I was recently brought into a Client Executive role where I was told I would be selling direct, only to find out that there were multiple partners in my territory reselling the technology. None of this was mentioned during the interview process or during our training. None of the partners accurately forecast deals and in turn I get put over the fire for it.
There are no account lists that show responsibility or ownership to which accounts I.e. partner x has ownership of this account etc etc.
This week while conducting a demo and sales presentation I reached out to a partner to loop them in and see if they were interested in working on a deal and they absolutely flipped their shit on me for reaching out to the client directly.
How can I better manage this situation? Do you worn with partners? How do you manage channel + direct sales hybrid models?
Thanks in advance,