Senior Technology Alliance Manager

About the opportunity

As a Contentful Technology Alliance Manager you will play an important role in facilitating alignment between sales and partners (technology/ecosystem) to drive joint opportunities. You will be responsible for executing upon a development strategy on how best to align with partners to drive joint value and win opportunities. This position requires an entrepreneurial and collaborative mind that is able to spearhead solutions, be proactive, and work cross-departmentally.

Serving as a key part of our sales function, our partnerships team will play a critical role in driving customer value while extending the reach of the company.

The role of the Technology Alliance Manager is to be the representative of the partner’s organization and our partners within the regional sales territory. The TAM role creates direct alignment between our sales team and the partner, to better serve our customers, prospects and drive value with our partner ecosystem.

• TAMs will work with Account Executives (AEs) and Customer Success Managers (CSMs) to understand needs from the field and identify and create opportunities with existing customers and prospects that would benefit from partner involvement to drive expansion or net new business.
• Conversely, the TAM serves as the conduit to drive both sourced and influenced pipeline and offerings internally to AEs and CSMs and other account team members to drive and maintain awareness internally.
• The TAMs will work with account executives to understand the customer’s pain points and diagnose how we can introduce partner to eliminate those pain points
• TAMs will develop strong points of view around integration strategies, joint value propositions, and growth mechanisms with their aligned partnerships

• Actively work with account executives, customer success managers and customers to understand how we can create joint value for the customers by introducing partners.
• Work with customers to understand their challenges and introduce partners to eliminate those challenges and create value
• Tightly align with partner account managers to understand their ecosystem of partners and the core offerings and services they provide.
• Facilitate partner requests from customers, collect the project and service requirements from customers, and work with the partner account management team to recommend appropriate partners.
• Work with the both Contentful and the partner sales teams map shared accounts and prospects their account list against our ecosystem of partners.
• Develop relationships across the Contentful ecosystem, introducing senior internal team members when appropriate
• Partner internally with the Sales, Enablement, Revenue Operations, Finance, or Marketing team to grow revenue through partners

• 5+ years direct SaaS selling to partners or selling partners services, technical platform cloud solutions
• Demonstrated continued success within rapidly emerging technology companies
• Polished and impactful presenter and facilitator
• Combination of technical and sales/customer success acumen
• Strong sales orientation with ability to interpret/distill requests from the field into impactful deliverables
• Experience partnering with multiple stakeholders including but not limited to marketing, product, engineering and sales
• Strong understanding and articulation of the intersection of business solutions and implementation
• Strategic thinker with ability to understand complex issues, develop/apply/simplify frameworks to facilitate broader organizational understanding, decision making, and action (with leadership and cross-functional teams)
• Experience in account mapping and planning with both the sales organization as well as partners
• Consultatory outbound sales and/or partner selling experience with a SaaS product
• History of working with a large partner ecosystem comprised of both technology and solution partners
• Strong internal and external collaboration and negotiation skills

• Join an ambitious tech company reshaping the way people build digital experiences
• Full-time employees receive Stock Options for the opportunity to share in the success of our…