Share this Job

SVP, Global Alliances and Channels

Santa Clara
US

ABOUT THE JOB

Software AG is seeking a Global Leader for our Alliance and Channels(A&C) team. In this role, you will be responsible for the leadership and development of the global A&C business. This team’s mandate is to deliver incremental bookings as well as influence key decisions leading to bookings in customer and prospect accounts. The leader is also responsible for leading the recruitment, retention, and management of key strategic partners. Your team will deliver key strategic relationships, build qualified pipeline via partners and secure bookings and net new customer growth. 

Our mission is to make our customer’s digital transformation journey easier and faster. We do this by connecting the world’s applications, data and devices without compromising existing investments. We deliver technology that works openly with the industry’s best solution providers software that works everywhere and with everything. We enable our customers to get maximum value from data, to make better decisions and to respond faster to shifting regulations, priorities and opportunities. 

The Global Channels & Alliances business is a major focus area for Software AG’s “Helix” strategy refresh program. The role of the Alliance & Channels team is front and center when it comes to the focus of Helix in delivering sustainable profitable growth with a goal of 20-30%% bookings business via partners by the end of 2023. 

What you will do:

You will lead the organization to:

  • Build a strategy and lead a team that delivers an outcome of becoming the solution of choice within our existing Partners across the Software AG portfolio.
  • Collaborate with executive management, global and regional sales leaders, channel management, global and regional service and support leaders, product and R&D management as necessary to execute the Global Partner strategy and programs to drive incremental business
  • Drive Partner Influenced Revenue to our field sales, achieving bookings, revenue and customer targets via solid partnerships and GTM plans across all regions
  • Drive Partner Bookings/Revenue (co-sell, lead generation and resell)
  • Enable the partners to promote and deliver Software AG based solutions
  • Analyze Channel ecosystem in terms of current business obstacles, identifying opportunities and scoping potential opportunities
  • Identify opportunities to partner to deliver value to clients and mutual success both in existing and potential new partner relationships
  • Establish credible relationships with senior executives within our channel partners
  • Maintain an accurate business forecast, and a granular understanding our customer's requirements, trends, risks and opportunities
  • Jointly develop new, differentiated value propositions and solutions to drive incremental revenues for Software AG and our partners
  • Co-operating and collaborating with regional colleagues
  • Work closely with other leaders across Software AG to establish strong and complimentary network and connectedness within our different GTM channels
  • Extensive experience working with partners, channels, and integrators to build strategic programs that drive awareness, demand and sales – minimum 5 yrs
  • Primary experience in technology selling – database, integration, middle-ware, analytics, etc.
  • Significant A&C experience in selling software, services and technology to partners/alliances and influencing boards and proven knowledge of structures and key industry players.
  • Proven track record of building and leading results-driven sales teams
  • Proven track record to lead multiple selling strategies and GTM approaches
  • Proven history of consistently meeting and exceeding sales targets
  • Strong Enterprise Level relationship management skills
  • Strong influencing, negotiating and communication skills particularly at CXO level
  • Relevant technical experience (consulting, alliances, sales, Integration etc) within IT & Software industry
  • Extensive understanding and experience using sales process – ie. MEDDIC, Challenger, etc.
  • Functional knowledge of related Integration technologies

ABOUT YOU

Attributes:

  • Strong leadership capabilities, collaboration and partnering skills; you lead by example
  • Adeptly set priorities and timelines, including the ability to direct others to a desired outcome
  • Ability to thrive in a fast paced, agile environment with a sense of urgency and attention to detail
  • Drive ownership, accountability and responsibility for deliverables and continuously striving for improvement in themselves and their team
  • Innovative, curious, and growth minded
  • High degree of professionalism, with a confident, assertive style
  • A proven track record leading, succeeding and motivating one's self and a wider team
  • Compelling presenter, influencer 
  • Global leader, curious traveler with ability to travel as required and work flexible hours in line with the needs of an international company

Strengths

The strengths you will bring to this role are:

  • Entrepreneur:
    • Drive; you are very self-motivated, pushing yourself hard to achieve what you want out of work & life.
    • Innovation; You approach things in ingenious ways, coming up with new and different approaches.
    • Self-belief; you are confident in your own abilities, knowing that you can achieve your goals.
    • Work Ethic; you are very hard-working, putting a lot of effort into everything you do.
  • Hunter:
    • Competitive; you are constantly competing to win, wanting to perform better and be the best you can be.
    • Persistence; you achieve success by keeping going, particularly when things are difficult.
    • Resilience; you take hardships in your stride, recovering quickly and getting on with things.
  • Influence:
    • Catalyst; you love to motivate and inspire others to make things happen.
    • Persuasion; you enjoy bringing others round to your way of thinking and winning their agreement.
    • Rapport builder; you establish rapport and relationships with others quickly and easily
  • Executive Presence:
    • Centred; you have an inner composure and self-assurance, whatever the situation.
    • Judgement; you enjoy making decisions and are able to make the right decision quickly and easily.
    • Personal responsibility; you take ownership of your decisions and hold yourself accountable.
    • Time Optimizer; you prioritize your tasks, in order to get the most out of whatever time you have available
  • Story Teller and Listener:
    • Explainer; you are able to simplify things so that others can understand.
    • Listener; you are able to listen intently to and focus on what other people say.
    • Narrator; you love to tell stories and understand the power of these stories to convey insights.

WHAT YOU CAN EXPECT

  • The employees are smart, friendly and welcoming
  • Health Insurance starts your first day on the job
  • Three weeks paid vacation & three weeks paid sick leave
  • 10 paid holidays (including a floating holiday and a community service day)
  • 401(k) Plan with up to 5% employer match

 

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

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 


Nearest Major Market: San Jose
Nearest Secondary Market: Palo Alto

Job Segment: Consulting, Field Sales, Database, Relationship Manager, Pre-Sales, Technology, Sales, Customer Service