Director of Alliances Steelwedge
THIS JOB HAS EXPIRED Chart a course for a fast-growth career at Steelwedge Software
Steelwedge is the leading Integrated Business Planning Company. Our cloud-based S&OP software solutions connect people, process and technology to power a single view of a company's business. This line of sight from demand to supply to finance allows executives to model "what if" scenarios to immediately see the financial impact of decisions.
In today's volatile global business climate, some of the world's largest companies trust Steelwedge to help them mitigate risk and rapidly adapt to global economic, political and environmental change. In fact, our ability to manage volatility is driving our growth, and in turn, our hiring. Steelwedge has doubled its global presence and its staff in the past year to meet powerful market demand. To set the stage for the next level of growth, we are looking for proven, passionate business professionals with track records of excellence to join our global team.
If you want to put your own fingerprints on the building of a fast-growth business, Steelwedge could be the place for you.
Steelwedge is headquartered in Pleasanton, CA and has offices in Japan, Canada, India, Netherlands and the United Kingdom. We offer a stimulating, highly collaborative work environment, competitive compensation and benefits packages.
Steelwedge is currently recruiting for the position of Director, Alliances
This position involves identifying, creating, managing and driving global business partner sales and relationships. As part of the global leadership team, you will be responsible for developing a global Alliances Strategy that determines the key partnerships required to support the company?s objectives and creates an internal program to implement this strategy working cross functionally with Sales, Professional Services, Product Management and the Executive Team.
This strategy is likely to include establishing executive level partnerships with relevant global system integrators such as Accenture, Deloitte, Price Waterhouse, and other key regional consulting partners, establishing strategic agreements to drive sales growth. In addition you will work with these strategic partners to drive value through successful implementations with existing clients.
Key Responsibilities and Tasks:
Develop and implement global Alliances strategy in line with exceeding the annual financial and operational objectives of Steelwedge?s Global Business Plan.
Analyze, search, identify, engage and build new Partners in terms of business and activities planning, sales capabilities, product knowledge and training and target setting.
Actively build lead generation activities with Partners to maximize market exposure and identify opportunities whilst ensuring continuous follow up and qualification of prospects/leads.
Continuously position and represent Steelwedge globally in front of Partner?s management to ensure that partner recognizes Steelwedge as their partner of choice.
Provide Management with early visibility on partner?s strategies, directions and pro-actively make appropriate strategic recommendations to further develop sales and account penetration.
Provide Steelwedge with guidance and knowledge of Partner?s organization and key players, focused service offerings, service sales strategies, critical needs and opportunities. Transfer ?Best Practices?.
Lead, coach and develop sales teams within Partners; help Partners drive sales campaigns by helping qualification of opportunities, providing reference stories, product and solution knowledge & collateral and facilitating pricing/quoting and approvals.
Drive pipeline and sales activities with Partners to close continuous, repeatable and predictable business through accurate forecasting in Salesforce.com quarter by quarter.
Achieve quarterly revenue targets set by sales management.
Engage with Sales Leaders in the territory and align the Partner Plan with the Sales Strategy and Activities of that territory.
Partner with Services management on the search and qualification of implementation partners to fill the roles for staff augmentation. Lead the search, qualification and certification of implementation partners (large and niche) for partial solution delivery and full solution delivery/support services as and when enabled by the product roadmap.
Develop, Enhance, Promote, and Measure Partner Enablement. Working with our Partners, implement on-boarding activities that involve the delivery of product training.
Negotiate, manage and review Contracts with the support of Steelwedge?s Legal department and ensure the fulfillment of Steelwedge?s and Partner?s contractual obligations.
Ensure accurate global business reporting and tracking through appropriate management scorecards and quarterly business reviews, financials, operational, relationship and business development indicators, in line with corporate guidelines.
Communicate the value and successes of the relationship to both organizations and to the market at large.
Education and job experience:
Experience with lead nurturing tools (e.g. Salesforce.com) and web analytics
Self-starter and proven marketing innovator
Business fluency in English essential
College degree is required; advanced degree preferred
Minimum of 5 years of alliance/partner management experience
Technology marketing experience with business application partners, resellers, OEMs, large consulting and/or global systems integration firms preferred
Track record of achieving results and is driven to achieve quality results by a set deadline;
Global mindset with interest in travel and working with other cultures
Ability to help define and articulate the strategic vision, and translate it into tactical implementable steps
Strong project leadership and management skills to lead organizational change and meet strategic / tactical goals
Organizational/political agility with the ability to drive large cross functional programs involving coordination with multiple stakeholders
Exceptional communication, presentation and influencing skills and positive professional attitude
Strong interest in understanding sophisticated technology and service offerings; Strong organizational and communication (both verbal and written) skills
Ability to travel up to 50% of time
||3875 Hopyard Road |
Pleasanton, CA 94588
THIS JOB HAS EXPIRED