The Agiloft Contract Lifecycle Management platform has won dozens of awards, including the Editor's Choice award from PC Mag, for the past five years in a row.
Agiloft has a highly differentiated value proposition which is uniquely appealing to enterprises: pre-built applications with a deeply configurable, no-code platform for integrated Business Process Management throughout an organization.
Agiloft is pioneering the applied use of Artificial Intelligence to enable next-generation business commerce at organizations ranging from small enterprises to U.S. government agencies and Fortune 100 companies.
Additionally, 99% of employees who commented
on Glassdoor would recommend Agiloft to a friend.
Position Overview
The Global Technology Partner Director will be responsible for the management and orchestration of Technology Partners (e.g., Adobe, Salesforce, Oracle), with close alignment with a number of Agiloft go-to-market (GTM) and product stakeholders.
In this role, the Global Technology Partner Director will be responsible for developing and nurturing a portfolio of Technology Partners across the global SaaS and Quote-to-Cash ecosystems. You will also be responsible for
generating pipeline targets for your technology accounts. The ideal candidate will possess a strong SaaS and/or CLM/QTC background of direct sales, and/or partnership development. Experience with technology gap analysis and strategy strongly preferred.
You must be comfortable operating in a fast-paced, dynamic environment, interacting with Technology Partner prospects at a wide range of organizations, and working hand-in-hand with partners and internal GTM and product stakeholders to generate new business. You will also support Technology Partners around their education of the Agiloft platform.
The Global Technology Partner Director will work with the Global Alliance and Partner team, Partner Marketing, Partner Enablement, Presales, Sales, and Post Sales (Agiloft and Partner Professional Services, Customer Support, Training) to build a joint GTM and partner education plans in order to secure
pipeline.
If you’re looking for an opportunity to join an amazing team and deliver incredible value to individuals and businesses, then this is the opportunity for you.
Job Responsibilities
- Criteria for Success:
- Partner-sourced and influenced Indirect ACV/ARR closed-won achievement vs. ACV/ARR closed-won Target
- Partner-sourced and influenced ARR pipeline vs. Pipeline Target
- Joint Yearly Business Plans and QBRs completed
- Joint GTM alignment defined, and Joint Account Planning performed with strategic customer accounts
- Joint GTM initiative and campaign performance against plan
- Partner Management:
- Lead key Technology Partner relationships and performance as the point of contact for assigned partner/s
- Establish and maintain trusted advisor relationships with assigned partner/s and drive partner’s accountability
- Facilitate executive conversations and escalation management across partners, prospects/cutomers and Agiloft stakeholders
- Successfully lead effective and timely internal and external communications
- Plan and conduct regular cadence sessions with Partner and Agiloft stakeholders (Execs, Product team, Partner team, etc.)
- Conduct timely partner QBRs to achieve quality and growing scale of the relationship/s
- Maintain and share partner scorecards to communicate partnership performance and outlook data regarding status, trends, accomplishments, improvement areas, action items, etc., to Agiloft and partner executive leadership
- Collaborate with Sales, Sales Engineering, Professional Services Sales, Product, Professional Services, Customer Support, and Training, to drive continuity and facilitate Partner success during the entire customer engagement lifecycle
- Recommend partner infrastructure improvements (e.g., Partner Operations, Partner Enablement, Partner Marketing) as partner needs dictate
- Integration Value Prop and Development:
- Successful candidates will be ready and capable to provide deep understanding of product licensing; act as subject matter expert for integrations to 3rd party technologies
- Explore joint solution development related to Agiloft sales plays and partner products
- Facilitate regular cadence with Product Team concerning requests for integration improvements and enhanced use cases
- Assist in training internal Agiloft GTM and technical teams on value of Technology Partner and integration between tools
- Develop pricing and sales strategy for joint solution/s, where applicable
- Business Development (Sales and Revenue Generation):
- The selected candidate will be expected to:
- Understand and inform around the Agiloft vision, solution set, product roadmap and GTM activities, across internal and 3rd party stakeholders
- Review and manage joint partner pipeline and facilitate resolution of channel conflict as required
- Execute the Agiloft sales process via partner referrals and influence
- Be responsible for sourced revenue and pipeline targets of the assigned partner/s
- Work with partner/s to create joint strategy and GTM plans to establish, achieve and grow revenue goals
- Establish and drive joint GTM initiatives such as marketing campaigns, integrated technology solutions, sponsoring customer events, webinars, etc.
- Demonstrate thought leadership in solution-based selling using partners
- Be a thought-leader in relevant CLM/legal industry arenas to represent Agiloft in internal and external events
- Other duties as assigned
Required Qualifications
- Exercise leadership skills combined with strong business acumen and in-depth analytical skills
- Be knowledgeable with Agreement domain such as CLM Sell Side, CLM Buy Side, RFx, Proposal Management, etc.
- Maintain a working knowledge of Agiloft strategy, business, markets and services
- Proven ability to build, lead and execute strategy in a cross-functional environment
- Strong tolerance for ambiguity; able to focus and execute in a changing environment; ability to make things happen
- Demonstrated analytical, organizational, and project management skills, using relevant information to make timely and critical decisions that affect cross-functional teams and has substantial impact on investments and program effectiveness
- Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organization
- Strong drive and character qualities that match with company core values and inspire others to follow and act
- Executive presence to lead and manage global or regional partners
- Strong executive selling and business development skills; proven ability to understand different partner GTM and organizational models
- Willingness to travel – Up to 25%
- Experienced in global markets, customs, and individual country business protocols and dynamics
- Excellent command of the English language required
Preferred Qualifications
- Experience with marketing and/or product lifecycles a plus
- German, French, Spanish, or Italian language skills are a plus
Ensuring a diverse and inclusive workplace is our priority. We are committed to an environment of acceptance where you are free to bring your full self to work. All employment decisions at Agiloft are based on business needs, job requirements, and individual qualifications without regard to race, color, religion or belief, national or social ethnic origin, sex, age, sexual orientation, gender identity and/or expression, parental status, marital status, Veteran status, or any other status protected by the laws or regulations in the locations where we operate. If you have a need that requires accommodation during the recruiting process, please let us know by contacting Director, Talent Acquisition, Brad Toothman at
[email protected].
Applicants from underrepresented groups such as minorities, veterans, or individuals with disabilities encouraged to apply.
