Director, Channels & Alliances TOA Technologies

Job Description
TOA Technologies is the leading global provider of Cloud-based mobile workforce management applications for large enterprises. Its patented platform improves customer service while dramatically reducing operational costs to provide immediate ROI through on-demand tools with real-time planning, routing, dispatching and tracking of workers in the field. As the industry's only solution using predictive, time-based analytics and performance pattern recognition, TOA gives its clients reduced customer wait times while increasing field workforce efficiency. Named a Visionary for three years running in Gartner's annual Magic Quadrant for Field Service Management, TOA Technologies is headquartered in the United States and has offices across Europe.

We are seeking a Director, Channels & Alliances to assist our newly hired VP of Business Development & Strategic Alliances with strategic selection and securing of partnerships for TOA Technologies.

Overview

The Director, Channels and Alliances will assist with identifying, evaluating, and integrating key reseller, consulting, technology, and supplier relationships into TOAs go to market strategy. This person must have channel management experience and the ability to build relationships with companies such as Accenture, IBM, HP, Dell, Xerox, SAP, Oracle CapGemini, Deloitte Consulting, etc.


Responsibilities

Identifying and evaluating companies for marketing agreements, re-seller relationships, and/or co-promotion relationships. These will focus on relationships with Accenture, CapGemini, Deloitte Consulting, IBM, HP, Dell, Xerox, SAP, Oracle etc.

Assessing the viability and potential profitability of all partnerships and alliances.

Researching the strengths and weaknesses of potential partners and market allies.

Assisting with preparing assessments and financial analyses of strategic partnership opportunities highlighting market position, profitability, business issues, and key success factors.

Executing contracts that define the parameters of partnerships and alliances, as well as direct the tactical execution of partnerships and alliances as defined by the contract.

Assisting with on-going strategic alliance activities with the largest and most business critical outside organizations.

Maintaining business relationships with executives of partnership and alliance companies.

Working with sales and marketing teams to effectively develop and manage business partner projects and programs.



Requirements

Education:

An undergraduate degree required, a masters degree in a related field or MBA would be beneficial.

Experience:

Minimum of 7-10 years of channel sales experience in a senior role, managing a specific channel sales or alliance book of business.

A successful track record of building relationships with third party providers, specifically in the IT consulting or systems integrator sector

A broad technology and software knowledge and experience with the Software as a Service model

Prior industry experience in the telecom or cable industry preferred; prior domain experience with workforce management, scheduling, CRM, billing, OSS, or BSS software a plus

Experience and success in entrepreneurial ventures and rapidly growing companies. This person must be a self starter and self motivated; driven to exceed established goals

Strong record of driving business results through effective sales strategy and execution of the channels plans. Proven ability to achieve results in a fast-paced, rush to market, dynamic, rapidly growing business

Demonstrate ability to effectively communicate the corporate strategy to the sales team and external partners

Excellent negotiation skills

Exceptional presentation skills

Competent with market research, analysis of competitive and industry data, and understands customer needs/forecasting trends

Leadership Characteristics:

Understanding the business knows the software industry and believes in the software-as-a-service model. Knows how strategic partnerships and alliances work for software companies and third party providers and has the technical and functional skills to build these types of strong relationships.

Subject matter expertise - understands software applications and has knowledge of workforce management, CRM, billing, OSS, BSS, and/or scheduling software applications.

Creating the new and different is able to work with other executives to launch this innovative and game changing software application. This person must have long term vision, be creative, and be passionate and enthusiastic about building a great company.

Being organizationally savvy maneuvers well to get things done; can roll up sleeves and dig in to make sales happen; is resourceful and knows where to go to get what he/she needs; politically aware and agile; knows what the right thing to do is; presents views and arguments well.

Communicating effectively writes and presents effectively; adjusts to fit the audience and the message; strongly gets a message across

Managing relationships works very well with and respects the other executives; has little ego in building this company; open to differences; effective up, down, sideways, inside, and outside; builds diverse networks; quick to find common ground; treats differences fairly and equitably; treats everyone as a preferred customer.

Travel requirements: 25 - 50

Location:	OH United States