Who You Are

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You are a self-starter who thrives in a fast-moving, dynamic environment where no two days are alike. You enjoy working with internal and external stakeholders, doing event planning, marketing, sales operations and whatever is necessary to get the job done. You are a natural networker with superior communication skills that can get any point across.

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Justworks’ Business Development team is responsible for bringing in revenue through channel partnerships. The Senior Manager will decide on how best to identify and source new partnerships with health insurance brokers, accountants, VC’s and accelerators and other referral partners and manage those relationships to set them up for success. In addition, this person will also be responsible for identifying and implementing new initiatives to evolve our partner program to better attract and delight partners. This is a quota-carrying role within the sales organization that reports into the Director of Business Development.

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The role is part 1) sales, in that this person should be able to sell partner on the benefits of partnering with Justworks; 2) relationship management, in that this person will then nurture those partners and source referral business on an ongoing basis; 3) strategy and ops, in that this person should be able to propose and implement new cross-functional initiatives that enhance our partner offering for our channel partners.

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Your Success Profile

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What You Will Work On

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• Lead a team of regional individual contributors that are focused on partner sales
• Hit quarterly revenue targets
• Develop pipeline, forecast and maintain responsibility of regional team quota
• Identify and grow existing and  potential referral partners
• Keep an eye on competitor programs and benchmark accordingly
• Build relationships internally with account executives and other stakeholders in finance, marketing, business operations, etc.
• Travel to other US cities to grow the partner channel in multiple markets
• Contribute in QBRs with top partners and devise new ways to nurture partner relationships
• Identify strategic opportunities to improve our value prop to partners based on industry and market insights
• Recommend and implement plans to improve our partner program features, functionality, and service
• Other duties as needed based on department and/or organizational needs

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How You Will Do Your Work

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As a Senior Manager, how results are achieved is paramount for your success and ultimately result in our success as an organization. In this role, your foundational knowledge, skills, abilities and personal attributes are anchored in the following:

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• Good judgment - the exercise of critical thinking, analyzing and assessing problems and implications, identifying patterns, making connections of underlying issues, understanding risks and developing mitigation strategies, and taking ownership of the outcome.
• Detail-orientation - exercises extreme attention to detail; is thorough, accurate, organized, and productive and seeks to understand both the cause and effect of a situation.
• Foundational sales knowledge - the specific set of sales skills (prospecting, cold calling, nurturing, engaging, presenting, negotiating, closing etc) and knowledge (product, markets, trends, business etc) a salesperson possesses to enact the exchange of value between a buyer and the vendor.
• Results-driven - consistently achieves results, even under difficult circumstances.
• Clear communication - the ability to articulate thoughts and express ideas effectively using oral, written, visual and non-verbal communication skills, as well as listening skills to gain understanding.

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In addition, all Justworkers focus on aligning their behaviors to our core values known as COGIS. It stands for:

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• Camaraderie - Day to day you can be seen working together toward a higher purpose. You like to have fun. You’re an active listener, treat people respectfully, and have a strong desire to know and help others.
• Openness - Your default is to be open. You're willing to share information, understand other perspectives, and consider new possibilities. You’re curious, ask open questions, and are receptive to thoughts and feedback from others.
• Grit - You demonstrate grit by having the courage to commit and persevere. You’re committed, earnest, and dive in to get the job done well with a positive attitude.
• Integrity - Simply put, do what you say and say what you'll do. You’re honest and forthright, have a strong moral compass, and strive to match your words with your actions while leading by example.
• Simplicity - Be like Einstein: “Everything should be made as simple as possible, but no simpler.”

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Qualifications

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• A self-starter who thrives in a fast-moving, dynamic environment where no two days are alike
• Experience leading sales teams required
• Minimum of 7 years in a quota-carrying role, either in BD, partnerships or enterprise sales
• Track record of building strong relationships
• Experience with Salesforce or similar CRM (other systems like Tableau are a plus)
• Superior communication skills
• Past experience selling to  partners required
• Strong network within the accountant  ecosystem community preferred

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The base wage range for this position based in our New York City Office is targeted at $155,500.00 to $178,825.00 per year.

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#LI-Hybrid #LI-JT1

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