Alliance Partner Manager

dentsu•USA - Remote - Maryland, MD

7d•$164,450 - $220,000•Remote

About The Position

The Alliance Partner Manager (APM) is primarily responsible for originating new business opportunities through Merkle’s Adobe Partner Alliance to grow Merkle’s services business and drive Merkle-influenced Adobe software revenue. The role leads Merkle’s relationships across Adobe alliance product areas and reports to the Alliance Leader, Adobe. The APM collaborates with industry owners and Adobe partner managers to advance sales and marketing initiatives, support new sales at existing clients and new logos, and train Adobe Partner Sales Managers. The position leads alliance enablement and joint go-to-market activities, helps develop alliance offerings and strategy, supports joint pursuits from qualification through close, and positions Merkle as a leader in the Adobe partner ecosystem. The role also manages opportunities and performance against sales, pipeline, revenue, win-rate, and alliance-maturity targets, while operating within an assigned budget. The position is listed as remote in Maryland. Dentsu describes its working model as hybrid, with employees near designated offices generally required to work in person two to three days per week; remote employees may need to attend an office from time to time based on company and client needs.

Requirements

At least 7 years of experience in alliance management, enterprise sales, business development, consulting, digital marketing, technology services, or a related field.
At least 5 years of experience selling or supporting digital, marketing, consulting, customer experience, or technology solutions.
Demonstrated success leading complex enterprise sales pursuits involving multiple stakeholders and decision makers.
Experience working with Adobe products, Adobe account teams, or the broader Adobe partner ecosystem.
Strong understanding of customer experience, marketing technology, digital transformation, commerce, data, analytics, and customer engagement solutions.
Proven ability to develop and maintain relationships with senior leaders and executive stakeholders.
Experience creating strategic account plans, business development strategies, and revenue growth initiatives.
Strong consultative selling and solution development capabilities, including translating client challenges into business value.
Experience managing pipelines, forecasting revenue, and using CRM platforms such as Salesforce.
Ability to influence cross-functional teams and drive alignment across multiple business units and partner organizations.
Experience in partner-side selling motions and programs.
Initiative-taking, persuasive, self-starting, and quick to learn.
Comfort working with SVP- and C-level leadership.
An active professional network.
Skilled in consultative, solution-based selling to senior enterprise buyers such as the CMO, CDO, and CIO.
Disciplined in pipeline management, forecasting, and sales-stage rigor within Salesforce.

Responsibilities

Originate, qualify, and close new enterprise opportunities through the Adobe partnership, leading joint Adobe and Merkle pursuits from discovery through signed statement of work.
Drive Merkle-influenced Adobe software revenue and grow Merkle’s services business through the alliance.
Own executive relationships with client economic buyers and decision makers, and build multi-stakeholder buying groups at target accounts.
Build and prioritize named accounts with large, transformational opportunities aligned to joint solutions and Adobe strategic sales plays.
Lead and contribute to joint pursuits with Adobe account teams, including Go/No-Go qualification, win-theme development, pursuit-team mobilization, and close planning.
Develop proposals that connect Merkle services to measurable client value, and partner with solution and delivery leads to scope and hand off closed work.
Collaborate with industry owners and manage relationships with Adobe partner managers while driving sales and marketing initiatives with Adobe teams.
Train and support Adobe Partner Sales Managers who match partner opportunities with service-provider partners.
Execute responsibilities in alignment with the approved sales plan for Merkle services and partner- and Merkle-influenced partner license revenue.
Deliver and contribute to the joint Merkle and Adobe narrative in cooperation with Merkle solution owners.
Support internal teams across functions to identify, develop, and close new business.
Lead Adobe Alliance enablement, including go-to-market activities, deal registration and incentives, and management of Merkle’s virtual presence with the partner.
Advance alliance maturity across Sales, Marketing, Enablement, Joint Initiatives, and Delivery.
Contribute to developing alliance offerings and go-to-market strategy through internal teams.
Assist in managing the Adobe Power Map and advance Merkle’s thesis within the Adobe team.
Position solutions to meet clients’ business needs and effectively communicate their value.
Enter and track opportunities in CRM portals to manage progress toward performance goals.
Position Merkle as a leader in the Adobe Alliance partner ecosystem and build access to senior alliance partner leadership.
Achieve alliance and go-to-market solution targets across pipeline, revenue, and win rate.
Operate within the assigned budget.