EMEA Partner Manager
AppZen
London
6d ago

AppZen delivers the world’s leading AI platform for modern finance teams. Starting with business spend, we automate manual process, uncover problems, and optimize decision making for enterprises around the globe, including one-fourth of the Fortune 500.

Our platform combines patented deep learning, computer vision, and semantic analysis with intelligence from thousands of online data sources to understand financial transactions in business context and make decisions before those transactions happen.

AppZen is a must have for CFOs and their teams to reduce spend, achieve compliance, and streamline process.We’ve taken off this year! Since we released our platform in 2016, over 1,800 enterprises have standardized on AppZen, including three of the top ten banks, four of the top ten media companies, three of the top ten pharmaceutical manufacturers, two of the top five aerospace companies, and five of the top ten software providers.

We were a Gartner Cool Vendor last year, have been recognized as one of the fastest-growing technology companies in the market, and we just announced .

We are looking for a dynamic, sell starter Channels & Alliances leader to drive AppZen’s enablement, operations and revenue growth with system integrator, reseller, technology, and consulting partners across Europe, MiddleEast, and Africa (EMEA).

  • The senior manager of Channels & Alliances will manage and execute all aspects of the strategic partner sales strategy and development lifecycle;
  • partner recruitment and onboarding, strategy development, partner launches, ongoing field enablement and operations, and closing partner sales opportunities.

    Responsibilities :

  • Reports to head of global alliances and partnerships
  • Focus on developing new and existing strategic partners, and channels for 2020
  • Recruit new potential SI / ISV / Tech partners and resellers as needed
  • Develop and execute business plans with all sales partners. Publish and share progress against plans with management weekly, monthly and quarterly with QBRs
  • Oversee development of partner sales, net new customer acquisition, partner enablement, and engagement plans and processes to achieve specific business objectives
  • Interact with EMEA account executives to align on sales initiatives
  • Report weekly, monthly and quarterly; on all Lead development of co / joint sales / marketing programs, events, and partner collateral
  • Educate internal and partner sales teams on how to effectively communicate the offering, how to engage and sell together, the value delivered, and revenue goals by quarter
  • Develop metrics for tracking, and reporting, the new client / revenue performance for the partner relationships
  • Lead from the front and engage with partners frequently to manage / grow the collective base of customers / revenue
  • Engage as needed with internal Sales, product management, CSM and other functions to ensure the needs of customers sourced through partners are met and build a specific plan for each partner
  • Measure, monitor and effectively report on partner activity to management, highlighting key activity and results weekly / monthly / quarterly as needed
  • Must-Have :

  • Exceptional partner sales, written, and oral communication skills; must be persuasive and excel at presenting
  • Travel is critical (up to 30%+ of time) along with strong business analytical skills
  • Strong sales management and partner operational skills
  • Experience negotiating business terms and legal agreements with partners
  • Technical background to understand and navigate API integrations between strategic partnerships
  • Proven ability to prioritize and develop strategic plans successfully
  • Proven ability to effectively coordinate and work across functional teams both internally and with partners, both in-person and virtually
  • Ability to achieve sales objectives and influence others and leverage for success
  • Demonstrated ability to work well under pressure, thrive in a fast-paced environment and manage multiple projects simultaneously
  • Ability to cultivate business relationships through networking
  • 7+ years of experience in sales, channel / alliances, with clear records of success and progression of responsibility
  • Experience recruiting, developing and managing strategic partners and channels
  • B.S. degree or higher
  • Experience with Finance software highly desirable
  • Diverse background managing channels teams with hands-on experience with fast-paced problem solving
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