Alliance Account Executive

Tangoe US,Inc• US,

8h•Remote

About The Position

Tangoe is the leading Technology Expense Management company in the industry. We specialize in providing innovative expense management solutions and services to businesses in the enterprise and mid-enterprise segment. With a commitment to innovation and customer success, we are dedicated to helping enterprise organizations navigate the complexities of Cloud, Mobile and Fixed expense management all while maintaining a focus on their own strategic goals. Our cloud platform empowers organizations to optimize their cloud costs, enhance financial efficiency, and maximize the value of their cloud investments. As a customer-focused and growth-oriented company, we are committed to delivering exceptional solutions that drive measurable results. In this role, you will be responsible for developing and implementing commercial and strategic relationships with GSI’s and other larger consulting organizations in accordance with company's overarching objective, goals, and strategies. You are also responsible for managing each partner to sales targets and leading successful growth and pursuits for both Tangoe and our Strategic Partners.

Requirements

Bachelor’s degree in Sales, Business Administration, or related field and/ or equivalent experience
10+ years of direct selling experience in software/consulting services sales (ERP products and IT outsourcing services experience preferred); emphasis on TEM or Telecommunications/Communications services
Strong track record of success in building strategic partnerships and achieving sales quotas
Experience working with senior stakeholders and Client Account Leads/Partners to find win-win solutions.
Ability to effectively collaborate and work with internal RFP response team members
Ability to manage entire sales process from prospecting to close
Experience with selling professional services
Extensive experience in consulting sales
Experience with indirect channel management and alliance management
Possess excellent communication, interpersonal, organizational and time management skills
Demonstrate the ability to communicate, present and influence credibly and effectively at all levels of the organization.

Nice To Haves

Familiarity with CRM tools (e.g. Salesforce) would be a plus

Responsibilities

Maintain contact with clients and channel partners at a high, executive level, focusing on the strategic nature of the relationship; represent Tangoe to the customer/partner and the customer/partner to Tangoe
Continually develop new prospects, partners and channels through individual networking and other channel relationships, utilizing the inside sales team and various client and industry meetings
Maintain a complete understanding of each partner and client’s needs and demonstrate ability to clearly articulate how Tangoe’s product and services can improve their business operations
Demonstrate high skill at presenting Tangoe’s product/technology features and services offerings; maintain and demonstrate complete understanding of how each Tangoe solution can be customized to fit a potential client or partner
Work with other Tangoe departments to relay client and partner feedback on Tangoe’s products and support
Proven success selling into steering and governance committees
Identify new alliance partners; establish and build strategic relationships with key partners
Complete lead generation/outbound calling and warm lead follow up
Understand customer needs and requirements
Present and articulate product/technology features and professional services offerings
Close sales and achieve quarterly sales quotas
Support sales efforts of new partners, including product demos and quotes
Participate in client meetings and trade shows as required by executive or senior management