WHAT DOES AN ALLIANCES MANAGER DO?

The Alliances Manager is responsible for integrating a global telephone platform into Salesforce's suite of products and services, they identify and cultivate opportunities through designated partners. Collaborating with account executives and sales engineers, they navigate partner-driven opportunities to completion, while also managing existing partnerships and seeking out new ones. Additionally, they coordinate marketing events and facilitate collaboration between partner technical resources and internal teams to ensure the successful execution of business plans.

A Review of Professional Skills and Functions for Alliances Manager

1. Alliance Manager Duties

  • Prospecting & Follow-Up: Partner prospecting using phone calls, emails, support company marketing events, follow-up of incoming leads from reps, website, etc.
  • Event Participation: Attend or exhibit at partner trade shows.
  • Communication & Demonstration: Able to speak and demonstrate the company's alliance program effectively.
  • Marketing Collaboration: Come up or help with partner marketing initiatives.
  • CRM Management: Input all activity and strategic information in the CRM system (Hubspot).
  • System Updates: Update the necessary systems internally accurately and timely.
  • Partner Onboarding: Sign up and onboard the partner on how the company's alliance program works.
  • Sales Coordination: Assign the proper sales rep to a new partner or reassign partners to a more suitable sales rep.
  • Process Optimization: Work with the partner and the sales rep to make the referral process on target and handle any process glitches that come up.
  • Partner Support: Follow up with partners to ensure their clients are satisfied with solutions and services.
  • Needs Assessment: Assess the needs of partners' clients for the company's solutions and services to ensure they are being provided by the sales team.

2. Alliance Manager Details

  • Platform Integration: Transforming customer experience and employee productivity by integrating a global telephone platform within Salesforce with its full range of products and services.
  • Opportunity Identification: Identify opportunities through designated partners and bring them into the sales pipeline.
  • Opportunity Management: Work partner-driven opportunities, in collaboration with account executives and sales engineers until close.
  • Strategy Development: Build and execute sales and marketing strategies to engage partners and drive opportunities.
  • Partner Management: Manage and expand existing partner relationships as well as seeking out new ones.
  • Business Planning: Develop business plans with each partner and ensure their successful execution.
  • Event Coordination: Coordinate with partners on events, talks, and other marketing events.
  • Technical Coordination: Manage coordination between partner technical resources and internal professional services and developer teams.
  • Networking: Maintain and expand a network of contacts within the cloud and telecommunications space.
  • Event Planning: Work with the marketing team on events to establish tone, direction, content, and logistics.

3. Alliance Manager Responsibilities

  • Technical Guidance: Guide and manage the technical competency journey, advising on portal management, case study requirements, and certification.
  • Strategic Planning: Play a key part in strategic planning and business development of application and functional practices.
  • Business Development Management: Managing Business Development and Account-Based Marketing Activities.
  • Sales Strategy Creation: Create and implement revenue-centric sales propositions, promotions, product propositioning, and partner programs.
  • Opportunity Identification: Work with partners to identify new business opportunities for revenue generation including designing and executing GTM propositions.
  • Partner Education: Educate partners on new functionality to ensure they have the most recent product knowledge.
  • Sales Support Material Development: Develop presentations and materials to support sales with and through partners.
  • Marketing Collaboration: Work with the Marketing and Product teams to assist in the creation of relevant product marketing activities.
  • Event Representation: Attend partner events and represent the business alongside peers/colleagues.
  • Account Development: Development of existing business within the account.
  • Contract Negotiation: Contract negotiation experience with a strong understanding of basic contracting principles.
  • Business Case Development: Business development and/or business case experience.

4. Alliance Manager Job Summary

  • Relationship Management: Manage positive partner relationships with sales managers, sales representatives, and internal stakeholders.
  • Sales Presentations: Creating and delivering sales presentations (via web or in-person) to various levels of partner contacts to discuss new product/pricing initiatives and strategic planning.
  • Inquiry Resolution: Act as a point of contact for all day-to-day partner-related inquiries by providing seamless delivery of service and/or fulfillment requests via answering calls or emails.
  • System Navigation: Navigate various systems to research and resolve inquiries.
  • Cross-Collaboration: Internal cross-collaboration to resolve issues on the partner’s behalf.
  • Communication: Effective delivery of all communications.
  • Sales Training: Train NetSuite sales reps on solution offering.
  • Service Tracking: Routes, maintains, and tracks outstanding servicing requests and provides thorough follow-up.
  • Record Keeping: Keeps clean, complete, and updated records in Salesforce.
  • Quota Management: Ability to hold and achieve a revenue/sales quota.
  • Performance Review: Regular review and assessment of KQIs at the Leadership Team level.
  • Regulatory Communication: Ensure that communication with local Health Authorities is adequately shared within the organization and commitments are tracked and closed on time.

5. Alliance Manager Accountabilities

  • Innovation Collaboration: Work closely with scientists to capture innovations, and review and analyze invention disclosures and proposed publications.
  • Patent Management: Contribute to the drafting, filing, prosecution, and maintenance of patent applications that are high quality and strategically aligned with business goals.
  • Portfolio Strategy: Develop a deep understanding of patent portfolios in support of worldwide patent prosecution and contribute to the company's global prosecution strategy.
  • Counsel Guidance: Provide hands-on direction and input to outside counsel, including reviewing and revising a wide variety of work products, such as patent applications and office action responses.
  • IP Analysis: Perform IP due diligence, technology assessments, and landscape and FTO (Freedom to Operate) analyses.
  • Team Support: Support scientific and business development teams and activities, including product, technology, and scientific research.
  • Competitive Monitoring: Monitor and analyze competitive intellectual property.
  • Policy Implementation: Implement and administer IP policies and best practices.
  • IP Reporting Management: Manage IP reporting obligations with government funding organizations and in connection with company collaborations.
  • Transactional Support: Support intellectual property-related transactional work.
  • USPTO Practice: Maintain a strong knowledge practice before the U.S. Patent and Trademark Office.

6. Alliance Manager Functions

  • Relationship Management: Managing the strategic business relationships across the Cisco and HPE accounts.
  • Business Planning: Owning the creation and execution of the business plans.
  • Performance Management: Driving the monthly and quarterly performance assessment within Insight and the vendors, leading to necessary cause corrections/actions.
  • Team Leadership: Managing a team of two - responsible for mentoring and development.
  • Revenue Targeting: Working toward revenue and rebate-based targets.
  • Reporting: Building and maintaining accurate weekly reporting of pipeline, forecast, and activities in order to deliver against future revenue and GP targets.
  • Metric Achievement: Achieve assigned activity and results in performance metrics.
  • Partner Meetings: Set and run (monthly/quarterly) partner review meetings.
  • Professional Development: Be dedicated to personal career development with continued training and education.
  • Market Awareness: Stay current on industry trends and competitive landscape.
  • Platform Integration: Transforming customer experience and employee productivity by integrating a global telephone platform within Salesforce with its full range of products and services.
  • Opportunity Identification: Identify opportunities through designated partners and bring them into the sales pipeline.

7. Cloud Hyperscaler Alliance Manager Job Description

  • Organizational Navigation: Be able to navigate across a complex organization and network, and operate in a fast-paced dynamic environment.
  • Relationship Building: Build trusted relationships among one of the Cloud Hyperscalers and Deloitte leadership.
  • Value Proposition Articulation: Continually articulate Deloitte’s value proposition to the leadership teams of the Cloud Hyperscaler.
  • Collaborative Development: Establish a collaborative environment where key leaders from each organization can meet to identify new market opportunities that drive incremental revenues for all parties involved.
  • Team Leadership: Bringing people together and able to build trusted relationships, making a better and more effective practice, and achieving the goal of being the best Cloud practice in Switzerland.
  • Regional Management: Manage the EMEA daily activities and manage a team.
  • Partner Recruitment: Recruit new partners, and participate in business strategy.
  • Network Management: Develop and manage partners' networks, ensure contact with the sales team.
  • CRM and Reporting: Update CRM database, KPI, and all reporting elements for regular analysis of results.
  • Event Management: Organize and participate in events (or other actions of communication) with and for partners.

8. Alliance Manager Overview

  • Partner Integration: Work with the technical alliance manager on partner integrations.
  • Opportunity Development: Develop relationships and partnerships to bring in new opportunities for EASYRECRUE (leads, introductions, expansions) and help close ones already in progress through partner influence.
  • Client Relationship Management: Managing the relationship with identified key client(s).
  • Project Management: Managing a global optimal progress of all studies for the customer.
  • Customer Satisfaction: Acting as a point of contact with the aim to ensure optimal customer satisfaction.
  • Business Expansion: Creating new opportunities to increase the business of the customer(s).
  • Performance Review: Has regular meetings with key client(s) about performance and KPIs.
  • Satisfaction Monitoring: Monitors customer satisfaction.
  • Strategic Support: Support Sr. AM/Head of AM to manage relationships and activities with Lamwork’s joint venture parents, Bayer and Ginkgo Bioworks.
  • Process Improvement: Support development and implementation of new processes to support growth and scale of the Alliance Management organization, including template and tool development, training, etc.
  • Oversight Management: Provide Alliance Management oversight to MTAs and License agreements to support subject matter experts to execute against commitments with partners.
  • Contract Management: Develop and maintain contract management tracker to report on the status of all Alliances.

9. Alliance Manager Details and Accountabilities

  • Partner Ecosystem Management: Drive enablement and ongoing management and success of an expanding ecosystem of partners.
  • Strategic Planning: Develop strategies and business plans with partners and execute against metrics and milestones to drive growth and revenue.
  • Technology Collaboration: Develop joint technology opportunities to highlight market vision and direction (1+1=3 Value).
  • Sales Support & Integration: Provide internal and external sales support, driving the Rhythm of Business (RoB) management, strategic cross-team integration, and partner-seller integration.
  • Internal Alignment: Drive internal alignment with the Alliance team resources and other Turbonomic resources.
  • Sales Review & Execution: Actively drive a partner’s sales and support review sessions, execute against the sales plan, drive pipeline creation and velocity, and achieve verifiable outcomes through the solution selling cycle.
  • Sales Orchestration: Drive sales orchestration and partner alignment with Turbonomic.
  • Joint Territory Planning: Own joint territory planning sessions with Channel, Enterprise, and Commercial sellers to promote collaboration between teams.
  • Account Collaboration: Meet and match up with Account Executives to build joint account plans with partner teams for customers that are within the target of alliance partners.
  • Engagement Rules: Understand the rules of engagement to ensure that the sell-through motion is clearly understood by all involved.
  • Segment Focus Meetings: Proactively schedule meetings with the applicable sales teams for segment focus.
  • Market Strategy Communication: Articulate the partner’s market strategy and sales goals and work to create strong relationships with each party.
  • Ecosystem Alignment: Alliance alignment to the broader ecosystem.
  • Strategic Partner Connection: Identify and facilitate connection to other Turbonomic strategic or managed partners to assist with accelerating, growing, and fulfilling the solution/deal proposed.

10. Alliance Manager Tasks

  • Strategic Account Growth: Drive strategic growth of a portfolio of sponsors and/or specific strategic accounts to increase repeat business and overall health of Worldwide and sponsors relationships.
  • Operational Management: Serve as an operational management contact globally to the designated customer account(s).
  • Communication Management: Responsible for driving and ensuring appropriate communication channels are maintained and key customer expectations transcend the organization and are adhered to across the portfolio of projects.
  • Process Adherence Leadership: Lead, track, and report on the adherence of all sponsor-specific processes/procedures by all project teams and coordinate best practices, lessons learned, and consistency across the entire portfolio of business.
  • Vendor Relationship Management: Manage the relationship between both Worldwide and sponsor selected vendors to ensure lessons learned, best practices, and efficiencies are tracked, reported, and have year-on-year financial benefits.
  • Sales Initiative Participation: Team member responsible for participation in the development and support of customer sales initiatives.
  • Commercial Feasibility Analysis: Activities to include proposal and budget development, commercial feasibility of potential programs, and impact on company operations and goals.
  • Pipeline Review Participation: Participate in the review of a customer pipeline, opportunities pending including proposal responses and bid defense presentations, and future customer needs in support of the quarterly development of resource forecasts.
  • Customer Relationship Management: Act as the relationship manager for designated customers.
  • Clinical Escalation Management: Serve as a management holder for designated customer clinical escalation plans, recommend courses of action regarding client management issues, implement requisite action plans.
  • Governance Coordination: Coordinate and/or participate in the appropriate Governance committee meetings and communications with the Senior Leadership Team (SLT).