Alliance Manager
Hyland
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇵🇹 Portugal
Visit company websiteJob Level
Mid-LevelSenior
About the role
- 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 members for formal feedback and review.
- Provide guidance and support to other team members.
Requirements
- 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
Benefits
- Health insurance
- Retirement plans
- Paid time off
- Flexible work arrangements
- Professional development
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
salesbusiness developmentstrategic alliancesproduct marketingpartner alliancesweb designEnterprise Content ManagementMicrosoft WindowsMicrosoft OfficeMicrosoft Outlook
Soft skills
communicationrapport buildingconsensus buildingorganizational skillsmulti-taskingself-motivationcollaborationprofessional demeanordiscretiontact
Certifications
Associate's Degree