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.
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.
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.