Alliances Manager

The Alliances Manager is responsible for integrating a global telephone platform into Salesforce's suite of products and services, they identify and cultivate opportunities through designated partners. Collaborating with account executives and sales engineers, they navigate partner-driven opportunities to completion, while also managing existing partnerships and seeking out new ones. Additionally, they coordinate marketing events and facilitate collaboration between partner technical resources and internal teams to ensure the successful execution of business plans.

• Prospecting & Follow-Up:
  Partner prospecting using phone calls, emails, support company marketing events, follow-up of incoming leadsfrom reps, website, etc.
• Event Participation:
  Attend or exhibit at partner trade shows.
• Communication& Demonstration:
  Able to speak and demonstrate the company's allianceprogram effectively.
• Marketing
  
  Collaboration:
  
  Come up or help with partner marketing initiatives.
• CRMManagement:
  Input all activity and strategic information in the CRM system(Hubspot).
• System Updates:
  Update the necessary systems internally accurately and timely.
• Partner Onboarding:
  Sign up and onboard the partner on how the company's allianceprogram works.
• Sales Coordination:
  Assign the proper sales rep to a new partner or reassign partners to a more suitable sales rep.
• Process Optimization:
  Work with the partner and the sales rep to make the referralprocess on target and handle any process glitches that come up.
• Partner Support:
  Follow up with partners to ensure their clients are satisfied with solutions and services.
• Needs Assessment:
  Assess the needs of partners' clients for the company's solution sand services to ensure they are being provided by the sales team.
• Platform Integration:
  Transforming customer experience and employee productivity by integrating a global telephone platform within Salesforce with its full range of products and services.
• Opportunity Identification:
  Identify opportunities through designated partners and bring them into the sales pipeline.
• Opportunity Management:
  Work partner-driven opportunities, in collaboration with account executives and sales engineers until close.
• Strategy Development:
  Build and execute sales and marketing strategies to engage partners and drive opportunities.
• Partner Management:
  Manage and expand existing partner relationships as well as seeking out new ones.
• Business Planning:
  Develop business plans with each partner and ensure their successful execution.
• Event Coordination:
  Coordinate with partners on events, talks, and other marketing events.
• Technical Coordination:
  Manage coordination between partner technical resources and internal professional services and developer teams.
• Networking:
  Maintain and expand a network of contacts within the cloud and telecommunications space.
• Event Planning:
  Work with the marketing team on events to establish tone, direction, content, and logistics.

• Technical Guidance:
  Guide and manage the technical competency journey, advising on portal management, case study requirements, and certification.
• Strategic Planning:
  Play a key part in strategic planning and business development of application and functional practices.
• Business Development Management:
  Managing Business Development and Account-Based Marketing Activities.
• Sales Strategy Creation:
  Create and implement revenue-centric sales propositions, promotions, product propositioning, and partner programs.
• Opportunity Identification:
  Work with partners to identify new business opportunities for revenue generation including designing and executing GTM propositions.
• Partner
  
  Education:
  
  Educate partners on new functionality to ensure they have the most recent product knowledge.
• Sales Support Material Development:
  Develop presentations and materials to support sales with and through partners.
• Marketing
  
  Collaboration:
  
  Work with the Marketing and Product teams to assist in the creation of relevant product marketing activities.
• Event Representation:
  Attend partner events and represent the business alongside peers/colleagues.
• Account Development:
  Development of existing business within the account.
• Contract Negotiation:
  Contract negotiation experience with a strong understanding of basic contracting principles.
• Business Case Development:
  Business development and/or business case experience.

• Relationship Management:
  Manage positive partner relationships with sales managers, sales representatives, and internal stakeholders.
• Sales Presentations:
  Creating and delivering sales presentations (via web or in-person) to various levels of partner contacts to discuss new product/pricing initiatives and strategic planning.
• Inquiry Resolution:
  Act as a point of contact for all day-to-day partner-related inquiries by providing seamless delivery of service and/or fulfillment requests via answering calls or emails.
• System…