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Global Industry Solutions Manager - Corporate Services / United States

The Global Corporate Services Industry Solutions Manager will leverage domain expertise related to tax, accounting, audit, consulting and legal industries and experience selling and/or implementing information management solutions to craft and manage an impactful industry go-to-market strategy, engage with customers and partners, and enable our marketing and field selling organizations to grow M-Files global business serving corporate services market segments. This role requires an entrepreneurial self-starter that is willing to roll-up their sleeves, design an industry go-to-market strategy from the ground up, coordinate actions across all functions, and act as spokesperson/evangelist for M-Files value proposition to global services organizations.

Primary Duties:

Build the Plan - Own the Plan - Drive the Plan

  • Own both the go-to-market strategy and execution of the go-to-market strategy focused upon the corporate services sector.
  • Establish credibility and internal leadership that results from a deep personal knowledge about the ways that content services software and information management software in general can deliver value to services companies, and from developing a deep understanding of how existing M-Files customers in the services industry get value from M-Files. Leverage that knowledge/credibility to lead and partner with a cross-functional (virtual/dotted line) go-to-market team of M-Files personnel from within our marketing, sales, product management, business development, and customer success teams.
  • Develop key performance indicators (KPIs) to track the success of the go-to-market plan, inspire performance, and maintain an operational cadence with the go to market team to regularly review actual performance vs. the KPIs.

Establish and Communicate the Vision

  • Provide insight and thought-leadership to executive management, sales, business development, marketing, and customer success teams in order to present a compelling vision to the public that explains how M-Files is changing how services companies manage information.
  • Deliver compelling presentations demonstrating industry expertise and M-Files' product differentiation at key industry events, conferences, forums, analysts, and media briefings, and at critical customer meetings.
  • Increase awareness of M-Files' leadership in the corporate services sector through thought leadership: white papers, blogs, speaking events, and other communications, and inform and develop strong alignment with M-Files analyst/public relations team.

Energize Marketing and New Business Development

  • Craft strategies with the marketing and field organizations to increase the sales pipeline for new business within corporate services.
  • Drive programs and regularly track business metrics by activity, such as marketing qualified leads, sales ready leads, sales pipeline, and closed deals.

Partner with Engineering to Define Solution Requirements

  • Identify and maintain a prioritized list of core product requirements and provide regular feedback about those requirements with internal justification to the M-Files product management organization.
  • Work with the product marketing team to establish and grow relationships with go to market partners who add solution value to the M-Files offering.

Partner with M-Files Global Channel Team to Recruit and On-Board Go-To-Market Partners

  • Work with M-Files global channel organization to help target and recruit prospective partners that can effectively deliver and implement M-Files solutions in the corporate services sector.

Catalyze Reference Selling & Drive Sales Enablement

  • Work with Product Marketing to develop and manage a portfolio of Industry use cases for the services industry that illustrates specific business challenges and how they can be solved by M-Files.
  • Work with our sales enablement team to deliver training content to our sales teams.

Minimum Requirements:

  • Bachelor's degree, MBA preferred.
  • 5-years of experience implementing information management solutions within tax/audit, consulting, and/or legal markets.
  • 5-years of experience in sales, marketing, or services within a software business selling information management solutions to the services industry, or in a management consulting organization servicing accounting, tax/audit, consulting or legal businesses.
  • General understanding and experience related to content management use cases, such as billing, accounts receivable, client management, project and resource management, documentation related to audit/tax, security assessments, etc.
  • Strong executive presence and communication skills, with an ability to engage, advise and inspire senior executives, and the ability to command a room as an expert speaker in your field
  • Willingness to travel globally up to 40%
  • Ability to lead and coordinate cross-functional teams
  • Outstanding problem-solving skills
  • High level of energy, personal drive, and positivity
  • Excellent verbal and written communication skills

Preferred Qualifications:

  • Prior experience with content services platforms or ECM software (e.g. M-Files, OpenText, Hyland OnBase, Documentum, or Laserfiche)
  • Experience working with or delivering software integrations with back-office systems (service management, billing, AR/AP, CRM, etc.)
  • Operational experience within one or more of accounting, tax/audit, legal, or consulting

Preferred Locations US (Dallas or Austin) Reading U.K. offices, or remotely for the right individual within the U.S. or United Kingdom.

 

 

Deadline for applications: The recruitment expires when the position is filled.

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