Company Overview

Nuance is the pioneer and leader in conversational artificial intelligence (AI) innovations that bring intelligence to everyday work and life. We deliver solutions that understand, analyze, and respond to people, amplifying human intelligence to increase productivity and improve security. With decades of both domain and AI expertise, we work with thousands of organizations across a wide range of industries. 

Join our team! At Nuance, we are constantly reinventing how people connect with technology and with each other. Our AI-powered solutions empower organizations to transform “business as usual.” For decades, the world’s leading financial, healthcare, telecommunications, retailers, and government organizations have trusted Nuance to bring them award-winning solutions that deliver more meaningful outcomes and empower a smarter, more connected world. From clinical speech recognition technologies that free physicians to spend more time caring for patients to real-time intelligence that powers billions of customer interactions, we’re deeply committed to helping organizations push the boundaries of what’s possible.

Job Summary

Job Summary

The Global Partner Development Senior Manager is responsible for the development and optimization of Nuance Channels to maximize revenue in a variety of GTM models.  This will include facilitating the strategy, solution packaging, training programs and marketing communication in collaboration with the Business Unit and Channel Sales team -  to ensure field readiness in support of our Enterprise Division’s revenue bookings & goals.

Reporting directly to the VP, Intelligent Engagement Product Management, this position requires a self-starter with a unique blend of proven knowledge surrounding Channel enablement, value-based solution selling methodologies, Enterprise cloud solutions, and deep understanding of contact center technology & industry trends. Familiarity with Intelligent Engagement, Digital Transformation, Artificial Intelligence, etc. is preferred.

This position operates cross-functionally as part of a virtual team of Sales, Partners, Solution Marketing, Product Management, and Business Development and will act as the lead for prioritizing channel sales needs - facilitating pipeline development and field sales activity across the Global partner eco-system.  

Principal Duties and Responsibilities:

• Collaborate with channel sales and product teams to develop an overall GTM enablement plan to incorporate top GTM models. 
• Leveraging subject matter expert knowledge, develop sales training content focused on driving effective, differentiated value-based sales conversations around our solutions and the client outcomes they deliver.
• Work with Product, Sales Engineers, Channel Sales and Services teams to establish and deliver sales tools that include technology demonstrations and other field support requirements.
• Work with partners to remove friction in how they do business with Nuance
• Develop strategy to establish presence of Nuance solutions on partner marketplace
• Collaborate with legal to identify and mitigate contractual risk
• Develop and deliver programs that include industry, solution and value-based messaging training.
• Collaborate with internal and external resources to create, update, and deliver training programs and materials that are effective and designed to improve the overall productivity of the sales force.
• Drive a consistent approach to obtaining and consolidating field sales and partner feedback to regularly identify areas of improvement in solutions training and sales messaging, while working cross-functionally to develop a plan to rapidly close any gaps.
• Produce and deliver sales value-based training in various formats (online self-paced, webinar-based, classroom, and in the field) to the direct, channel, and partner sales audiences.
• Ensure close alignment of sales solutions training objectives and overall line of business go-to-market strategy.
• Create ‘Sales Playbook’ encompassing all sales tools to facilitate the sales process

Knowledge, Skills and Qualifications:

Education: BA/BS in business, marketing, management, sales or related area.

Minimum years of experience: 7 years, with a minimum of 2 years training experience in the Enterprise technology industry; 5 years in an Enterprise strategic value-based solution sales role.

Required Skills:

• Strong knowledge of value-based solution selling methodologies, Enterprise solutions, technology & industry trends; ex: Intelligent Engagement, Digital Transformation, Artificial Intelligence, etc.
• Strong presentation and training skills, including online delivery.
• Excellent planning, time management and organizational skills.
• Excellent written and verbal communication skills. Strong PC skills, including Excel, PowerPoint, Word, SharePoint, as well as online learning software; such as SalesHood.
• Demonstrated ability to work comfortably and effectively with multiple levels of management.
• Up to 50% travel

Preferred Skills:

• Broad knowledge of Nuance Enterprise solutions portfolio.
• Vast knowledge of value-based solutions selling methodologies and tools required to support.

Additional Information

Nuance offers a compelling and rewarding work environment. We offer market competitive salaries, bonus, equity, benefits, meaningful growth and development opportunities and a casual yet technically challenging work environment. Join our dynamic, entrepreneurial team and become part of our continuing success.

Nuance celebrates diversity and is proud to be an equal employment opportunity and affirmative action workplace. We consider all qualified applicants without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity or expression, national origin, military and veteran status, disability, genetics, or any other category protected by law or Nuance policy.  If you need an accommodation because of a disability for any part of the employment process, please call 781-565-5086 and let us know.