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.

Requirements

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