The Alliance Manager is responsible for managing and expanding a formal Alliance success program for the Company that meets/exceeds assigned sales development target for alliance generated business.
Responsibilities
Identify new partner prospects: Actively research and qualify potential partners that align with the company’s strategic objectives.
Recruit new OEMs and ISVs: Drive outreach and engagement to onboard Original Equipment Manufacturers (OEMs) and Independent Software Vendors (ISVs) into the alliance program.
Take proactive measures to constantly improve the relationship with complex moderate risk Strategic Alliance Partners
Be the single point of contact for our partners including on-boarding account management forecasting business reviews and Q&A
Cultivate business relationships between the company and Independent Software Vendors that complement the company's software offerings
Fully understand and articulate the variety of partner agreements offered by the company; work with company's legal team to modify and evolve agreements to accommodate business requirements of the company
Assist ISVs in developing a business case to justify integration project and present findings to stakeholders at the company
Participate and coordinate alliance demos to validate viability of working with ISV from both an architecture and cultural vantage point
Develop alliance partner evaluation to determine appropriateness for transition to industry team or continue to manage from within alliances team
Work with partners to develop strategic business plans that satisfy mutually agreed upon goals and objectives; communicate business plans to sales management and provide quarterly updates
Identify and communicate new sales opportunities to sales management
Identify coordinate and track leads through partners; collaborate with field sales team to identify appropriate solutions
Provide support to existing partners via shared goals and joint activities
Leverage knowledge and experience to promote company products as well as provide training to partners
Work with the marketing team to implement marketing programs including enhanced partner website portal partner product certification partner training and collateral
Share extensive experience and best practice knowledge; contribute to the overall growth and quality of the sales team
Attend trade events with goal of generating sales opportunities expanding relationship with alliance partner and building influence base
Develop Play Books for each partner and present to other team member for formal feedback and review
Provide guidance and support to other team members
Basic Qualifications
Fluent in English
Associate's Degree
Experience in sales, business development, strategic alliances or product marketing
Proven proficiency and understanding of the sales process, product capabilities/economics, operations and core marketing
Experience starting, developing, and monetizing partner alliances
Proven year-over-year revenue target achievement
Experience selling to C-level executives and senior leadership teams
Experience with web design
Experience with Enterprise Content Management (ECM)
Microsoft Windows, Office and Outlook proficient
Demonstrated ability to establish rapport and gain the trust of others
Strong at gaining consensus across multiple departments and leadership levels
Strong oral and written communications skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact
Highly organized and experienced at successfully multi-tasking
Self-motivated with the ability to manage work to completion with minimal oversight
Strong collaboration skills, applied successfully within team as well as with other areas
Up to 50% travel time required
Or an equivalent combination of education and experience sufficient to successfully perform the principal duties of the job
