Job Description
A named leader by Forrester in the sales performance management space, Varicent was founded in 2005 when we pioneered sales performance management software. Evolving quickly to become the fastest growing software company in North America according to Deloitte’s Fast 50™ in 2010, Varicent was acquired by IBM in 2012 and has since been re-founded as an independent global business serving mid-size and enterprise clients with our full suite of solutions to assist in smarter territory and quota planning, efficient lead to revenue operations, and the fastest and most flexible way to pay sellers accurately and on-time. We are looking for talented, driven people that can make an impact across our organization.
Reporting to our Chief Revenue Officer, our Global Channels & Strategic Alliances Leader will manage the overall relationships with key SI partners to drive new business jointly with Varicent sales teams. This role will develop, execute, and track joint GTM business plans that drive revenue and growth while working collaboratively with internal organizations including Sales, Solution Engineering, Marketing, Product Management, and Product Development. We’re looking for someone who has a deep understanding of alliances management and sales, as well as, how to support the needs of a fast-growing business.
What you will do
- Management of all facets of the alliance partnership from product alignment to GTM planning and execution
- Development and co-management of a comprehensive quarterly and annual business development plan with sponsorship and participation from all stakeholders (internal and external)
- Works with Partners and Varicent Sales Teams to identify new opportunities and create demand through lead generation activities and target account selling strategies.
- Creates programs for Partner sales enablement ensuring our partners are positioning the correct and most up to date sales messages and top sales plays.
- Educates Varicent sales on partner capabilities and programs; facilitates relationships with sales and partner
- Monitor partners business results, making recommendations for improvements to increase penetration for the strategic partners.
- 25%+ travel, when travel resumes
What you will do
- Bachelor’s degree or equivalent experience preferred
- Excellent communication and presentation skills
- Organizational and relationship management skills
- Strong critical thinking, program management and execution skills
- Demonstrated track record developing and managing strategic partnerships and driving partner account activity.
- Previous alliances and/or sales/marketing experience
- 15+ years of related experience
Varicent is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. If you require accommodation at any time during the recruitment process please email accomodations@varicent.com
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