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Strategic Alliance Manager /

We are now looking a Strategic Alliance Manager to join our global Channel organization. 

The Strategic Alliance Manager is responsible for managing strategic M-Files partner relationships in the EMEA region that have the capacity to significantly scale indirect sales revenue. This individual works closely with multiple business units across different geographies in support of recruiting, enabling, and supporting Alliance Partners.

Reporting to the SVP of WW Channel Sales, the Alliance Manager works closely with internal stakeholders to ensure that appropriate objectives and priorities are enabled across the EMEA sales organization. To do this, the Manager will build and leverage partnerships across our business in product management, marketing, sales, and customer success.

Primary Responsibilities and Requirements: 

  • Develop new strategic Alliances and expand relationships with existing resellers and partners that have the capacity to drive substantial revenue growth via a resell model through large ecosystems.
  • Assist in developing Partner Program elements that are designed to successfully drive strategic Alliance Partners.
  • Develop an overall vision, go-to-market strategy, and execution plan with Alliance Partners.
  • Identify key areas of alignment focused on specific industries or target growth markets and solution offerings.
  • Develop partnership roadmaps to drive joint value proposition and innovation through the Alliance Partner ecosystem in identified key industries and segments.
  • Evangelize the M-Files story to key stakeholders at all levels of the Alliance Partner's organization.
  • Represent the voice of Alliance Partners within M-Files; act as a thought leader within M-Files on business and strategic issues related to Alliance Partners.
  • Establish Alliance Partner MBO-based scorecards and track key metrics.
  • Ensure successful execution of marketing, sales acceleration and incentive programs, with a focus on influencing and generating scalable revenue.
  • Ensure execution of joint marketing initiatives and field events.
  • Document and assimilate the technical requirements of each partner and work closely with internal product marketing and product management teams to steer product offerings that benefit Alliance Partners.
  • Manage complex major account specific discussions and serve as a liaison to M-Files senior leadership.
  • Work with the product management organization and marketing organizations to ensure that M-Files product offering and marketing supports Alliances' needs.
  • Facilitate and lead the onboarding process for Alliance Partners in co-operation with sales, training and consulting units.
  • Work closely with Global counterparts to maintain consistency in the Alliance Partner program development.

Requirements

  • A bachelor’s or master’s degree in business, education, or a related field.
  • Proven experience with partner recruitment and enablement, revenue generation through an indirect sales channel, and ongoing partner relationship management.
  • Solid experience on solution sales, sales training, or sales enablement with proven success in designing and implementing successful sales enablement programs.
  • Demonstrated experience driving innovation and process improvement that enables the business to achieve its objectives.
  • Proven ability to collaborate and influence across multiple organizations and within a team environment.
  • Strong project and time management skills, with an ability to set and maintain priorities to meet deadlines.
  • A motivated self-starter with a high energy level.
  • Ability to travel extensively, up to 50% of the time.

Deadline for applications: 3/31/2021

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