  • Partnering with internal brand and digital marketing teams to plan, develop, execute and analyze marketing campaigns across online and offline channels
  • Compile, analyze and present performance metrics and enlighten potential opportunities for program growth
  • Establishing guidelines and best practices across teams

 

Experience and Qualification

  • Bachelors/Masters degree in Business, Sales, Marketing or related field
  • 5-7 years of relevant experience required with 2-3 years in Customer/Partner Success management or Sales within the SaaS industry OR as a Consultant (ideally in IT projects, such as Change Management, etc.) 
  • Experience working with Enterprise customers and Partners
  • Ability to drive projects from initial question development and roll-out
  • Ability to understand and break down complex business processes and datasets
  • Relationship driven - ensuring that debates and discussions lead to good outcomes for all involved and set a positive tone for cross-functional teams
  • Strong verbal and written communication skills along with executive presence
  • Strong sales, analytical and program management skills
  • Strong track record in building scalable channel led sales programmes across multiple channels
  • Creative thinker with a strong bias for action