ALLIANCE MANAGER JOB DESCRIPTION

An Alliance Manager grows revenue through technology partners instead of direct customers. The work is relationship-driven, not transactional. Reporting within a sales or business development organization, the role coordinates joint go-to-market plans with system integrators, software vendors, and hyperscale technology majors, building a pipeline that gets reviewed in quarterly business reviews instead of being measured by headcount or contract volume. What makes it difficult is that influence over the partner's resources and marketing budget allocation is rarely guaranteed, especially in larger reseller and system integrator organizations.

As the Alliance Manager, you own the joint go-to-market plans and quota-carrying pipeline that turn technology partnerships into closed revenue. Working alongside partner sales, marketing, and enablement teams, you sit within the broader sales organization and report into a senior partnerships or business development leader who tracks the alliance's contribution to the bookings target.

Career Impact: Depth in CRM-ecosystem partnerships and joint go-to-market planning is recognized experience that senior channel and business development hiring managers specifically look for.

Business Impact: Coordinated joint go-to-market execution keeps bundled partner solutions available to joint customers who would otherwise face disconnected sales motions across each vendor.

Growth Opportunity: Owning quota-carrying pipelines across multiple partner types is the track record that typically leads toward Director of Alliances or Global Alliances Manager titles.

• Own joint go-to-market plans with system integrators, software vendors, and hyperscale partners to expand multi-partner pipeline coverage.
• Lead quarterly business reviews with assigned partners to track performance against agreed revenue targets.
• Establish new reseller and integrator partnerships across an assigned territory to grow coverage, pipeline, and revenue.
• Coordinate cross-functional teams spanning sales, marketing, and product to support joint partner enablement programs.
• Drive partner marketing campaigns funded through joint development funds to generate qualified, partner-sourced pipeline.
• Define partner agreement terms and renewal conditions to protect alliance economics and reduce shared risk.
• Mentor partner sales teams on product positioning to improve win rates across competitive joint deals.
• Monitor pipeline forecast accuracy and report results to senior management on a regular reporting cadence.

• Bachelor's degree in business, marketing, communications, or a related field, or equivalent work experience.
• 3 or more years of alliance, channel, or partner management experience within a B2B technology sales organization.
• Experience building and executing joint go-to-market plans with system integrators, software vendors, or value-added resellers.
• Demonstrated ability to manage and forecast a multi-partner sales pipeline with consistent, repeatable accuracy.
• Strong negotiation and relationship management skills, with the ability to manage conflict across multiple partner organizations.
• Excellent verbal, written, and presentation skills for both internal stakeholders and external partner audiences.
• Ability to influence partner priorities, marketing budgets, and shared resources without holding direct management authority.
• Comfort operating with limited direct authority across a complex, multi-stakeholder partner and reseller ecosystem and pipeline.

• Experience managing alliances within a major CRM or cloud ecosystem's certified partner or ISV program structure and process.
• Experience with hyperscale cloud providers or technology majors through co-sell and joint engineering programs.
• Background in a regulated industry such as healthcare, life sciences, financial services, or public sector.
• Fluency in a second language relevant to international partner, reseller, or end customer markets.

• Partner-sourced pipeline value, reflecting revenue generated through active joint go-to-market plans.
• QBR cadence adherence, measuring the percentage of partners reviewed on schedule each quarter.
• New partner onboarding count, tracking resellers and integrators added to the portfolio per quarter.
• Partner enablement completion rate, showing the share of trained and certified partner sales reps.
• Pipeline forecast accuracy, comparing committed partner deals against actual closed revenue each period.

• Base Salary Range: $95,000 to $140,000 annually, based on experience, region, and company size.
• Bonus: 10 to 20% of base salary, tied to partner-sourced pipeline and revenue targets.
• Equity: Modest equity or stock options, more common at mid-sized technology employers.
• Health Benefits: Standard medical, dental, and vision coverage.
• PTO: 15 to 20 days of PTO annually, plus standard company holidays.
• Common Perks: Remote or hybrid flexibility, plus a travel allowance for partner-facing visits.

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Qualified applicants are considered for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected under applicable federal, state, or local law. Reasonable accommodations are available during the application and interview process for individuals who request them. An offer of employment is contingent on successful completion of a background check. Candidates must be authorized to work in the United States without employer-sponsored visa support.

The Alliance Manager leads annual and long-term account plans for Disney's brand partners, coordinating pitch materials, financial analysis, and cross-business-unit activation across Disney's movies, parks, and media networks. Working closely with internal stakeholders across Disney BUs and reporting program results through quarterly dashboards, the Alliance Manager helps drive incremental profitability across the company's marketing partnerships.

Key Responsibilities

• Support development and execution of the annual and long-term account plans for Alliance partners through creation of pitch materials, financial analysis, and presentation to key stakeholders as needed
• Collaborate with internal partners across Disney BUs to identify, develop, and execute creative programs that deliver on Alliance partner's business objectives and deliver value to Disney
• Manage execution and tracking of Alliance partner activations as appropriate across Disney BUs
• Plan and attend all annual marketing planning meetings, both US and international if applicable, to facilitate the flow and prioritization of marketing opportunities with Alliance partners
• Act as the key point of contact for assigned Alliance partners for compliance with the alliance agreement, account planning and development, and resolution of issues for both the Alliance partner and the stakeholder BUs
• Coordinate regular communications with Alliance partners and ensure all deliverables are met according to the partnership agreements
• Monitor ongoing trends in marketing and the partner category/industry to keep ahead of partner expectations and competition for partner marketing resources
• Develop and maintain an in-depth understanding of Alliance partner's business, Alliance partner goals/KPIs, Disney BUs' business goals, and current marketplace trends
• Ensure timely reporting of program results, quarterly account dashboards, and monthly Salesforce updates

Required Qualifications

• Bachelor's degree in Business, Marketing, Communications, or related field or equivalent work experience
• Minimum of three years of Marketing, Consulting, or Agency experience, including proven experience in relationship management and client-facing interaction
• Experience in promotions, marketing, planning, and end to end execution across entertainment/studios, retail, food and beverage, and consumer packaged goods
• Deep familiarity with The Walt Disney Company's brand, products/services, and guest experience
• Keen interest in data, with the ability to tell a story and extract meaningful and actionable insights
• Ability to develop creative, measurable solutions to business challenges grounded in insights, and lead projects from inception to completion, including timelines, milestones, budgets, and KPIs
• Advanced knowledge of PowerPoint, Word, Excel, and Keynote
• Natural curiosity and strong verbal, written, and presentation skills
• Self-motivated with strong organization, prioritization, and multi-tasking abilities, comfortable with ambiguity and able to embrace chang.

Reporting to the Global Head of Markets, FSI Consulting / NAM Consulting Market Leader, the Alliance Manager develops propositions with Atos FSI partners and sells and manages complex engagement components that drive cross-industry competitive strategy. Partnering with sales functions, consulting teams, and technology majors, the Alliance Manager grows the pipeline of digital transformation deals and helps clients reinvent their businesses through strategic recommendations.

Core Functions

• Lead the development of new business opportunities that promote a unique value proposition in the market with an annual target, primarily through existing Atos partnerships and alliances and by creating new ones
• Act as a trusted advisor for clients by working closely with them to understand their issues, create strategic recommendations to drive change in a digitally enabled era, 
• Help clients explore and implement disruptive strategies that create business value through partnerships and alliances
• Shift client relationships from supplier to strategic partner
• Grow the pipeline of value based digital transformation deals
• Win deals globally through a partner ecosystem
• Upskill Atos account teams regarding innovation
• Participate in portfolio development

Qualifications & Experience

• Experience working in senior roles in FSI consulting or on the client side
• Experience creating and maintaining partnership agreements and relationships
• Experience selling high-value engagements by originating new client and prospect relationships and converting opportunities
• A well-developed portfolio of connections with innovative industry consulting and technology organisations
• Demonstrable ability to help senior FSI executives determine where to compete, how to differentiate, and how to innovate business models using digital and new technologies
• Ability to originate, manage, and convert a healthy ongoing pipeline of FSI opportunities in line with business expectations
• Strong problem-solving capabilities, including the desire to take ambiguous problems and deliver creative and well-structured solutions

Reporting to Flatiron Health's partnership leadership, the Alliance Manager builds strong relationships with customer executive leadership teams and practice leaders to support the mission of improving cancer care through learned patient experience. Partnering with Product, Engineering, Sales, and Implementation teams, the Alliance Manager owns contracting and negotiation to keep practices satisfied and successful.

Primary Duties

• Develop strong, collaborative relationships with the customer's executive leadership team and practice leaders, and the other teams that interact with these practices
• Work with the customer and practice leaders to understand how they interact with Flatiron products, identify their needs, challenges, and ideas, and surface those to Product and Engineering as appropriate
• Partner with key internal teams, including RCM, Legal, Sales, and Implementation, to define and scale post-live solutions that deliver high customer satisfaction across practices, and determine the ongoing accountabilities for delivery
• Act as the hub of knowledge for work with the client and prospects post-sale, ensure coordination and information-sharing around customer service and satisfaction, and coordinate closely with Sales, Marketing, and Implementation teams on implementations, net new sales, and pitches
• Advocate customer needs and ideas internally, and work collaboratively with other teams to achieve outcomes and results for customers
• Become a product, domain, and industry expert, and use that knowledge to make customers successful in their business objectives

Requirements

• 5+ years of experience in consulting, account management, or project management, preferably in healthcare
• Experience working with executive leadership teams and defining partnership expectations, preferably in change-oriented situations
• Ability to creatively solve problems in an independent and data-driven manner while working in a demanding start-up environment
• Tenacity to influence key stakeholders, and ability to effectively prioritize competing projects
• Impeccable time management and written and verbal communication skills
• Ability to think on your feet and adapt to any situation
• Passion for the mission to improve healthcare through technology
• Willingness to travel approximately 2 out of 4 weeks

Sitting at the intersection of Infosys's Cloud, IT infrastructure, and cyber security offerings and the partner ecosystem that sells them, the Alliance Manager owns end to end ownership of the Alliance relationship and builds the GTM framework and technical enablement that carries the pipeline. Operating across Infosys sales, delivery teams, and partner sales professionals, the Alliance Manager drives governance on partner agreements to grow alliance pipeline and revenue.

Duties

• Take end to end ownership of the Alliance relationship
• Engage with sales organization to communicate differentiation and capability, and identify target accounts for Infosys Cloud, IT Infrastructure, and cyber security services
• Learn and articulate both product differentiation and Infosys ability to implement technology solutions
• Own the framework, GTM, and technical/sales enablement, and carry the alliance pipeline
• Own governance on GTM, enablement, and partner agreements, and develop business plans aligned with partner strategies to gain internal buy-in
• Collaborate with sales and domain teams in executing the GTM plan, including sector field sales professionals targeting install base and new logo accounts
• Introduce and connect partner sales professionals to Infosys sales professionals, building cadence around key activities, targets, accounts, and programs
• Attend and drive client interactions at trade shows and conferences, and drive communications with senior management across Infosys and partners

Skills & Qualifications

• Bachelor's degree or foreign equivalent required from an accredited institution.
• 3+years of progressive experience in the specialty in lieu of each year of education
• 7+ years of experience, with strong sales, relationship management, and account management experience
• Experience owning alliance relationships and executing GTM plans
• Experience with RFPs and proposal responses

A key member of the Zoop.One partnerships team, the Alliance Manager builds and manages a portfolio of university partnerships, sourcing credentials to validate student identities and negotiating service terms that shape long-term engagement. Collaborating across stakeholders from senior university leadership to database admins, the Alliance Manager drives adoption of campus-wide strategic initiatives that grow Zoop.One's business verticals.

Functions

• Source the credentials to validate identities of students, and negotiate business and service terms associated with partner relationships
• Influence and inspire partners by engaging with university stakeholders at all levels, including administrators and leadership teams
• Work with cross-functional teams at Zoop.One to efficiently deliver for vendor partners by acting as the primary contact for universities, coordinating and inspiring teams to deliver success
• Drive adoption of strategic initiatives by developing campus-wide strategies, and identify campus ambassadors who can contribute to Zoop.One business verticals
• Work on ad hoc projects to make partnerships successful, including planning events, improving systems, and ensuring exceptional collaboration among internal teams

Experience & Qualifications

• Bachelor's Degree or Master's, preferably, in Business
• 5+ years of experience establishing business relationships with universities, managing complex situations and personalities
• Demonstrated ability to grow a business by leading cross-functional stakeholders to create value
• Strategic thinker with the ability to design and execute high-leverage action plans
• Incredible perseverance and drive, manifested in a strong work ethic and willingness to roll up sleeves and do whatever needs to be done
• Fluency in Business English and Hindi, with fluency in other regional languages considered an added advantage

Improved customer performance and long term fleet reliability for Framatome's utility partners depends on the Alliance Manager, who leads the program to establish and maintain strong client relationships and builds the business plan that meets corporate financial targets. Serving as the primary Framatome interface for all work scopes with the Alliance partner, the Alliance Manager solves complex customer issues with line management to grow the Company's scope of supply.

Accountabilities

• Develop and manage a program to establish and maintain strong client relationships
• Gather and share strategic information to ensure major programs are managed effectively by cross-functional teams
• Establish key performance metrics reported monthly, quarterly, and annually to assess Alliance health
• Produce a business plan that enables each business group to meet corporate financial targets
• Provide meaningful performance-related feedback and input to appropriate line management
• Solve complex customer issues to improve fleet performance and grow the Company's scope of supply

Technical Qualifications

• Bachelor's degree in Business, Engineering, or a technical discipline or equivalent experience, plus 15 years of directly related experience, or a High School diploma and 19 years of related experience
• Previous utility and outage experience is highly desirable, along with previous sales experience
• Diverse background with knowledge of multiple Framatome products and services, including engineering, fuels, I&C, NDE Services, Outage Services, and Component Repair and Replacement
• Demonstrated leadership skills
• Strong verbal and written communication skills, with the ability to work well with all levels of staff and management, including utility partner executives
• Good problem analysis and problem-solving skills

As the Alliance Manager, this role leads strategic Alliances following significant mergers and acquisitions and licensing deals, taking part in negotiations and preparing memos that convey Grünenthal's interests to partners. The Integration and Alliance department relies on this work to develop further alliances with international, cross-functional teams and raise additional value from each partnership.

Activities

• Facilitate and steer strategic Alliances, for example following significant M&A and licensing deals
• Prepare, facilitate, and track actions from regular Alliance-specific steering committee meetings
• Take part in strategically relevant negotiations and develop a business sense on potential upcoming opportunities
• Support and prepare for Alliance-related aspects internally, create a balanced opinion, and convey Grünenthal's interests towards the partner
• Develop further Alliances, together with an international and cross-functional core team, to raise more value out of an Alliance
• Prepare memos and presentations for internal and external decision making
• Support the department Integration and Alliance in various projects
• Contribute during Post-Merger Integration projects and take over responsibility for individual workstreams

Position Requirements

• University degree in economy or scientific studies required
• At least 3-5 years of relevant working experience, including first exposure to negotiations
• Solid experience working at the interface between two business partners, for example from a former Alliance or partner management role, procurement, external sourcing, or CMB area
• Good background and understanding of Life Sciences, with sound experience in managing projects
• Negotiation skills and the ability to convince and move a partner
• Proven strategic and analytical thinking ability
• Strong team player, enjoying work in cross-functional teams, regionally and internationally
• Fluent English negotiation skills as a must, with German and Spanish skills preferred

Alliance Manager delivers revenue growth through SecureTrust's strategic payment card partners, managing relationships with key acquiring bank partners and driving new business across PCI DSS and related security remediation solutions. The work directly supports SecureTrust's Enterprise Account Managers and sales teams in closing new business with top acquirers and payment processors within an assigned territory.

Operational Focus

• Provide post-sales support and program management of partner programs, including lead generation for SecureTrust sales teams through acquiring partner relationships
• Identify, develop, and close new business relationships with top acquirers and payment processors within an assigned territory
• Generate revenue for SecureTrust and meet or exceed an agreed annual quota
• Manage overall client management, project management, and quality assurance of the Alliance Program
• Work closely and build rapport with SecureTrust Enterprise Account Managers to identify strategic partner opportunities
• Speak publicly to build SecureTrust's international brand and reputation
• Manage and maintain a pipeline and ensure all sales administration is current using Salesforce.com on a weekly basis
• Sell SecureTrust services and products that create value for the Company's existing and potential client base
• Negotiate contracts, up-sell, cross-sell, and build customer rapport
• Interface with several distinct roles within SecureTrust, such as Customer Support, Product Management, Product Engineering, Product Marketing, and Corporate Marketing
• Create and take accountability for all prospect proposals, contracts, and further documentation, following SecureTrust procedures
• Respond to tenders and requests for information in a timely manner
• Keep abreast of issues affecting the payment card industry and collect competitor intelligence

Minimum Qualifications

• College education preferred, but at minimum a high school diploma or equivalent is required for employment
• 2-3 years of experience in sales, with demonstrable full knowledge of the sales process
• Payment Industry experience preferred
• Thorough understanding of clients' marketing objectives, including their Return on Investment (ROI) objectives
• Ability to build proposals and statements of work, and to develop, review, and successfully negotiate contractual agreements
• Ability to oversee a team of support and project management resources for each account
• Strong client and relationship management skills, with the ability to execute on sales strategy
• Confidence presenting technical and company data to clients and colleagues across a variety of mediums
• Capable of hands on problem-solving, with the ability to generate ideas and solutions, and a positive and determined approach to researching and analyzing new business opportunities
• Ability to use own initiative, pay close attention to detail, and cope with competing demands while prioritizing tasks
• Strong communication skills in all forms, including written, oral, email, telephone, and presentation
• Excellent organizational and time management skills
• Capable of working independently, with responsibilities as an individual

The Alliance Manager develops joint business territory plans with Salesforce and OwnBackup's ecosystem of partners, from Global System Integrators to regional partners, to drive new business and Monthly Recurring Revenue growth. Reporting within OwnBackup's Northern Region sales organization, the Alliance Manager works with direct sales teams and partner enablement functions to maximize digital transformation opportunities with joint customers.

Key Deliverables

• Develop joint business territory plans with Salesforce and the ecosystem of partners, from Global System Integrators to regional partners, and deliver against joint targets
• Drive material impact on new business development and Monthly Recurring Revenue (MRR) sales
• Partner with Salesforce regionally to become a MVP vendor of choice and drive digital transformation with joint customers and prospects
• Influence the partner ecosystem to create a dedicated OwnBackup practice that enables them to drive digital transformation with joint customers
• Work closely with internal cross-functional stakeholders to leverage existing sales enablement, regional partner enablement, services, and customer success on messaging, methodology, and OwnBackup best practices
• Develop and execute activities designed to increase the number of customer referrals of OwnBackup products from Salesforce and SI/ISV partners
• Understand partners' organizations, products, and services to best position OwnBackup
• Clearly articulate how partners may best leverage OwnBackup with Salesforce to drive more value from OwnBackup solutions
• Increase awareness of product functionality, selling features, and best practices for success within partner organizations
• Utilize resources within the team, and jointly determine strategy and methods to ensure success across the assigned market segment
• Partner with Marketing to create strategies and enablement tools designed to support the above
• Partner with direct sales teams to maximize partner opportunities and minimize conflict with Salesforce and partners

Knowledge Skills & Abilities

• Bachelor's degree or equivalent work experience
• 2-5 years of experience in channel development, business development, or strategic alliances within Salesforce.com or other leading cloud-based technology strongly preferred
• Demonstrable history of building partnerships with Partners and GTM programs, and annual quota achievement
• Strategic and analytical thinker, able to blend technology vision and business strategy to deepen client relationships and align technology with business objectives
• Demonstrated ability to translate customer or partner needs into compelling business solutions
• Ability to quickly understand solution value propositions and communicate them to audiences of varying expertise
• Ability to build relationships and influence cross functionally
• Exceptional verbal, written, and presentation skills
• Ability to understand and do what it takes to execute in a rapidly growing and changing environment
• Fluency in English and knowledge of other languages

Embedded within Ombud's broader sales organization, the Alliance Manager develops strategic third-party relationships designed to drive sales opportunities and evangelizes Ombud's Intelligent Content Collaboration offerings to prospective customers. Working closely with senior leadership and partners such as Salesforce, Google, and major content management providers, the Alliance Manager refines program metrics and forecasting to position Ombud as the premier solution and services provider in its category.

Areas of Ownership

• Identify and develop strategic third-party relationships designed to drive sales opportunities
• Evangelize Ombud's product and service offerings in establishing strategic relationships
• Ensure retention, growth, and satisfaction of established relationships
• Evaluate program metrics and provide analysis and recommendations to senior leadership
• Monitor and report on the sales impact of offered solutions in the marketplace
• Provide forecasting, research, and analysis associated with potential channel relationships
• Contribute to the broader sales organization, sharing ideas and learning from others

Professional Experience

• Bachelor's degree required, MBA preferred
• 3+ years of B2B enterprise software sales experience
• Experience partnering with Salesforce, Google, Content Management Providers such as OpenText, Seismic, Microsoft SharePoint, and Documentum, and System Integrators
• Proven track record building programs with strategic partners and success working across the many stakeholders of the partner organization
• Customer-focused student of sales with knowledge of solution-selling strategies
• Ability to convey technical principles in a professional, consultative manner
• Ability to engage executive-level decision makers and establish relationships that drive future sales opportunities
• Resourceful and able to identify innovative means to achieve results, with strong attention to detail and project management experience
• Excellent communication and presentation skills, with openness to mentorship and coaching

Reporting into CenturyLink's technology alliances leadership, the Alliance Manager of Google develops and executes detailed joint business plans, including revenue and customer adoption targets, solutions packaging, and go-to-market plans for the Google portfolio. Partnering with C-level and SVP technical executives at both Google and CenturyLink, the Alliance Manager drives top down sponsorship that grows incremental revenue from the alliance relationship.

Role Responsibilities

• Define, prioritize, and execute the end-to-end GTM strategy for Strategic accounts
• Plan the go-to-market launch strategy for new products, new integrations, and feature releases, and manage all cross-functional efforts
• Collaborate with sales, product, product development, partnerships, and success to ensure customer feedback is documented and included in the product roadmap and development plan
• Work with the design team to develop sales materials and tools that support the selling process of the products
• Find ways to creatively surface and automate the promotion of product-related revenue drivers

Education & Experience

• Bachelor's degree in Business Administration and/or Marketing
• 10+ years of professional work experience in Business Development or Portfolio Management
• Experience planning and actioning multiple, complex programs, including budget management
• Recent product experience required, along with prior experience working within a large, global organization
• Demonstrated ability as a product or technology advocate, with the ability to collaborate with engineering, product, sales, and marketing teams

Sitting at the intersection of WESCO's supply chain solutions and its key supplier relationships, the Alliance Manager oversees the account relationship for assigned Alliance Customers, designing sales strategies and managing profit and loss for those accounts. Operating across performance management, cost savings tracking, and price management functions, the Alliance Manager resolves client problems and builds comprehensive supply chain solutions that satisfy obligations agreed with Regional VPs and Directors of Operations.

Job Functions

• Serve as the primary point of contact for all assigned Alliance Customers
• Design and execute a professional sales strategy utilizing in-depth knowledge of the client and the industry, as well as knowledge of all WESCO products and services
• Manage and build relationships with key suppliers that support the Alliance Program to develop comprehensive supply chain solutions
• Identify and make value-focused contact at all levels within the client's organization
• Accept responsibility for and oversee resolution of all client problems promptly and effectively, according to standard problem resolution protocols
• Demonstrate customer value by serving the client as business consultant and trusted advisor
• Monitor, track, and report on customer contractual obligations such as performance management, cost savings, and price management agreed to by Regional VP or Director of Operations
• Take responsibility for P&L for assigned Alliance customers

Background & Experience

• Bachelor's Degree in Business, Engineering, or Supply Chain Management required, Master's Degree preferred
• 5 years of supply chain experience with a functional focus on Sourcing, Category Management, Material Management and Logistics, and Project Management
• 2 years of previous supervisory experience
• Knowledge of business and management principles involved in strategic planning, business modeling, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources
• Knowledge of principles and processes for providing customer services, including customer needs assessment, LEAN methodologies to eliminate waste and drive improvement, meeting quality standards for services, and evaluation of customer satisfaction
• Strong Excel and Access capabilities to help formulate strategic business models and manage contractual obligations relative to the various supply chain functions
• Strong verbal, written, analytical, persuasion, and interpersonal skills, with a can do personality demonstrating teamwork, leadership, and flexibility

A key member of the partnering team, the Alliance Manager develops multiple projects with corporate and academic partners in preclinical drug development for small molecules, building trust throughout each engagement. Collaborating across technical and operational teams, the Alliance Manager monitors contractual compliance and resolves research bottlenecks to keep deliverables on schedule.

What You'll Do

• Manage multiple projects with corporate and academic partners
• Build trust and goodwill with partners
• Take responsibility for all communications with technical and operational teams
• Work closely with partners to ensure alignment of goals and effort
• Spot potential issues in research programs and operational bottlenecks proactively, and use scientific know-how and experience to find solutions
• Ensure all deliverables meet the highest standards and are completed on time
• Plan agendas for joint steering committee meetings and maintain records
• Monitor compliance with contractual obligations, including timelines, deliverables, and payments

Required Qualifications

• An advanced degree in chemistry or biology
• 3+ years of experience in preclinical drug discovery in a biotechnology or pharmaceutical company, or contract research organization (CRO)
• Previous experience in project management
• Excellent time management and organizational skills, with outstanding written and oral communication
• A passion for consultative problem-solving and diverse research projects
• Some travel required, once per month on average

Growth of VRP's ISV partner revenue streams depends on the Alliance Manager, who develops and enhances existing partner relationships while establishing repeatable, scalable operational processes within the Salesforce ecosystem. Serving as the owner of existing partner accounts, the Alliance Manager forges formal commercial and legal partnerships and onboards new partners, analysing capacity and profitability to maximise VRP's potential in these revenue streams.

Day-to-Day Responsibilities

• Develop, maintain, and enhance existing ISV partner relationships
• Take accountability and ownership of existing partner accounts
• Forge strong, formal commercial and legal partnerships
• Establish repeatable and scalable operational processes
• Seek out and onboard new partners into established operational processes
• Analyse, forecast, and report on capacity, profitability, and opportunity

Qualifications & Experience

• Deep understanding of the Salesforce ecosystem
• 5+ years of experience in the Salesforce ecosystem in an alliance or ISV account management role
• Entrepreneurial nature, with natural stakeholder and client management ability
• Enjoys self-starting, hybrid roles
• Creativity, with a solution and process-minded approach

As the Alliances Manager, this role oversees ongoing communication with sales, technical, and marketing teams to ensure that relevant Vendor information is communicated regularly and that rebates are maximised. The Ultima Intranet Vendor Portal relies on this work to maintain accurate documentation while Monthly Business Reviews with aligned partners drive proactive activity toward company goals.

Scope of Work

• Attend associated Vendor events as appropriate, and act as a point of sales escalation for individual opportunities with aligned vendors
• Input into Vendor Business and Engagement Plans covering operational aspects including technical certification, sales enablement, presales engagement, and proactive marketing plans
• Lead Monthly Business Reviews with aligned partners, with accountability for identifying, implementing, and leading proactive activity to achieve company goals
• Understand and help manage Vendor selling programmes and initiatives, and communicate to sales and management
• Ensure Vendor rebates are maximised and take responsibility for any claim processes
• Understand and manage operational processes, portals, and systems required for transacting business with the vendor
• Drive related proactive sales activity, such as identifying white space data for sales to target as part of new business initiatives
• Assist with training and education of sales and technical teams to ensure up to date information and maintained certifications
• Build and maintain key relationships and contacts within aligned Vendors to facilitate engagement

Requirements

• Proven experience in a similar Vendor management role
• Good understanding of Vendor operational and engagement models, organisational structures, and how to navigate around teams and management
• Experience developing Vendor relationships and driving commercial growth
• Proven ability to demonstrate a proactive approach to finding opportunities across existing and new customers through relationship building and engagement
• Knowledge of, relationships and contacts within aligned Vendors to help attract new opportunities and work with existing account managers
• Ability to work in a team-based environment and multi-task on important and urgent requirements
• Self-motivated, proactive, and driven for results, with a commitment to continuous development
• Excellent verbal and written communication skills, attention to detail, and problem-solving ability

GSI Alliance Manager oversees joint sales and go-to-market programs with SolarWinds' Global Systems Integrator partners across the APAC region, driving pipeline reviews and field enablement to make SolarWinds the partners' core Observability technology alliance. The work directly supports SolarWinds' regional sales organization in unlocking incremental revenue potential across APAC markets.

Work Activities

• Collaborate with various sales and channel teams in the region and contribute to their business success
• Lead business numbers, growth strategies and alliance relationships across the region
• Drive business results for the region while maintaining and growing alliances in APAC
• Build strategies with partners to make SolarWinds their core Observability technology alliance
• Manage and work with a select group of new and existing GSI partners to define and execute joint sales and Go to Market (GTM) programs
• Drive GTM execution across activities, including coordination of business generation-related and joint sales enablement activities
• Lead sales pipeline reviews between GSIs and the SolarWinds sales teams
• Act as internal champion for the GSI Partner, driving internal SolarWinds field enablement and account alignment
• Evangelize the SolarWinds solutions with GSI technology teams and find platform-based opportunities to make it a sustainable business
• Drive specific GSI sales revenue through management of regular pipeline, opportunities, and business reviews with the MSP partner and all internal stakeholders
• Prepare and give periodic business reviews to the SolarWinds senior management team
• Understand the technical considerations, certifications, and procurement processes specific to the MSP business area

Skills & Qualifications

• At least 10 years of years of leading and coaching a quota carrying Partner and Alliances team in APAC market
• Experience leading a consultative sales process
• Experience in coaching - ability to observe, evaluate and use various techniques to improve results
• Excellent time management and organizational skills
• Analytical and strategic mindset and ability to leverage data across all interactions to put strategic plans in place
• Effective communicator and motivator across multiple mediums both externally and internally
• Able to drive results and accountability within the team
• Support the business in cross-functional projects to drive organizational advancement
• Detail oriented and the ability to manage multiple objectives
• Strong analytical skills to identify individual, team and organizational trends using various dashboard and reports
• Proactive and a sense of urgency with identifying leading indicators of upcoming opportunities and challenge

The Alliance Manager executes business plans with clear goals and measurable objectives for an assigned SAS region and Partner portfolio, leveraging Partner expertise to increase SAS close ratios and revenue. Working closely with SAS Pre-sales and Professional Services teams, the Alliance Manager builds joint business plans with focus partners that deliver thought leadership, lead generation, and revenue targets.

Performance Expectations

• Develop and execute business plans with clear goals, measurable objectives, and defined success criteria for assigned SAS region/Business Unit and/or assigned Partner(s)
• Deliver high-value SAS Partner revenue by utilizing in-depth knowledge of assigned Business Unit or Region needs
• Leverage Partner expertise and enable best business model options to maximize Partner value during the solution sales cycle and increase SAS close ratios and revenue
• Identify, develop, and maintain working relationships with influential executives within SAS and the Partner organizations who can/will materially impact our ability to execute
• Maintain particular focus on Sales, Marketing and Product Management as well as relevant Partner Programs to ensure consistent messaging and communication to nominated Partners

Experience & Qualifications

• Demonstable experience in a relevant Sales or Marketing role
• Experience working with GSI or SI partners
• Good understanding of Software Industry and Cloud Technology
• Proven and successful experience of recruiting, qualifying, managing and developing Business Partners
• Experience working in the Financial Services Industry
• Demonstrable understanding of Partner Value Add in all its forms
• Excellent verbal and written communications skills, including effective presentation skills
• Knowledge of different Channel and Partner business models and development methods

Embedded within D&B's partnership team, the Alliance Manager executes new partner acquisition and retention strategies, prospecting, negotiating, and closing partnerships across longer enterprise sales cycles to meet annual and quarterly revenue goals. Working closely with legal, finance, pricing, and product teams, the Alliance Manager builds senior level executive relationships with partners to create compelling use cases for D&B's business information solutions.

Core Responsibilities

• Meet and surpass annual, quarterly and monthly revenue goals through new partner acquisition and growing existing partnerships
• Responsible for partner retention, upsell and cross-sell opportunities
• Responsible for prospecting, qualifying, negotiating, closing, initiating the implementation new partnerships and ensuring they monetize
• Act as the quarterback on new opportunities and are responsible for bringing in appropriate resources into the opportunity. Responsible for gaining internal alignment with business partners, including legal, finance, pricing, and product teams
• Embed yourself as a trusted business partner into the customers environment to understand and influence their selling model, business plan, and end user value proposition
• Establish and maintain expertise in prospective partner use cases
• Participate in industry focus groups, conferences, or any other meetings for industries in which he/she is prospecting
• Create and execute on quarterly account plans for top partners/prospects

Technical Qualifications

• 10 to 15 years of direct business-to-business sales experience in a consultative/solution oriented selling environment
• 5 to 7 years of experience in reseller engagements or business development is a plus
• Demonstrated knowledge of enterprise wide business information solutions Ability to understand customer business models, their industry, competitors and end customer challenges
• Strong knowledge of technology and how to apply technology to solve customer business needs
• Results oriented individual able to establish own priorities, and lead a broader team to support customer needs
• Proven track-record of maintaining and strengthening relationships with sophisticated clients with complex solution requirement
• Demonstrated ability to consistently hit sales targets over an extended period of time (3 to 5 years)
• Excellent verbal and written communication skills

Reporting within Veeam's Americas sales organization, the Alliance Manager guides new sales opportunities with assigned Alliance partners, managing pipeline and funnel development across VAR sales channels for Veeam's enterprise software solutions. Partnering with global technology partners and Alliance reps, the Alliance Manager grows joint initiatives that strengthen Veeam's solution value proposition in the market.

Key Responsibilities

• Develop Veeam sales opportunities with assigned Alliance partners
• Manage the opportunities from initial development through pipeline and funnel management
• Drive joint Veeam/Alliance messaging on why customers, partners, and the Alliance reps should consider Veeam solutions
• Act as primary conduit between Alliances and the Veeam Sales organization in supported region and partner organizations
• Understand and communicate Veeam's "Solution Value Prop" as it relates to Alliance and our product offerings
• Create, execute and manage programs internally and with partners to grow the Alliance business
• Have a strong understanding of VAR sales processes and engagement models

Position Requirements

• Strong background with enterprise hardware sales organizations and the VAR partners that sell enterprise hardware, software and services
• Extensive background and experience selling various software licensing models including Cloud, Subscription and Perpetual software licensing solutions
• Understanding of Veeam offerings a plus
• Understanding of server and storage-based backup solutions
• Demonstrated experience in leading for results, as well as strong organizational, communications and interpersonal skills
• 10+ years of enterprise software sales and business development experience
• 15+ years of technology sales with VARs and global technology companies
• Program management ability, critical thinking and analytical skills
• Proven strategic thinking and strong cross-functional collaboration experience is essential
• Proven ability to work remotely, manage expenses and communicate across business units
• Executive level presentation skills

A key member of the Computer Systems Validation group, the CSV Alliance Manager guides supplier relationships supporting software test automation and validation services that generate auditable artifacts for life sciences customers' regulatory inspections. Collaborating across IT, Product Management, and Software QA, the CSV Alliance Manager builds a CSV strategy that keeps internal business systems in a validated state.

Primary Duties

• Oversee the develop an automation testing infrastructure (Application Lifecycle Management) to deliver a stable and scalable automation architecture in support of Computer Systems Validation activities (Requirements, Trace Matrices, IQ/OQ testing)
• Build a solid automation CSV strategy for delivering the highest quality testing artifacts/deliverables (aka documented evidence of testing)
• Provide clear and concise automation assessments of tested product features synthesized from full data sets of test results
• Manage service relationships with service providers from contract inception through contract termination
• Support CSV staff through training, mentoring, and problem-solving
• Work with cross-functional teams (IT, Product Manager, Software QA, Technical Operations) in test automation activities
• Validate and maintain the validated state of internal business systems
• Communicate, coordinate and align CSV automation strategy and CSV service provider strategy with the product team members, make recommendations to improve reliability, best practices, and processes

Knowledge Skills & Abilities

• 5+ years relevant work experience, including 3+ years as a manager with responsibility for service provider selection/management
• Solid foundation in GxP and CSV principles, regulations, and standards (e.g., GAMP, AAMI, FDA, MHRA)
• Understanding of Software QA and CSV methodologies, tools and approaches
• Experience working on mobile and web-based products
• Experience creating and providing feedback for automation test cases and automation coverage for smoke, regression, compatibility, and concurrency test scripts
• Strong verbal and written communication skills
• Bachelors degree in Computer Science/Applications or similar field
• Experience in working in a SaaS company is a plus
• Scripting experience in python or another scripting language

Sitting at the intersection of provider network strategy and complex reimbursement negotiation, the Alliance Manager builds partnerships with major hospitals and health systems to reduce balance bill rates and improve client turnaround times. Operating across fee for service and value-based contracting models, the Alliance Manager coordinates with internal business planning partners to capture value and document agreements that strengthen national and local network strategies.

Core Functions

• Increase the number of provider group partnerships through building relationships that support broader value-based business opportunities
• Reduce balance bill rates and improve turnaround times for clients through nurturing new and existing partnerships
• Rigorously approach complex negotiations of reimbursement rates, payment structures, and term changes while maintaining strong relationships with major hospitals and health systems
• Facilitate and enhance contracting and negotiation processes for both fee for service and value-based reimbursements
• Identify value-capture opportunities and provide direction in developing national and local network strategies
• Work cross-functionally with a diverse set of internal partners to support contracting initiatives in business planning processes
• Maintain clear documentation in CRM system for all contractual agreements they maintain

Minimum Qualifications

• Foundational understanding of medical cost containment products including but not limited to reference-based pricing, out-of-network, and pharmacy benefits manager solutions
• Deep expertise in progressive network management and ancillary and professional reimbursement rate contract negotiations
• Deep contracting and negotiation skills, including but not limited to contract preparation and implementation, financial analysis, and rate proposal development
• Strong ability to network, establish relationships and evaluate partnership opportunities
• Knowledge of provider groups in geographic areas as well as interrelationships across the competitive landscape (preferred)
• Ability to problem solve and manage multiple priorities in a fast-paced environment
• Excellent communication skills, written and verbal, with the ability to adapt appropriately for different audiences
• Focused on thoughtfully supporting other team members and clients
• Team-oriented mindset with a high level of motivation and drive
• Passionate about improving consumer experience

Fortinet's presence and revenue growth within ATOS and Cap Gemini in the UK depend on the Alliances Manager, who coordinates partner plans focused on marketing, enablement, executive engagement, and sales execution. Serving as the primary relationship owner for key UK partner accounts, the Alliances Manager elevates Fortinet's visibility by aligning local initiatives with the global service provider strategy and forecasting sales accurately.

Duties

• Generate incremental revenue and growth through the assigned partners
• Own UK partner plans for each account, focussing on growth initiatives and areas such as marketing, enablement, executive engagement/peering and sales execution
• Collaborate closely with Fortinet's global service provider teams. Aligning with the overall strategy and executing local initiatives
• Maximise Fortinet's presence, visibility and influence within ATOS and Cap Gemini in the UK
• Establish productive, professional relationships with key personnel
• Understand each partner's core value proposition and go to market strategy
• Coordinate the involvement of company personnel, including EMEA/Global SP Account teams, sales, SE, support, service.
• Management resources in order to meet partner performance objectives and partner's expectations
• Meet and exceed sales quotas and revenue goals

Professional Experience

• 3+ years channel sales and territory management in networking or security sectors
• Experience building successful business and marketing plans
• Experience in the GSI space, either working for a GSI or managing a GSI relationship at a partner
• Sales forecasting, opportunity identification and drive to close
• Excellent written and verbal communication skills and able to speak English fluently
• Excellent presentation skills
• Candidate must thrive in a fast-paced, ever-changing environment
• Competitive, self-starter, team player

As the Alliance Manager, this role guides partner management for key APM and ATM location accounts, qualifying prospects and signing up new location partners to meet deployment, sales, and revenue targets. The field operations team relies on this work to merchandise locations, run localized events, and prepare timely business review reports across Metro Manila, North Luzon, and South Luzon.

Functions

• Handle all aspects of partner management for key accounts - existing and new
• Shall be responsible for meeting the assigned targets on deployment, sales, volume and revenue
• Prepare market research and build pipeline of potential locations for all devices
• Sign up location partners using various customer sales methods (product presentations, cold calling, follow through on referrals)
• Attend sales marketing events promote the service and attract more location partners
• Implements on-ground strategy, location merchandising and localized events in deployed machines
• Monitor and analyze progress of assigned locations and prepare presentations and timely reports for business reviews
• Supervise and manage field agents deployed in areas of responsibility

Education & Experience

• Candidate must posses at least a Bachelor's Degree, in any field
• Outgoing and should possess excellent communication skills
• Has ability to conduct product presentations to potential partners
• Willing to do field work (within Metro Manila, North or South Luzon)
• Presentable, persistent and assertive
• Works well under supervision, alone or with others
• Possess excellent computer knowledge, proficiency in MS Office applications

Alliance Manager guides partner sales teams through market planning and lead generation for solutions that include Appriss data across Health and Human Services, Law Enforcement, and other Public Sector organizations. The work directly supports annual revenue goals by building sales pipeline with each partner sales team and coordinating strategy with Partner Success, Product, Marketing, and Legal stakeholders.

Accountabilities

• Educate and coach partner sales team in the sale of solutions that include Appriss data
• Complete market planning exercises with each partner sales rep - whitespace, marketing campaigns, key contacts identification
• Coordinate activities with partners field reps to identify new sales opportunities
• Execute sales presentations with partners' sales teams as the subject matter expert
• Build sales pipeline with each partner sales team and meet annual revenue goals
• Attend conferences/events with partners to promote joint solutions
• Strong understanding of lead generation and opportunity qualification
• Collaborate with key internal stakeholders (e.g. Partner Success, Product, Marketing, Legal, Client Relations, Customer Service, etc.) to further develop partner strategies and processes

Background & Experience

• Bachelors of Arts or Bachelors of Science Degree
• Minimum of 5 years of experience in Sales, Business Development, Marketing or related field
• Minimum of 5 years of experience in IT sales or technical background
• Experience using and updating CRM systems
• Experience working in a channel sales environment
• Experience working with Health and Human Services, Law Enforcement, Unemployment and other Public Sector organizations
• Record of success selling SaaS and/or data services into Public Sector accounts
• Competence developing and delivering presentations to large and diverse audiences
• Excellent listening, verbal and written communication skills

The SI Alliance Manager manages and grows assigned alliances and strategic relationships with System Integrators, Consulting Firms, Resellers, and OEMs across various manufacturing verticals. Reporting within the commercial organization, the SI Alliance Manager designs joint business plans and technical roadmaps with approved funding to coordinate marketing and sales activities with alliance partners.

Activities

• Manage and grow assigned existing alliances and strategic relationships
• Find, develop, and cultivate new relationships and appropriate accompanying commercial and technical programs
• Create joint business plans and technical roadmaps with approved funding from the appropriate businesses and partner
• Create and execute plans jointly with partners, business groups and the commercial organization
• Coordinate joint marketing and sales activities and programs with alliance partner

Required Qualifications

• Legal authorization to work in the US is required
• Minimum of 4 years experience selling software solutions into various manufacturing verticals
• Minimum of 2 years experience in business development, go-to-market strategy, program management, product management or similar experience
• Experience managing partnerships (ISV, System Integrators Consulting Firms, Resellers, OEMs, etc.)
• Demonstrated track record of successful revenue contribution and sales experience through indirect and direct channels of enterprise information technology including software (SaaS), hardware, and services

Embedded within Meltwater's partnerships team, the Senior Manager, Alliances manages relationships with key social media networks and ecosystem technology companies such as Salesforce, Snowflake, and Google. Working closely with Product and Engineering teams, the Senior Manager, Alliances strengthens executive business reviews and brand awareness that keep Meltwater top of mind for new APIs and product offerings.

Strategic Responsibilities

• Actively foster and manage the alliance partnerships with key companies in our space
• Establish a trusted relationship with each partner, and ensure that we are building deep partnerships that benefit both parties
• Build brand awareness with partners, ensuring that Meltwater is top of mind for new API's, products or offerings that could benefit our customers
• Work as a strategic liaison between our alliance partners and our Product and Engineering teams, ensuring a strong flow of communication
• Collaborate with the sales teams to ensure that they are able to understand and leverage these strong alliance partnerships
• Build and conduct executive business reviews, so that both Meltwater and our alliance partners have a good understanding of the strategic direction of one another
• Work proactively to expand our networks and relationships, by identifying opportunities to deepen existing alliance partnerships and create new ones that could create value for Meltwater

Qualifications & Experience

• 3+ years of experience managing third-party partnerships and alliances at a SaaS company or social media company (existing relationships with key individuals within social networks would be hugely beneficial)
• A comprehensive understanding of social media and the application it has for businesses
• The ability to understand complex partnerships from a commercial and technical standpoint (we don't expect you to know how to code, but you need to know what an API is)
• Strong executive presence with excellent verbal and written communication skills, as well as external-facing presentation skills
• Enthusiasm for a fast-paced, dynamic work environment
• High attention to detail and a consultative, "win-win" mentality
• Outstanding time management skills, including the ability to juggle multiple projects simultaneously, prioritize effectively, and meet deadlines
• Bachelor's degree with evidence of high achievement in academics and extracurriculars

Reporting within the International Business Development and Licensing Department, the Alliance Manager manages strategic alliances for the company's RX and OTC business, coordinating license agreements and their successful implementation. Partnering with internal departments such as sales and marketing, the Alliance Manager designs project goals and processing steps that establish sustainable cooperation with licensing partners.

Key Deliverables

• Responsible for the management of strategic alliances for our RX and OTC business.
• Coordinate our license agreements and their successful implementation
• Competent contact person for all project-related topics, requests and questions
• On the one hand, you will coordinate the whole communication process with our licensing partners
• Ensure active contract management to guarantee the fulfilment of goals and to establish a sustainable and successful cooperation with our business partners
• Responsible for the cooperation and coordination of all involved internal departments (e.g. sales reports, marketing plans)
• Define clear project goals and processing steps and coordinate as well as monitor their proper implementation

Requirements

• University degree preferably in natural science or business administration
• Professional experience in the pharmaceutical industry in either alliance management, licensing, business and/or operations in an international environment
• Knowledge in the field of marketing of pharmaceutical products, both in the RX and OTC sectors is a plus
• Excellent skills in project management
• Strong social skills in working with internal and external business partners
• Assertiveness and entrepreneurial thinking
• Ability to establish collaborative working relationships across organizational disciplines, and throughout the organizational hierarchy
• Being comfortable working on a dynamic, fast-paced environment, operating independently and as part of a team, openness to constructive feedback
• Experience with contractual agreements that govern alliances, including knowledge and interpretation of contractual language
• Excellent communication skills in English

Sitting at the intersection of business development and creative production, the Alliances Manager runs project timelines for incoming partner programs, ensuring deliverables are met as programs transition toward renewal. Operating across production, design, events, and editorial teams, the Alliances Manager crafts program recaps with the business development lead that uphold WaitWhat's standard as a media invention company.

Areas of Ownership

• Liaise with business development team to smoothly transition and launch incoming partner programs, provide a regular cadence of updates and tee program up for renewal
• Work in lock-step with Head of Alliances to communicate and collaborate with partners throughout the lifespan of the program, serving as a main point of contact for the partner
• Build and manage project timelines to ensure deliverables are met across programs
• Collaborate with internal teams, including production, design, events and editorial, to communicate and oversee deliverables, mapping to project goals and agreements
• Generate program recaps and work with business development lead to refine and deliver in order to set up for successful partnership renewal
• Uphold WaitWhat's position as a media invention company of the highest quality

Skills & Qualifications

• 5+ years of applicable experience, ideally working at a media company or agency that is known for innovation, quality and exacting standards
• An inventive mindset, always looking for creative and strategic ways to bring partner programs to life, with fluidity to adjust course and problem solve along the way
• A highly organized, detail-oriented and proactive project manager, with ease toggling between different workstreams to meet tight deadlines
• Excellent writer and communicator, doing so in a clear, timely and inclusive manner
• Confident yet humble, able to both motivate teammates and let others shine
• Open to direction, curious to learn, and desires to work collaboratively - and fast!

A key member of Thentia's partnerships team, the Alliances Manager designs growth opportunities with Thentia's critical partners and sets annual targets tied to company growth. Collaborating across marketing and sales, the Alliances Manager strengthens co-branding initiatives with SADA, Carahsoft, and Google Public Sector and reports weekly progress to the VP of Alliances.

Role Responsibilities

• Develop relationships and growth opportunities with Thentia's critical partners
• Coordinate those opportunities with Thentia's marketing and sales team
• Create and set annual targets related to company growth
• Work with the VP of Alliances to strategize business plans
• Determine co-branding initiatives and events
• Alliances Manager will collaborate with internal teams to drive business with Thentia products, SADA, Carahsoft and Google
• Daily research and communication is necessary to ensure all teams are informed of new and ongoing opportunities
• The Alliances Manager will uncover opportunities by working with lobbying groups and budget books and will share that information across teams
• Development of internal materials is necessary including: one-pagers, strategic planning presentations and other materials to better explain Thentia's expanded offering to new and existing partners
• The Alliances Manager will provide a weekly update of challenges and goals to the VP of Alliances

Experience & Qualifications

• Bachelor's or Master's degree in Marketing, PR, Business, Finance or Management
• 5+ years of proven experience in a related field
• High proficiency with relationship management
• Proven record as a strategic planner
• Willing to travel (if deemed necessary)
• Excellent communicator with a desire to solve problems
• Strong working knowledge of SADA, Carahsoft and Google Public Sector
• Proven capabilities in project management
• Extensive experience with the public sector
• Proficiency of communication and negotiation

Makepositive's position as a market leader within Salesforce UK and Ireland depends on the Alliance Manager, who crafts innovative alliance and sales strategies that drive pipeline development and partner performance. Serving as the primary owner of key Salesforce partner tactics, the Alliance Manager runs quarterly business reviews and demand generation campaigns that grow referral business and revenue.

Job Functions

• Develop innovative Alliances and sales strategies to maintain makepositive as a market leader within Salesforce UK&I
• Identify USP's within our propositions and explore ways of driving awareness and understanding with our stakeholders
• Seek out new market opportunities and recommend lead gen activities to maximize ROI
• Partner management across Salesforce UK&I by developing and owning key tactics that deliver mutual benefits
• Collaborate with other internal Alliance colleagues on the development of a mutual partner business plan, measure and track success metrics
• Achieve pipeline development commitments, participate in QBRs, and measure partner performance
• Drive Go To Market (GTM) activities through Salesforce and key ISV partners
• Uncover and measure referral business through partnerships
• Team with makepositive's marketing to drive Partner marketing initiatives, demand generation programs and campaigns that drive revenue
• Provide status information to makepositive's Management including Partner forecasts and pipeline information
• Prepare for and lead Salesforce partnership QBRs and track agreed actions
• Promote an inspiring and positive attitude during face-to-face, verbal, and written communications

Technical Qualifications

• Experience within the Salesforce ecosystem
• Proven experience of sales and negotiation in a B2B environment
• Excellent analytical, communication, written and presentation skills
• A proven ability to generate and track pipeline and deliver quarterly targets
• Demonstrable ability to uncover, and develop business opportunities
• Personal effectiveness including good time management and self-motivation
• Bachelor's degree or equivalent experience preferred
• 5+ years alliances or sales experience (channel/partnership sales a strong plus)
• Strong network/references in Salesforce
• Demonstrated track record of successful channel sales or selling professional services in a consulting environment strongly preferred
• Strong organizational and time management skills
• Keeping up to date with the latest plans, developments and changes in the salesforce
• Willing to travel to events and meetings as required
• Work in a manner that champions our values of Trust, Generosity, Transparency, Professionalism, and Happiness

Sitting at the intersection of vendor strategy and Exclusive Networks' reseller channel, the Alliances Manager builds go to market opportunities with vendors, recruiting and enabling new resellers across the Cloud and Data Centre business. Operating across quarterly business reviews, peer networking, and sales forecasting, the Alliances Manager drives vendor governance that supports both individual and team revenue targets.

Operational Focus

• Develop a strong understanding of the vendor, their business and strategic objectives
• Align with key vendor stakeholders, acting as their primary point of contact
• Focus on go to market opportunities and establish how Excusive Networks can grow its business with the vendor
• Be responsible for vendor governance running quarterly business reviews, peer networking, business planning, and reporting
• Understand where the vendor complements and competes within the existing vendor landscape to design and promote solutions
• Work to achieve both individual and team targets
• Promote Exclusive Networks go to market message
• Develop end user lead generation programs with resellers
• Implement sales and technical training program
• Liaising with internal departments to fulfil customer needs, such as arranging demonstrations, organising quotes, logistics and customer risk management
• Produce weekly sales forecast reports and run quarterly business review

Position Requirements

• 2+ years experience in an external Sales, Product Specialist or Vendor Management Role
• Have proven ability to form, build and develop relationships through effective networking, presenting and intelligence-based sales techniques
• Have a proactive approach and the drive and determination to seek out new opportunities, nurture pipeline and close business
• Be a team player developing strong internal relationships to ensure the highest level of service is provided
• Be highly motivated and demonstrate recent success in working with partners and end users
• Knowledge of the IT channel and commercial challenges for distribution
• Be confident and experienced presenting to senior level contacts
• Have clear communication Analytical skills
• Knowledge of the Cyber Security landscape and in-particular, Vulnerability Risk Management technologies would be ideal

A key member of MicroStrategy's partner organization, the Alliances Manager develops partner business plans and program objectives that support revenue commitments while recruiting qualified VAR and System Integrator partners. Collaborating across MicroStrategy's Partner Enablement, Pre-Sales, and Technical Implementation teams, the Alliances Manager implements OEM strategy in France and BeLux to win new logos and grow existing OEM revenue.

Areas of Ownership

• Develop partner business plans and program objectives to support revenue commitments
• Conduct Quarterly Business Reviews, measuring partner performance against pre-established business metrics and building relevant action plans
• Recruit qualified partners that have a focus on reselling MicroStrategy products and services and System Integrators to win prospects and build "big deals"
• Drive enablement and launch of new partners
• Work with MicroStrategy Partner Enablement teams to enable assigned partners for MicroStrategy Pre-Sales, Sales, Product and Technical Implementation
• Establish and perform targeted lead generation marketing events with assigned partners
• Evangelize the partnership including joint value proposition with sales teams to ensure awareness and collaboration, minimizing sales conflicts
• Assist partners, as needed, in the sales cycles to end user clients by utilizing Partner Presales Engineers and Field Sales resources
• Implement OEM strategy in France and BeLux. Win new logos and increase revenue with existing OEMs

Background & Experience

• Bachelor equivalent mandatory, Computer Science or Marketing (with technology focus) preferred
• 7+ years experience working with and managing VAR/Resellers
• Strong record of achieving/exceeding revenue quota while working with VAR/resell partners and able to demonstrate these successes in numerical terms on a CV
• Good knowledge of Business Intelligence Products and local market
• High level of English
• Must be self-starter, motivated and results oriented
• Able to work independently within a matrix organization
• Experience in working with partners from recruitment to enablement to business development to closure of deals
• Direct sales experience with a Business Intelligence software vendor a plus

LTI's incremental revenue growth through its named Strategic alliance partner depends on the Alliances Manager, who defines the alliance charter and builds the global business plan that drives key go-to-market initiatives. Based within LTI's PU/DU, presales, and sales organizations, the Alliances Manager secures executive buy-in and joint governance with Strategic partners and Tech majors to drive co-innovation and product development.

Executive Functions

• Define the Alliance charter for a named Strategic alliance. Build Global business Plan, GTM strategic and drive key GTM initiatives
• Strengthen and Grow the Global relationship with a Strategic alliance partner of LTI driving incremental revenue growth through alliance influence
• Develop the jGTM strategy and execute on Joint business plans in conjunction with Strategic partners/Tech majors
• Secure Buy-in of Alliance Technology within organization - PU/DU, presales, sales to enhance proactive pipeline
• Ensuring executive mapping with joint governance with the Strategic partner
• Drive co-innovation and joint product development with alliance partner
• Increasing LTI visibility in partner ecosystems- events, conferences, social media

Professional Experience

• Excellent written and oral communication and presentation skills
• Self-starter with quick learning ability and efficient relationship building skills
• Good understanding of technology trends
• High level understanding of complex solution selling in the IT Industry
• Ability to develop long term relationships while working with varied stakeholders
• Ability to work under stringent deadlines
• Sound Understanding of multi-cultural environments
• Flexibility to operate in multiple time zones and ability to handle frequent travel
• Experience working with Hyper-scalers, CSPs, OEMs or their SI partners
• Experience working with Senior Executives/decision makers to determine their business needs, playing the role of a Valued advisor

As the Alliances Manager, this role creates new relationships with contacts within System Integrators and manages existing partner relationships to evangelize ZL's complex enterprise data management solutions. The ZL Sales team relies on this work to identify potential selling opportunities and grow a network of champions across information governance, privacy, and analytics segments.

Activities

• Create new relationships with new contacts within SIs
• Manage and develop existing partner relationships
• Educate and evangelize within partner organisations on ZL's complex solutions for enterprise data management
• Work closely with partners to help them to identify potential selling opportunities for ZL's solutions
• Develop and grow a network of contacts to act as ZL champions within partner organisations
• Work closely with ZL Sales teams as well as partner contacts to coordinate and focus sales efforts appropriately to maximise revenue

Requirements

• 5+ years of experience in alliances/partner management in the enterprise software/SaaS market, ideally in complex data solutions for the Global 1000
• The ability to assimilate and present complex value propositions in exciting new high-growth market segments, such as information governance, privacy and unstructured data analytics
• Domain knowledge and experience preferred in any one or more areas of information governance, such as compliance, e-discovery, records management, privacy or analytics
• Prior experience in direct/indirect sales of complex solutions is a plus, especially in 7-figure projects
• Experience in multiple verticals is a plus, with preference for heavily regulated sectors such as financial, pharma, health care, and government
• Strong communication and presentation skills
• Self-motivation and resilience
• A creative and results-oriented mindset