Alliance Manager

The Alliance Manager is responsible for managing and expanding a formal Alliance success program for the Company that meets/exceeds assigned sales development target for alliance generated business.

• Identify new partner prospects: Actively research and qualify potential partners that align with the company's strategic objectives.
• Recruit new OEMs and ISVs: Drive outreach and engagement to onboard Original Equipment Manufacturers (OEMs) and Independent Software Vendors (ISVs) into the alliance program.
• Take proactive measures to constantly improve the relationship with complex moderate risk Strategic Alliance Partners
• Be the single point of contact for our partners including on-boarding account management forecasting business reviews and Q&A
• Cultivate business relationships between the company and Independent Software Vendors that complement the company's software offerings
• Fully understand and articulate the variety of partner agreements offered by the company; work with company's legal team to modify and evolve agreements to accommodate business requirements of the company
• Assist ISVs in developing a business case to justify integration project and present findings to stakeholders at the company
• Participate and coordinate alliance demos to validate viability of working with ISV from both an architecture and cultural vantage point
• Develop alliance partner evaluation to determine appropriateness for transition to industry team or continue to manage from within alliances team
• Work with partners to develop strategic business plans that satisfy mutually agreed upon goals and objectives; communicate business plans to sales management and provide quarterly updates
• Identify and communicate new sales opportunities to sales management
• Identify coordinate and track leads through partners; collaborate with field sales team to identify appropriate solutions
• Provide support to existing partners via shared goals and joint activities
• Leverage knowledge and experience to promote company products as well as provide training to partners
• Work with the marketing team to implement marketing programs including enhanced partner website portal partner product certification partner training and collateral
• Share extensive experience and best practice knowledge; contribute to the overall growth and quality of the sales team
• Attend trade events with goal of generating sales opportunities expanding relationship with alliance partner and building influence base
• Develop Play Books for each partner and present to other team member for formal feedback and review
• Provide guidance and support to other team members

• Fluent in English
• Associate's Degree
• Experience in sales, business development, strategic alliances or product marketing
• Proven proficiency and understanding of the sales process, product capabilities/economics, operations and core marketing
• Experience starting, developing, and monetizing partner alliances
• Proven year-over-year revenue target achievement
• Experience selling to C-level executives and senior leadership teams
• Experience with web design
• Experience with Enterprise Content Management (ECM)
• Microsoft Windows, Office and Outlook proficient
• Demonstrated ability to establish rapport and gain the trust of others
• Strong at gaining consensus across multiple departments and leadership levels
• Strong oral and written communications skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact
• Highly organized and experienced at successfully multi-tasking
• Self-motivated with the ability to manage work to completion with minimal oversight
• Strong collaboration skills, applied successfully within team as well as with other areas
• Up to 50% travel time required
• Or an equivalent combination of education and experience sufficient to successfully perform the principal duties of the job