Partner Enablement Manager - #1115578

We are looking for a strategic, execution-focused Partner Enablement Manager to empower our partner ecosystem and accelerate the adoption of Mozart, our unified, multi-service orchestration platform. You will design and deliver role-based enablement programs, certifications, and PoC support that drive pipeline, partner-sourced wins, and consistent delivery excellence.

What You’ll Own

Partner Enablement Strategy

• Publish role-based enablement plans for partner Sales, SE/Pre-sales, Delivery (L1/L2), and Support.

• Define learning paths and certifications (badges, recertification cadence, exams) aligned to partner tiers (Registered/Silver/Gold/Platinum).

• Maintain a 90-day enablement roadmap per market (APAC/MEA), tied to pipeline and PoC goals.

Content & Curriculum Development

• Produce vertical decks and sales playbooks (Government, Retail/Integrated, Defence, Campus, Utilities) including value narratives, discovery guides, demo scripts, and ROI models.

• Create deployment templates and reference architectures (VMS, Access/ID, BMS/IoT, GIS/CAD, SCADA via historian) and L1/L2 runbooks.

• Manage a versioned asset library in the Partner Portal with co-branding options.

• Build PoC kits: SOW templates, KPI baselines (e.g., MTTR↓, false alarms↓, handle time↓), and success dashboards.

Training & Certification

• Run instructor-led bootcamps (2–3 days), webinars, and micro-learning modules; coordinate LMS content (videos, labs, quizzes).

• Certify partner Sales & SE cohorts; track adoption, completion, and scorecards; issue badges.

• Own Mozart sandbox images, sample data, and scenario-driven demo flows per vertical.

• Ensure demo reliability and performance; publish troubleshooting guides and a ‘10-minute demo’ script.

Operational Excellence & Analytics

• Oversee the ‘assist on first 2–3 deals’ motion: discovery, demo, PoC success criteria, and security Q&A.

• Train partners on deal registration, pricing/packaging, incentive programs, MDF eligibility & claims, and Rules of Engagement.

• Drive QBR cadence with partner scorecards (pipeline, PoC→close, certifications, support quality).

• Instrument dashboards for Time-to-First-Deal, PoC→Win, Certification coverage, Asset usage, Portal engagement, MDF ROI, and Managed-service attach.

• Run A/B and cohort analyses; recommend incentive or content tweaks based on data.

Cross-Functional Collaboration

• Partner with Product on roadmap readiness and change notes; with Support on L2/L3 handoffs; with Marketing on campaigns and case studies; with Legal on data residency/sovereignty guidance.

Your Experience & Expertise

• 10+ years in partner enablement, sales engineering enablement, or field enablement, ideally in physical security, smart buildings, command centres, or IT-OT.

• Proven track record building curricula, certifications, labs/sandboxes, and measuring enablement impact.

• Familiarity with VMS, Access Control/ID, BMS/IoT, and API/webhook integrations.

• Comfortable with HLD/LLD, deployment runbooks, RBAC/audit requirements, and security/sovereignty constraints (on-prem, air-gapped).

• Instructional design expertise (adult learning, outcomes-based assessments, scenario labs).

• Excellent facilitator and presenter; can lead technical demos and workshops.

• Data-driven mindset with experience using dashboards and analytics to optimise enablement effectiveness.