The Alliances Manager is an individual contributor responsible for managing and growing a diversified portfolio of channel partners in the UKI region. The existing partner eco-system includes but is not limited to Global System Integrators (GSI's), Delivery Partners, Value Added Resellers, Referral Partners, "Big Four" Consultancy Firms. Reporting in region to the Regional Vice President, Alliances, the alliances team is an overlay business unit ultimately responsible for supporting the revenue generating focus of the sales and account management teams by increasing the contributions of "Partner Sourced" revenue in the region.
In this role you will...- Develop and implement joint go-to-market strategies with the partner ecosystem.
- Focus on optimizing our existing portfolio of partners as well as
establishing new strategic partnerships to support ongoing growth in the region. - Run structured cadence with partners, including i.e. yearly business plans, QBRs, weekly
meetings etc. - Enable the field to engage with partners and drive field engagement in accordance with the
partnership strategy. - Develop relationships with both internal enterprise field organization and field organizations of
our partners. - Enable the effective referral of sales opportunities from partners, supporting the Company's
sales efforts. - Develop targets/indicators to measure success with key partners.
- Achieve and exceed annual and quarterly revenue target.
You have what it takes if you have / are ...- Have a proven ability to work strategically with internal cross functional teams including, sales, account management, marketing, solution consultancy etc., and externally with partner field sales organizations in driving GTM activities.
- Have previous selling or alliances experience in the market and be able to manage the
different parts of the role: partner prospecting, creation and execution of joint GTM strategies,
field sales support on partner related activities, management of partnership contracting and
continuous relationship building. - Bachelor's degree in Business, Marketing, IT (or a related field) is preferred but not essential
- 5 years+ experience in a related Alliances/Channel/Partnership role in the software/technology
industry or - 5 years+ experience in a software/technology field sales role with demonstrable experience in
having regularly leveraged partner eco-systems as part of sales motions. - Proven experience of translating marketplace opportunities into the value of partnering
- A track record of exceeding company sales or alliances quotas
- Hard-working, persuasive, diligent, self-motivated, and productive, with a strong drive to
achieve results with minimal supervision. - Excellent communication, analytical, presentation, time management and organizational skills.
- Excellent conflict resolution skills
- Openness to be coached, passion for winning, and ability to resolve.
- Demonstrated commitment to valuing diversity and contributing to an inclusive working and learning environment
- Consideration for privacy and security obligations
Extra dose of awesome if you have / are ...- Experience in the HR Technology/Human Capital Management domain.
- Strong existing relationships and a track record of success with GSI's and Consultancy firms
