Director of Partner Success - Cox Business (RapidScale)

Job Responsibilities
Drive Success in Partnerships:

• Ensure the success of existing and new Cox Business (CB) partnerships by supporting CB market partners in effectively marketing, selling, and supporting the full range of RapidScale's solutions.

Strategy and Planning:

• Develop and execute a partner enablement strategy that aligns with customer needs and business outcomes.
• Identify key partner segments and prioritize resources and initiatives based on the ideal customer profile and intent signals.
• Collaborate with internal and external teams to align enablement efforts with marketing, sales, and product strategies.
• Conduct market research to identify trends, opportunities, and challenges within the CB ecosystem.
• Define and track key performance indicators (KPIs) to measure the success and impact of enablement activities.

Training and Development - Ambassadorship and Influence:

• Establish and manage the CB Ambassador Program to recruit key ambassadors across the Cox ecosystem for PR, brand awareness, and influencer outreach.
• Design and deliver comprehensive training programs to educate partners on the entire RapidScale value proposition.
• Credential partners by developing curriculum covering product knowledge, sales strategies, business alignment, go-to-market best practices, and customer success.
• Maintain a repository of training resources including presentations, videos, and documentation.
• Conduct regular training sessions, webinars, and workshops to ensure partners have the knowledge and skills needed to succeed.
• Monitor partner performance and provide coaching and feedback to help improve their capabilities.

Sales and Marketing Enablement:

• Develop an easy-to-understand company narrative for CB partners, enabling them to effectively communicate and sell RapidScale's value proposition.
• Collaborate with internal teams (channel, sales, and marketing) to create CB-specific sales and marketing materials, tools, and resources.
• Support CB partners with joint campaigns, co-branding initiatives, and lead-generation programs.
• Provide strategic guidance on sales approaches, objection handling, and negotiation tactics to help partners close deals and drive revenue.
• Help partners cross-sell and up-sell RapidScale's portfolio to generate long-term customer loyalty.
• Enable CB partners with access to marketing automation tools, CRM systems, and other technologies to streamline their sales and marketing efforts.
• Generate thought leadership content and regularly update CB partners with product information and sales enablement resources.

Relationship and Performance Management - Mindshare:

• Evangelize RapidScale capabilities through a unified, cohesive narrative that highlights both technology and business outcomes.
• Build and maintain strong relationships with CB partners, becoming their go-to resource for all product, engineering, and technology-related inquiries.
• Conduct regular business reviews with CB partners to assess performance, address challenges, and identify growth opportunities.
• Provide guidance and support in developing business strategies, sales forecasts, and go-to-market plans.
• Implement performance metrics and scorecards to track partner performance, revenue contribution, and areas for improvement.

Program Optimization and Innovation:

• Continuously evaluate and refine CB partner enablement programs based on feedback, market trends, and industry best practices.
• Stay informed on emerging technologies and trends in CB partner enablement, incorporating relevant innovations into the program.
• Identify opportunities to enhance CB partner engagement, loyalty, and satisfaction through new initiatives, incentives, and rewards.
• Collaborate with internal teams to streamline processes, remove barriers, and improve the CB partner experience.
• Analyze program results and provide insights and recommendations to senior leadership for strategic direction and growth.

Education/Experience & Other Minimum Qualifications:

• Willingness to travel up to 50% of the time, including regional and national partner events.

Education & Skills Requirements:

• Bachelor's degree in a related field and at least 10 years of relevant experience, or an equivalent combination (e.g., Master's degree and 8 years of experience, or PhD and 5 years of experience in a related field; or 14 years of experience).
• Exceptional communication, presentation, writing, and editorial skills.
• Proven track record of top-performing sales success.

Other Valued Attributes:

• Proven success in a complex sales environment.
• Experience in both direct and indirect sales models.
• Practical knowledge of the IT landscape, including cloud technologies (Microsoft Azure, AWS, Google Cloud), disaster recovery/data backup, cybersecurity, SD-WAN, Microsoft 365, and VMware.

We will consider non-driver candidates who use alternate means of transportation in accordance with applicable law.
USD 159,400.00 - 265,600.00
Compensation:
Compensation includes a base salary of $159,400.00 - $265,600.00. The base salary may vary within the anticipated base pay range based on factors such as the ultimate location of the position and the selected candidate's knowledge, skills, and abilities. Position may be eligible for additional compensation that may include an incentive program.
Benefits:
The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company's needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members. Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, and parental leave.
Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship.
Application Deadline: 02/27/2025
About Cox Communications
Cox Communications is the largest private telecom company in America, serving six million homes and businesses. That's a lot, but we also proudly serve our employees. Our benefits and our award-winning culture are just two of the things that make Cox a coveted place to work. If you're interested in bringing people closer through broadband, smart home tech and more, join Cox Communications today!
About Cox
Cox empowers employees to build a better future and has been doing so for over 120 years. With exciting investments and innovations across transportation, communications, cleantech and healthcare, our family of businesses - which includes Cox Automotive and Cox Communications - is forging a better future for us all. Ready to make your mark? Join us today!
Benefits of working at Cox may include health care insurance (medical, dental, vision), retirement planning (401(k)), and paid days off (sick leave, parental leave, flexible vacation/wellness days, and/or PTO). For more details on what benefits you may be offered, visit our benefits page .
Cox is an Equal Employment Opportunity employer - All qualified applicants/employees will receive consideration for employment without regard to that individual's age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law.
Statement to ALL Third-Party Agencies and Similar Organizations: Cox accepts resumes only from agencies with which we formally engage their services. Please do not forward resumes to our applicant tracking system, Cox employees, Cox hiring manager, or send to any Cox facility. Cox is not responsible for any fees or charges associated with unsolicited resumes.