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Senior National Practice Manager in Herndon, VA at ePlus

Date Posted: 11/8/2018

Job Snapshot

  • Employee Type:
  • Location:
    Herndon, VA
  • Job Type:
  • Experience:
    At least 5 year(s)
  • Date Posted:

Job Description

Job Purpose:

Are you up to the challenge? At ePlus, we engineer transformative technology solutions for the most visionary companies in the world. This takes imagination, relentless client service, and the tenacity to enable our clients to achieve their visions. Our partnerships with leading edge technology manufacturers—many of which look to us for their own technology infrastructure needs—keep us immersed across the broad spectrum of the IT ecosystem.

As a Senior National Practice Manager (NPM), Cloud Partners, you will manage key channel alliance relationships, programs and overall growth for a named list of leading cloud-provider partners.  You will aid the executive leadership and the vendor alliances team, the cloud go-to-market team and the field sales organization in establishing and growing viable long-term relationships across major cloud partners, including supporting all aspects of field business development, sales opportunity development and partner profitability.

From strategy to fulfillment to managed services, our engineering-centric solutions enable our clients to realize what it means for technology to do more.

Job Responsibilities:

The Senior National Practice Manager is a national position but must work closely with the regions and be able to create value through both direct and indirect team-building.

  • Study and gain expert understanding of cloud offers, sales models, deal registration, profitability programs and top industry providers (e.g. Amazon Web Services, Google, Microsoft Azure and Office 365)
  • Drive engagement between ePlus and partner field sales and engineering teams, at all levels
  • Use creative methods to position ePlus to win cloud opportunities and to capture available credit/profits from ongoing sales and customer purchasing activity
  • Drive resale opportunities and leverage Marketplace sourcing where appropriate
  • Fully understand rebate programs and determine steps to increase rebate realization
  • Align partner sales incentives to ensure they tie to key rebate and/or profit realization; drive increased profits for ePlus
  • Manage proactive, long-range Market Development Funds (MDF) planning for cloud partnerships
    • Align priorities with appropriate leaders and drive timely execution of planned activities
    • Increase partner investment into ePlus and manage funding plan
    • Increase MDF and incremental funds (FTE investments, sales acceleration investments)
  • Increase funding for technical funded heads and technical enablement (certifications and ongoing competencies)
  • Work collaboratively with key stakeholders across ePlus to drive successful outcome-based plans and communication  
  • Escalate and help resolve issues relating to Partner day-to-day operations, such as internal processes requiring improvement and policies needed to govern programs such as sales and billing processes, incentives and MDF or rebate claiming


Job Knowledge/Skills:

Business and Management

  • Previous success managing a profit and loss (P&L) for a line of business (ideal)
  • Previous success developing partnerships between different, independent entities
  • Previous success in sales and relationship-building roles


  • Technical working knowledge within area of specialty
  • Previous success in driving IT solution sales with technical decision-makers
  • Demonstrated skill at working with multiple players across technical disciplines
  • Demonstrated ability to guide teams through vendors’ product strategies
  • Holds highest or multiple advanced vendor certifications


  • Strong organization skills, presentation skills and acute attention to detail
  • Strong oral and written communication skills
  • Excellent inter-personal relationship skills
  • Ability to adapt and learn new technologies, products, and processes with little notice

Education and Experience:

  • Bachelor’s degree or equivalent experience; advanced degree preferred
  • 5+ years of progressively successful career progression within an IT-related industry
  • 3+ years of sales or sales management experience in cloud-delivered services sector required
  • Demonstrated understanding of Rule of 78ths method of accounting
  • Previous experience in channel partner and program management preferred

Applicants must be currently authorized to work in the United States on a full-time basis. At this time, ePlus will not sponsor applicatnts for work visas for this position.