Alliances & Partners Director

ALLIANCES DIRECTOR France and Benelux (M/F)

(Massy - France)

Founded in 2000, Ivalua is a leading global provider of cloud-based procurement solutions.

COMPANY OVERVIEW

At Ivalua we are a global community of exceptional professionals, who believe that digital transformation revolutionizes supply chain sustainability and resiliency to unlock the power of supplier collaboration. 

We achieve this through our leading cloud-based spend management platform that empowers hundreds of the world's most admired brands to effectively manage all categories of spend and all suppliers to increase profitability, improve ESG (environmental, social, and corporate governance) performance, lower risk, and improve productivity. Driven by our passions and fueled by our shared ambitions, we empower and challenge each other to create meaningful experiences for our colleagues, customers, partners, and communities. 

Learn more at www.ivalua.com. Follow us on LinkedIn and Twitter.

THE OPPORTUNITY

CONTEXT:

Partners are core to Ivalua’s strategy, a key to scale Ivalua’s growth and a critical success factor allowing our Customers to unlock the full value of their Ivalua solution. This is the reason why we have a “100% Partner Prime” strategy for services. This Global Partner strategy has been launched 8 years ago and the Alliances Team has been developing a strong partner ecosystem, which is especially true in your territory where we count more than 500 certified consultants.

ROLE:

We are currently looking for an Alliances Director who will develop our Partners ecosystem in France, Belgium, Luxembourg, Switzerland. With the objective to further scale Ivalua’s business, you will be owning the relationship with Consulting & Implementation Partners while further expanding & nurturing our network of influence.

WHAT YOU WILL DO WITH US

Working as the sparring partner of the Regional VP of Sales South EMEA, and in close collaboration with Sales & Business development teams, your mission will be:

• Contribute to the Go-to-Market strategy definition & execution of your Sales areas 
• Map your Partner ecosystem, and adapt your regional Partner strategy to support the GTM.
• Develop your strategic Partners (System integrators, Consultancies), build & track progress of yearly Joint Business Plans defining partnership goals & business development strategies.
• Craft Go-to-Market strategies with Partners to influence the market, build packaged offerings and marketing plans, to generate direct or indirect opportunities.
• Organize deal-shaping in largest accounts with our Global SIs & Big4 partners.
• Create and leverage a network of advisors to support our sales teams with intelligence & influence. 
• Map the influence of your ecosystem against joint prospects & customers, and leverage the different types of value that partners could bring in various contexts.
• Support sales teams ensuring the setup for success along the development of opportunities.
• Carry out operational cadence and quarterly business reviews with Partners
• Source, qualify, recruit and onboard new partners
• Implement Partner Sales enablement programs, and skills development plan for Partners project teams 

Building long-term relationships with partners in your region is a key driver for this job, which typically requires travelling 40% of the time.

YOUR PROFILE

If you have the below experience and strengths this role could be for you.

Skills and Experience

• At least 10 years of experience in a B2B Enterprise SaaS provider, a Consulting firm or a System Integrator, with Sales, Project direction or Management experience.
• Committed to the success of the region, you are able to pursue strategic goals while being self-driven, with a precise and rigorous execution, with the leadership to rally internal teams around business development goals.
• Loving challenges & able to manage complex situations or conflicts: You define yourself as a Problem-solver.
• You have a strong experience of complex sales dealing with Global SI & Big4 types of partners, eager to continuously learn and improve your selling skills to C-level and Partner-level.
• Exceptional written and oral communication skills 
• Experience in building strategic relationships, increasing Sales and aligning business development goals with partners
• Strong teamwork and collaboration skills with multidisciplinary teams
• Interest in technology and understanding of complex technical concepts
• Knowledge of Enterprise software solutions (specifically of Procurement or Supply Chain solutions and/or market is a plus)
• English & French language

WHAT HAPPENS NEXT

If your application fits this specific position’s needs, our skilled Talent team will reach out to schedule an initial screening call. Get one step closer to achieving your goals – apply today! 

Our Talent team will guide you through every step of the interview process - from preparation to completion. They're here to support you! 

Our recruitment process is designed to assess your competencies through a series of personalized interviews with internal stakeholders relevant to the role. 

Interviews will be conducted virtually via video or on-site with face-to-face meetings.

LIFE AT IVALUA

• Hybrid working model (3 days in the office per week)
• We're a team dedicated to pushing the boundaries of product innovation and technology
• Sustainable Growth, Privately Held
• A stable and cash-flow positive Company since 10 years
• Snacks and weekly lunches in the office
• Feel empowered to pursue your goals with improved team collaboration and increased creativity/productivity
• Unlock and unleash your full professional potential with our exceptional training and career development program
• Join a dynamic and international team of top-notch professionals who are experts in their respective fields. Collaborate with like-minded individuals who are deeply passionate and highly motivated about their work. Experience a truly diverse and inclusive work environment where your unique contributions are highly valued
• Regular social events, competitive outings, team running events, and musical activities,
• Comparably recognized Ivalua for the following (https://www.comparably.com/companies/ivalua) :

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United by our values we embrace diversity and equity in the broadest possible sense to create an inclusive workplace. To help our customers make supply chains more efficient, sustainable and resilient, we rely on a global team with a variety of backgrounds, skills and views. We believe in equal opportunity and in diversity as a driver of innovation that cultivates a spirit of inclusiveness, creates a productive and fun place to work, and provides fulfilling career opportunities for all Ivaluans. https://www.linkedin.com/company/ivalua/about/

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