Alliance Manager
PT
Hyland Software
Req #: 13046
Type: Regular Full Time
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Overview: The Alliance Manager is responsible for managing and expanding a formal Alliance success program for the Company that meets/exceeds assigned sales development target for alliance generated business. Responsibilities: * Identify new partner prospects: Actively research and qualify potential partners that align with the company's strategic objectives. * Recruit new OEMs and ISVs: Drive outreach and engagement to onboard Original Equipment Manufacturers (OEMs) and Independent Software Vendors (ISVs) into the alliance program. * Take proactive measures to constantly improve the relationship with complex moderate risk Strategic Alliance Partners * Be the single point of contact for our partners including on-boarding account management forecasting business reviews and Q&A * Cultivate business relationships between the company and Independent Software Vendors that complement the company's software offerings * Fully understand and articulate the variety of partner agreements offered by the company; work with company's legal team to modify and evolve agreements to accommodate business requirements of the company * Assist ISVs in developing a business case to justify integration project and present findings to stakeholders at the company * Participate and coordinate alliance demos to validate viability of working with ISV from both an architecture and cultural vantage point * Develop alliance partner evaluation to determine appropriateness for transition to industry team or continue to manage from within alliances team * Work with partners to develop strategic business plans that satisfy mutually agreed upon goals and objectives; communicate business plans to sales management and provide quarterly updates * Identify and communicate new sales opportunities to sales management * Identify coordinate and track leads through partners; collaborate with field sales team to identify appropriate solutions * Provide support to existing partners via shared goals and joint activities * Leverage knowledge and experience to promote company products as well as provide training to partners * Work with the marketing team to implement marketing programs including enhanced partner website portal partner product certification partner training and collateral * Share extensive experience and best practice knowledge; contribute to the overall growth and quality of the sales team * Attend trade events with goal of generating sales opportunities expanding relationship with alliance partner and building influence base * Develop Play Books for each partner and present to other team member for formal feedback and review * Provide guidance and support to other team members Qualifications: * Fluent in English * Associate's Degree * Experience in sales, business development, strategic alliances or product marketing * Proven proficiency and understanding of the sales process, product capabilities/economics, operations and core marketing * Experience starting, developing, and monetizing partner alliances * Proven year-over-year revenue target achievement * Experience selling to C-level executives and senior leadership teams * Experience with web design * Experience with Enterprise Content Management (ECM) * Microsoft Windows, Office and Outlook proficient * Demonstrated ability to establish rapport and gain the trust of others * Strong at gaining consensus across multiple departments and leadership levels * Strong oral and written communications skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact * Highly organized and experienced at successfully multi-tasking * Self-motivated with the ability to manage work to completion with minimal oversight * Strong collaboration skills, applied successfully within team as well as with other areas * Up to 50% travel time required * Or an equivalent combination of education and experience sufficient to successfully perform the principal duties of the job
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