Aliances Manager
Fonteva
London, UK
7d ago

The EMEA Alliances Manager drives the rapid acceleration of our EMEA partner organization, and provides leadership for a collaborative, high-

performing alliances and partner sales organization, while pairing business and revenue objectives with appropriate growth initiatives.

Reporting to the Director of Global Alliances, he / she works jointly with the Director and VP International to develop and implement partner programs, sales processes, go-

to-market strategies, and business development initiatives that generate incremental revenue that the company’s organic capability is unable to capture within the assigned region(s).

Specifically, he / she identifies and develops partnerships and alliances (with the majority via Salesforce.com) which are optimized for exceptional revenue growth across all of Fonteva’s products and services.

RESPONSBILITIES :

  • Expand and deepen Company’s relationships within Salesforce and the Salesforce ecosystem
  • Lead the effective collaboration of deal level tactics between sales and partners at both new and existing customers to drive new logos & influence revenue
  • Build and drive joint strategy and business plans for top partners by segment and geography that includes compelling JOINT value propositions, clearly defined go-
  • to-market initiatives with key sponsors, milestone and progress tracking metrics.

  • Oversee partner enablement to ensure partners are properly trained and motivated to sell and deliver Fonteva product and service offerings.
  • Ensure standards for partner delivery excellence and customer satisfaction are maintained or exceeded.

  • Work with marketing to recommend and help produce or regionalise requisite and up-to-date assets that support overall alliance plans and objectives.
  • Participate directly in the sales cycle for key must win’ opportunities and facilitate co-sell opportunities.
  • Other duties as business needs arise and require, as agreed with Supervisor.
  • REQUIREMENTS :

  • Bachelor's degree in Business, Marketing, Computer Science or related field, or equivalent work experience;
  • 5+ years’ prior global alliances experience in Enterprise Software (including Enterprise SaaS) driving partner revenue and growth with key Systems Integrators and Business partners through an enterprise sales force
  • Deep understanding of the Salesforce.com ecosystem and products is required. Prior experience at Salesforce.com is preferred
  • Ability to articulate a clear vision of the future state, outline the steps required to get there, and secure the commitment of management to meet objectives (revenue, demand generation, and enablement)
  • Strong capabilities in building and execution of channel strategies by segment and geography, creating and presenting sales plans, setting milestones, measuring performance and being accountable for results to executive management
  • Experience in business planning and securing field sales, channel sales, and partner sales leadership commitment to the plan
  • Demonstrated ability to grow and close large global accounts through partners, selling a combination of products and services
  • Ability to get things done, build consensus, resolve conflict, and solve tough business problems, working in concert with others
  • Diligent at measuring and communicating progress towards the plan, identifying roadblocks and recommending appropriate resolutions
  • Outstanding track record of consistently meeting / exceeding revenue and corporate objectives
  • Collaborative, self-directed leader with the ability to effectively build relationships and obtain results in an organization that he / she does not control
  • Highly professional persona and polished demeanor. Exceptional communications, and interpersonal skills with a mature executive presence.
  • Excellent written and verbal communication skills; adept at presentation to customers and senior management
  • Strong logical, analytical, and technical skills
  • Detailed, organized and results-oriented
  • Ability to work effectively under pressure and in a fast-paced, dynamic, team-oriented environment
  • Demonstrated interest in non-profits and associations a plus
  • Road-warrior; able to travel as required by business needs.
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