As a Sr. Strategic Alliances Manager, you will be a key member of our Global Strategic Alliances team, responsible for growing and developing our top tier Global Systems Integrator partner ecosystem. You will help develop, manage, and drive revenue with our Strategic Alliance partners such as Capgemini, Accenture, Deloitte and PwC and other key partners with practices supporting Oracle, SAP, JDA, Manhattan Associates and other leading ERP providers.
The ideal candidate is experienced in technology, business, and operations, with a strong business development orientation and demonstrated experience in building relationships with large ISV partners and systems integrators, designing and executing win-win GTM initiatives and creating and executing business plans to hold all stakeholders accountable to deliver on revenue goals and objectives.
This is a fast-paced, high growth collaborative culture so you will need to be a self-starter with strong initiative and comfortable moving forward into sometimes ambiguous and undefined space.
RESPONSIBILITIES
Establish and maintain exceptional partner relationships with the necessary partner stakeholders for the purpose of designing and executing initiatives to develop, manage and drive revenue growth.
Collaborate with individuals and teams across the organization to assist in the successful execution of key initiatives with our partnerships, frequently leading or assisting sales teams in customer/prospect discussions with our strategic partners.
Prioritize key activities, investments, and metrics to allow senior management to assist in the growth and advancement of the business
Responsible for building & executing business plans for establishing key partnerships to support revenue growth objectives; negotiating corporate wide agreements with these strategic partners.
Responsible for maintaining a disciplined sales process through the use of tools such as salesforce.com and driving efficiencies and improvements for optimal results
EXPERIENCE AND SKILLS REQUIRED
10+ years of work experience in the high tech industry, ideally managing global alliances in a large, complex environment
Direct experience working for/with one or more of the Global Systems Integrators required (for example: Capgemini, Accenture, Deloitte and PwC)
Enterprise software or SaaS experience required
Retail, Consumer Packaged Goods, & Supply Chain industry knowledge highly desired
Demonstrated ability to negotiate and obtain agreement from multiple parties; earn trust while establishing go-to-market agreements; use good timing and carefully calculated strategies to control outcomes; communicate high value of services; identify hidden agendas that might interfere with resolution of terms with a proven track record of achieving revenue goals and growing partner satisfaction
Strong planning and prioritization skills a must - ability to prepare for emerging initiatives and growth opportunities; manage multiple initiatives; determine initiative urgency in a meaningful and practical way; use goals to guide actions and create detailed action plans; organize and schedule people and tasks
Demonstrated skill maintaining a disciplined sales process using such tools as salesforce.com and driving efficiencies and improvements for optimal results.
Ability to clearly express complex ideas and solutions both written and verbal to all audiences
US or international travel up to 30% of the time to support partner/client meetings, trade shows, industry conferences and training
MBA or advanced business or technical degree a plus
Position based in Minneapolis is preferred, not required
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