Council on Legal Education Opportunity (CLEO)

Account Manager

• Own and develop executive-level relationships with the corporate alliance, product management, and partner teams at target ERP publishers (Microsoft, SAP, NetSuite/Oracle, Acumatica, Sage) and leading TMS/WMS publishers.
• Develop and execute a rolling 12-month strategic alliance plan for each publisher, aligned with Cleo’s product roadmap and go-to-market priorities.
• Serve as Cleo’s primary liaison and advocate within publisher organizations, ensuring Cleo is positioned as a preferred or recommended integration partner.
• Build and maintain strong relationships with publisher field sales organizations to drive deal-level collaboration and referrals.
• Own and deliver against annual publisher-influenced ARR targets, with clear accountability for pipeline creation, deal progression, and revenue attribution.
• Architect and execute joint go-to-market motions including co-sell plays, joint solution positioning, co-branded campaigns, and publisher-sponsored events.
• Build data-driven business cases to justify investment in alliance programs, including trade-off analysis and ROI modeling for joint initiatives.
• Establish and track partner-influenced pipeline metrics, providing regular forecasting and performance reporting to Cleo leadership.
• Identify and activate publisher referral and lead-sharing programs to generate qualified pipeline for Cleo’s direct and channel sales teams.
• Drive Cleo’s ISV certification and technology validation efforts with each publisher, ensuring Cleo’s supply chain orchestration platform meets or exceeds publisher standards for endorsed or certified integrations.
• Own Cleo’s marketplace presence across publisher ecosystems (e.g., Microsoft AppSource, NetSuite SuiteApp, Acumatica Marketplace, SAP Store, Sage Marketplace), ensuring listings are current, optimized, and generating inbound interest.
• Collaborate with Product and Engineering to align Cleo’s integration capabilities with publisher roadmaps, ensuring timely support for new ERP/TMS/WMS releases and features.
• Coordinate joint product development plans with publishers to keep Cleo’s solutions aligned with publisher innovations and evolving customer requirements.
• Partner closely with Cleo’s Channel Director to ensure strategic alliances feed and reinforce the VAR/reseller channel strategy—creating a multiplier effect across the partner ecosystem.
• Work with Marketing to develop co-branded content, case studies, joint webinars, and thought leadership that elevates Cleo’s visibility within publisher ecosystems.
• Provide market intelligence and publisher feedback to Product, Engineering, and executive leadership to inform competitive positioning, product investment, and go-to-market strategy.
• Represent Cleo at publisher conferences, advisory councils, partner summits, and industry events as a senior spokesperson for Cleo’s alliance strategy.

Director – Ecosystem Partnerships

Growth Marketing

• Own the full end‑to‑end expansion campaign framework for selling Cloud add‑on products and modules to existing CIC Cloud customers.
• Translate company growth priorities and product add‑ons into clear, repeatable campaign plans.
• Lead cross‑functional contributors across Product, Product Marketing, Sales, Solutions, Customer Success, and Marketing.
• Define campaign objectives, success metrics, timelines, and key dependencies.
• Identify and communicate hurdles impacting progress, and act as the single point of accountability for campaign execution and outcomes.
• Partner with cross‑functional teams to identify high‑propensity customer segments for Cloud Add‑on campaigns.
• Define expansion triggers such as usage patterns, maturity, integration needs, compliance requirements, or supply‑chain complexity.
• Build persona‑specific value propositions for IT, supply chain, and operations leaders.
• Ensure campaigns are anchored in real customer pain points and buying moments — not theoretical use cases.
• Collaborate with Product Marketing to develop campaign messaging, narratives, and proof points.
• Work with Marketing to align positioning across email, in‑app assets, website content, webinars, demo videos, and supporting materials.
• Partner with Sales Enablement and Solutions to deliver demos, solution walkthroughs, and technical validation assets.
• Equip Sales and CSMs with the right talk tracks, decks, FAQs, and resources.
• Serve as the orchestrator across teams, ensuring alignment, accountability, and timely execution.
• Lead weekly execution meetings, standups, and retrospectives.
• Manage timelines, risks, and dependencies across marketing motions, sales motions, CS outreach, and product/solutions participation.
• Proactively remove blockers and escalate to executive leadership when needed.
• Coordinate multi‑channel promotion plans with Marketing, including lifecycle/email, in‑app messaging, sales‑led outreach, and webinar/event promotion.
• Ensure campaigns are cohesive and consistent across all customer touchpoints.
• Partner with the CMO and CRO to define KPIs and campaign targets.
• Track leading and lagging campaign metrics, including engaged accounts, qualified opportunities, pipeline creation, campaign conversion, and ACV bookings.
• Collaborate with Marketing Ops and Revenue leaders to build dashboards and analyze performance.
• Use data to continually refine targeting, messaging, and campaign structure — creating a closed feedback loop with all stakeholders.

Director of Customer Growth – Integrated Campaigns

Customer Success Manager

• Uphold Cleo’s Customer Success strategy and processes, ensuring that 100% of interactions are accurately recorded and follow-ups are scheduled.
• Oversee the customer lifecycle, from launch to renewal, to ensure a seamless and optimal customer journey.
• Manage a customer base of 30+ customers, including regular 1-on-1s with key stakeholders and quarterly Executive Business Reviews.
• Develop broad and deep customer relationships, promoting strong customer loyalty & highly referenceable customers.
• Understand our customers’ organizational structure and develop relationships with key business stakeholders.
• Understand our customers’ business and link customer goals to compelling solutions to be delivered.
• Proactively assist in problem resolution, both internally and externally.
• Maintain accurate records, including detailed documentation of customer service actions and discussions.
• Escalate issues appropriately to Services, Support, Product, etc.
• Develop compelling recommendations with strong close rates for add-on business.
• Invest in developing both yourself and others, and contribute to organizational efforts as required.

Account Executive

• Educate and advise clients to build strong and trustworthy relationships with Cleo customers
• Executing a successful sales process from lead to appointment to close
• Obtain feedback from clients and adjust messaging to improve downstream execution
• Meet clients to discuss their needs and complete the execution of the sale
• Working with SDRs and Account Managers to devise a program that meets the client's needs and budget
• Negotiating with clients, solving any problems, and making sure deadlines are met
• Checking and reporting on their Cleo program progress

Director – Ecosystem Partnerships

Director of Customer Growth – Integrated Campaigns

Customer Success Manager

Account Executive, New Business