Sales and Alliances Manager PivotLink
We are looking for an experienced sales and alliances manager to help us establish and manage strategic partnerships critical to our growth objectives and competitive positioning in the market. PivotLink is the leading provider of on-demand marketing intelligence applications for the Retail industry. The ideal candidate will have proven success selling directly to target customers and in creating and managing strategic partnerships for companies at our stage with priority given to candidates having prior experience in business intelligence and/or the Retail software industry. We value hard-working, market-savvy, and technically-adept people, who are looking to make a difference. The position reports directly to the Chief Executive Officer.
Understand our customers? needs, our offerings to address those needs, and our go-to-market strategy.
Be able to sell directly to target customers in order to be able to show partners how to do it.
Assess and enhance our alliances strategy to insure that we have just the right mix of partners to help us fully satisfy our customers? needs and achieve our high growth objectives.
Manage and maintain our existing strategic partner relationships, and identify, prioritize, and engage new partners according to our company strategy.
Identify and cultivate champions and effectively manage the political landscape of potential supporters within each target partner.
Develop compelling business cases for each target partner in order to justify the investment required to insure mutual long-term success.
Work with our respective marketing organizations to develop clear, concise joint value propositions between our mutual offerings.
Work with our respective product organizations to deliver on joint value propositions.
Work with our respective field teams to create customer references showcasing our joint value propositions.
Scale each of the target go-forward strategic partnerships across marketing, products, and the field so that we can achieve the goals outlined in the partner business case.
Hold strategic partner report card sessions regularly ? both internally and externally ? at each appropriate level of management in order to track progress against our goals.
Represent PivotLink at partner events (eg, user groups, sales kickoffs) and generally evangelize the company within the industry.
Minimum Job Qualifications:
3-5 years of experience in sales and/or business development roles directly selling to target customers and/or establishing and managing strategic alliance relationships.
Track record of achieving strategic company objectives through sales and alliance relationships.
Experience managing and closing direct customer deals as well as complex, consultative strategic alliance relationships.
Able to deliver multiple in-person and web meetings with qualified decision makers per week.
Excellent telephone and in-person presentation skills
Self-motivated and responsible individual who will represent the company with the highest levels of professionalism.
Outstanding written and verbal communication skills.
Solid computer skills including proficiency in Microsoft Word, Excel, PowerPoint, and Salesforce.com.
Able to handle multiple priorities and manage time effectively.
Ability to work well within a team environment as well as individually.
Able to reach out and build relationships with personnel across our offices.
Bachelor's degree (or higher) in business or a related field required.
Some travel may be required.
Desired Job Qualifications:
Experience in the Retail sector (highly desired).
Experience in business intelligence and/or related sector (highly desired).
Experience creating strategic alliances around a SaaS solution (highly desired).
Previous experience in related function such as sales, marketing, product management, solutions consulting.
Previous sales methodology training, CRM experience, and strong partner references preferred.
Results driven, ambitious individual.
Technical undergraduate degree along with masters degree in business administration a plus.
Very comfortable operating in a fast-paced environment.
||San Francisco, CA |