Key Roles and Responsibilities:
Works under guidance to develop an alliance strategy, plan, and metrics for assigned accounts.
Receives detailed instructions to regularly review and adjust strategy and plan based on shifts in technology and market trends.
Ensure partners are able to deliver successful implementations resulting in shared customer success.
Assists with identifying appropriate contacts and target businesses/organisations, cultivate interest, nurture leads.
Develop the ability to provide leadership, develop trust, negotiate objectives, and work directly with a broad group of senior executives across industry verticals.
Provides assistance with the launch of partnerships, creation of alliance marketing plans, train sales teams, and develop initiatives to strengthen alliance results.
Assists with ensuring commitment from partners for pipeline generation and revenue goals.
Hold quarterly business roadmap sessions with partners, aligning on strategies for mutual growth.
Supports pipeline management and accurate sales forecasting.
Ensures the partner is able to successfully execute on behalf of mutual customers.
Align the partners’ go-to-market strategy, promoting the partner’s capabilities to the broader organisation.
Work closely and collaboratively with the partner enablement team and others to ensure delivery of clear and coordinated enablement across the partner lifecycle.
Knowledge, Skills And Attributes
Interpersonal, communication, and organisational skills
Analytical skills and display good business acumen
Relationship building skills with the ability to engage with a variety of internal and external stakeholders
Team players and maintain the integrity and display good attention to detail
Analytic and negotiation skills
Great presentation, verbal, and writing skills; ability to communicate complex ideas effectively across a wide range of audience levels and functions
Organizational skills
Demonstrable network of industry contacts
Able to focus and execute in a changing environment
Ability to make things happen
Demonstrated analytical, organisational, and project management skills, using relevant information to make timely and critical decisions that affect cross-functional teams
Academic Qualifications And Certifications
Relevant Bachelor’s degree (e.g. Business, Commerce)
Required Experience
Basic business development experience, preferably in IT services environment
Basic experience in channel sales or channel management role
Basic experience establishing and managing alliance programs that produce revenue
Proven history of working independently and with cross-functional sales, marketing, and product management teams to achieve alliance objectives
Basic experience leveraging those contacts to build mutually beneficial partnerships to drive revenue
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