Strategic Alliances Manager

In this role, you will: 

• Researching and identifying potential software and systems integrator partners that align with the company's strategic goals, assessing their market fit, and evaluating their capabilities to create mutually beneficial collaborations. 
• Establishing and maintaining strong relationships with key decision-makers at partner companies, fostering open communication, and building trust to facilitate successful partnerships. 
• Developing comprehensive partnership strategies, including joint go-to-market plans, co-marketing campaigns, sales enablement programs, and technical integration roadmaps to maximize the value proposition for both companies. 
• Negotiating partnership agreements and contracts with partners, ensuring clear terms and conditions regarding revenue sharing, joint marketing efforts, and intellectual property rights. 
• Collaborating with partner development teams to integrate software functionalities, creating seamless user experiences, and addressing technical challenges related to joint solutions. 
• Providing sales teams / client teams with comprehensive training on value propositions, and sales processes to effectively sell to customers. 
• Coordinating marketing activities with partners, including co-branded content creation, webinars, case studies, and trade show participation to generate leads and awareness. 
• Tracking key performance indicators (KPIs) related to partner business, marketing activities, and customer satisfaction to measure the success of alliances and identify areas for improvement. 

Your background: 

• Minimum 5+ years of sales experience in a hi-tech environment 
• Minimum 3+ years in indirect sales with proven experience in partner management.
• Solid understanding of the software industry. Fluent in SI business and operating models as well as enterprise technology sales cycles, processes and best practices
• Excellent interpersonal skills to build and maintain strong relationships with partners, including at executive level. 
• Ability to negotiate favorable partnership agreements and contracts while ensuring mutual benefits. 
• Capability to identify strategic partnership opportunities and develop comprehensive plans to achieve business objectives. 
• Basic understanding of software development processes and integration methods. 
• Excellent written and verbal communication skills to effectively convey complex technical concepts to both technical and non-technical stakeholders. 

If this sounds like you and fits your experience and career goals, we’d be happy to chat.   

What we offer in return is the opportunity to experience a great company culture with wonderful colleagues to learn from and collaborate with and also to enjoy:  

• Medical, dental, vision, life & disability, and financial benefits (including 401(k) retirement savings plan. Tuition Reimbursement program. Additional voluntary benefits including crucial illness/hospital indemnity, identity theft protection, auto & home insurance, legal, and pet insurance. 
• Competitive salary, uncapped commission, and best-in-class Employee Stock Purchase Program (ESPP) with a 27-month lookback
• Flexible paid vacation time, paid day off for your birthday, and company holidays. A variety of leave plans, including Parental Leave.
• Employee Assistance Program (EAP) and an employee well-being program focusing on physical, mental, and financial health.