Alliance Lead - EMEA/UK
A Goldman Sachs | Everstone company, Cprime is a global consulting firm helping to transform businesses and get in sync. Cprime is the partner of choice for Fortune 100 companies looking to achieve value and agility. We help visionary business leaders compose solutions, execute implementations, and exceed against business goals. With our key partnership recognitions, including Atlassian Platinum, AWS Advanced, and SAFe Gold partner, our industry-leading software and services work in synergy to deliver transformations.
Summary:
We are hiring an Alliance Lead to join the EMEA/UK team! Our partnership strategy is key to our future growth and success! Alliance Leads coordinate with various partners to expand our Cprime services footprint. As an Alliance Lead, you will help us achieve our mission of accelerating value by sourcing deals and driving revenue directly from channel activities. This role will be based in EMEA, working closely with the global partnerships team.
The Why:
Help us execute our channel strategy by pursuing and growing business alongside our customers and our partners' customers, building and establishing partner relationships, and launching partner programs built around joint go-to-market solutions.
The responsibilities of a strategic Alliance Lead will involve working to develop and sustain partner relationships that can help business growth.
What you will do:
- Identifying and building rapport with companies that can have synergy and provide benefits.
- Developing partner program strategies and identifying channels to target during your strategic partnership efforts, executing these programs, and measuring the value in outcomes.
- Opening doors with potential partners, running exploratory discussions and evaluating/developing business opportunities that will add value to our joint partnerships.
- You will present partnership opportunities to senior managers of prospective partner companies, and will also help drive the adoption of our resources & aggregation tools.
- You may also negotiate contracts for joint operations or ventures and continue growing the business relationship after facilitating the initial deals.
- You should have a knack for structuring partnerships and defining clear value creation for Cprime and their partners.
- You will be working closely with our management and should be comfortable escalating, sharing business development strategy, and presenting key issues to senior management.
Qualifications & Skills:
- Passion for helping Enterprise customers and SMB segments.
- Passion for B2B Sales
- Excellent communication skills; you can negotiate and have a track record of achieving sales targets.
- Good command of PowerPoint/Keynote
- Strong software industry, data and technology awareness.
- Agile, Devops and Cloud computing experience a plus.
- At least 2-3 years experience in sales or business development preferably on a partner management team within a SaaS company.
The Table Stakes:
- You are able to work in a fast-paced startup environment with a hands-on attitude.
- You are open-minded and can react to change in the spirit of agility.
- You have an entrepreneurial mindset and are not afraid to beg for forgiveness vs. asking for permission.
- You are a quick learner, and can be self-sustainable without a lot of hand-holding.
You are a match if you have done:
- Experience working with ServiceNow, Atlassian, Apptio/IBM
- Partner managers that can focus on designing and executing partner programs geared around driving channel growth at new and existing customers; and/or selling and delivering a blended software/services SKU
- Partner managers can classify, prioritize, and select partners that can drive business and then oversee deal cycle execution with consistency.
- Partner managers that have experience in a related Cprime industry/vertical, or deep knowledge of the Agile, DevOps, and Cloud market
- Partner managers who can work with partner function groups to ensure consistent revenue from each partner is planned, executed, and realized.
- Partner managers who can enable Account executive/enterprise sales teams with programs that can drive value from the partner-led, co-sell motion.
- Partner managers who can work with partners to establish and launch a go-to-market joint package offer for joint customers and negotiate the software and or services requirements.
- Partner managers who have created and implemented cross-functional partner processes for partners and customers.
Education & Certifications:
Travel Requirement:
- Up to 30% of domestic and international travel
- Some international travel - May be required to visit the US (2x a year)
