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Director of Alliances and Channels

Reston
US

Director, North America Alliances & Channels

Location: Remote, United States

 

About the job:

This position is responsible for developing, implementing and executing a North American partner strategy across Regional Services partners, Value-Added Resellers, Global System Integrators and Cloud Providers. The North American Channels and Alliances leader provides leadership and direction for current and new partners to ensure they meet business objectives and engages cross line of business to support integrated partner processes to build and drive growth through and with partners in the region. This is a builder role with a team of Partner Managers covering the U.S. and Canada

As our Alliances and Channels leader, you will strategically plan and work with the Sales team to deliver a cross-functional GTM channel strategy to engage our current and potential partners to accelerate revenue across North America.

 

We are looking for an individual with a successful track record of building and managing regional and global partners. In addition to recruiting and enabling partners, you will be responsible for managing a team driving marketing activities with your partners to increase brand awareness and product adoption.

 

Working in a matrix organization, you will work closely with the Americas Sales President and Senior Vice President of Global Alliance and Channels. You will have a unique opportunity to work for a disruptive hypergrowth global tech company and lead the development of a new set of ecosystem alliances.

 

  • Builders wanted! A leader who can build a sustainable partner eco-system and understands the blueprint to do so
  • Driving consistent and predictable channel bookings and partner sourced (incremental) deals through joint business planning and ongoing channel enablement
  • Leading your Partner Managers to: Identifying, recruiting, enabling and managing partners (Global SIs, Regional SIs, VARs, Referral Partners, etc) to support business goals and to execute channel sales strategies.
  • Management of a group of Partner Account Managers working closely with GTM teams on development, tracking, and reporting goals and objectives, forecasts, key metrics and definitions of success for each partner account
  • Building and driving overall channel account strategy and development of a SAG competency across priority channel partners
  • Embodies operational excellence driving the services P&L, key KPIs and commercial contracts
  • Proven ability to gain trust across internal functional leaders leaders
  • Demonstrable track record of successful bookings and of driving complex solution sales cycles from start to finish
  • Building relationships across a growing number of Partner Account Managers and Sales team members to drive SAG value prop, GTM activities and sell-through opportunities
  • Supporting regional partner events like partner roadshows (Digital Transformation), Meetups, partner summits etc. along with marketing
  • Managing partnership and sales engagement to over-achievement of partner sales targets. Working with your Partner Account Managers to engage in proactive sales opportunity generation, pipeline management and deal closure
  • Developing a business plan and overall strategy with each partner. The plan should be based on a deep understanding of the partners’ geographical and vertical focus, their products, strategies and customers. Driving monthly, quarterly, and annual progress against strategic goals within the plan

 

About you:

  • 10+ years of industry experience within partnership and/or alliances, ideally in the Software Industry
  • Excellent communication and strategy skills; able to design and present business plans, track and articulate program progress, design and document program guidelines for distribution throughout the organization (all levels) and for external use.
  • Ability to travel as needed and when it is safe.
  • Previously demonstrated the ability to achieve quarterly business metrics for channels. Including: Net New Opportunities (Deal Registration), Overall bookings thorough partners, Recruited Partners, # Training and other KPI’s
  • Well-developed business acumen and understanding of business strategy 
  • Excellent conflict management skills, with the ability to be fair & firm
  • Knowledge of the software industry within Infrastructure or Analytics (desired) 
  • Detailed experience with Microsoft applications such as Outlook, PowerPoint, Word and Excel 
  • Clear, concise, and effective communicator - highly developed, clear concise and compelling communication skills. Persuasive pitch & presentation skills
  • Experience in two-tiered channel resale models 

 

 

About Us:

Culture  
We have an open-minded culture and many exciting projects where you have the freedom to “be your best you”. You’ll have opportunities for international collaboration on top of a comprehensive training and development program that encourages professional growth. We are in an innovative market and offer future-proof products. Most importantly, an overall a pleasant team-oriented working atmosphere. 

  
This is a fast-paced environment - we are looking for smart, high energy candidates who are driven to make a big impact and who want to work alongside a growing team. We collaborate often so you must be team player! The perfect candidate will thrive on the prospect of taking on new challenges and helping Software AG increase its leadership in the digital transformation marketplace!  

  
What to Expect  

  • The employees are smart, friendly and welcoming  
  • Health Insurance starts your first day on the job  
  • 6 weeks of PTO – 3 weeks of vacation and 3 weeks of sick leave 
  • 14 paid holidays (including a floating holiday and a community service day)  
  • 401(k) Plan with up to 5% employer match 
  • Parental Leave  
  • Corporate discount purchase programs 
  • Group legal plans 
  • Pet Insurance 
  • And MANY more 

 

  

Software AG is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration without regard to race, age, religion, color, marital status, national origin, gender, gender identity or expression, sexual orientation, disability, or veteran status.  
 
Click on the link to view the full EEO statement  

http://www.softwareag.com/corporate/images/EEO_Statement_tcm16-130491.pdf

 

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Nearest Major Market: Washington DC

Job Segment: Manager, Cloud, Management, Technology