Alliance Sales Director, Manhattan Active® Editions

4SIGHT Supply Chain

1d•Remote

About The Position

We are hiring a senior seller to originate new Manhattan Active® subscription opportunities that Manhattan would not otherwise see, then co-sell them alongside Manhattan's account teams. This role involves building and running a prospecting engine for net-new Manhattan Active® subscription opportunities, with emphasis on commercial and growing enterprises newly within reach through Essentials. The seller will identify buying triggers such as aging or homegrown WMS, TMS or OMS, aging POS nearing renewal, first-TMS needs, multi-DC growth, and automation or robotics programs. Opportunities will be qualified by operational complexity, not price, and mapped to the right Edition and solution family before introducing Manhattan. Qualified opportunities will be registered and handed off through Manhattan's partner processes with a clear account brief, buying group, pain, timing and Edition hypothesis. The role also involves mining 4SiGHT's client base and consulting engagements for expansion opportunities, such as adding solution families or moving up Editions. Additionally, the position requires co-selling with Manhattan account teams, building trusted working relationships with Manhattan account executives, solution consultants, partner managers and regional sales leaders across North America. This includes running joint account planning, identifying target accounts together, sharing territory intelligence, and agreeing on lead roles. The seller will support Manhattan-led pursuits with discovery, business-case input, references and implementation credibility. They will follow Manhattan's Editions messaging and escalation rules, routing pricing, packaging, AI and Agents charges, and migration questions to Manhattan. The role also involves shaping and selling 4SiGHT services that accelerate time to value, such as implementation, fast-start Essentials deployments, upgrade assessments, training, development, support, and change management. Partnering with 4SiGHT delivery leaders on scoping, staffing assumptions, and statements of work is crucial for successful deal delivery. Services will be positioned as the path to faster time to value on the software. The role requires generating demand and representing 4SiGHT in the Manhattan ecosystem through joint demand generation activities like events, webinars, account-based campaigns, and Momentum or regional user-group presence. The seller will use LinkedIn, industry associations, and executive networks to create first conversations with supply chain, operations, and IT leaders. Maintaining a disciplined pipeline in CRM and reporting sourced and influenced Manhattan pipeline monthly, alongside services bookings, is expected. Bringing market feedback from the field to 4SiGHT leadership and Manhattan partner teams is also part of the role. The seller will represent four Manhattan Active® solution families: ActiveWarehouse™, ActiveTransportation™, ActiveOrder™, and ActiveStore™, each available in Essentials, Enterprise, and Enterprise Premier Editions on one unified platform.

Requirements

Based in the United States and authorized to work in the US.
10+ years of B2B enterprise software sales, with at least 7 in supply chain execution software (WMS, TMS, OMS, POS or adjacent).
Established, current working relationships with Manhattan Associates account executives and sales leadership. You can name the Manhattan AEs you have co-sold with and they will vouch for you.
A track record of sourcing net-new software opportunities, not just closing inbound ones. Be ready to walk us through deals you originated, their size and outcome.
Experience selling SaaS or cloud subscriptions, including multi-year subscription economics, renewals and expansion.
Consistent attainment of quota or pipeline targets in a partner, alliance or vendor sales role.
Fluency in supply chain operations: you can hold a credible discovery conversation with a VP of Distribution, a Head of Transportation and a CIO in the same week.
Comfort selling services alongside software, including scoping, SOW review and partnering with delivery leaders.
Strong executive presence, written communication and business-case skills.
Willingness to travel up to 50% for prospect/client meetings, Manhattan events and joint pursuits.

Nice To Haves

Former Manhattan Associates sales role (account executive, sales director, solution consultant or alliance manager), or senior sales at a Manhattan partner or systems integrator.
Hands-on familiarity with the Manhattan Active® portfolio and ActivePlatform™, and with how Manhattan registers, routes and rewards partner-sourced deals.
Competitive displacement experience against the industry leading SCE software providers.
Experience selling into the commercial segment and growing enterprises, where buyers move faster and expect a right-sized path.
An active book of relationships with supply chain, operations and IT executives across a mix of industries.
Exposure to warehouse automation and robotics, AI-driven orchestration, or unified commerce programs.
Background in consultative or value selling (MEDDICC, Challenger, Command of the Message or similar).
Prior hands-on supply chain operations or consulting experience.
Bachelor's degree in supply chain, business, engineering or a related field; MBA a plus.

Responsibilities

Originate net-new Manhattan software opportunities (primary focus)
Build and run a prospecting engine for net-new Manhattan Active® subscription opportunities, with emphasis on commercial and growing enterprises newly within reach through Essentials.
Identify buying triggers: aging or homegrown WMS, TMS or OMS; aging POS nearing renewal; first-TMS needs; multi-DC growth; and automation or robotics programs.
Qualify by operational complexity, not price, and map each prospect to the right Edition and solution family before introducing Manhattan.
Register and hand off qualified opportunities through Manhattan's partner processes, with a clear account brief, buying group, pain, timing and Edition hypothesis.
Mine 4SiGHT's client base and consulting engagements for expansion: adding solution families (for example, WMS to WMS+TMS+OMS) or moving up Editions as complexity grows.
Co-sell with Manhattan account teams
Build trusted working relationships with Manhattan account executives, solution consultants, partner managers and regional sales leaders across North America.
Run joint account planning: identify target accounts together, share territory intelligence, and agree who leads which motion.
Support Manhattan-led pursuits with discovery, business-case input, references and implementation credibility that strengthen Manhattan's win rate.
Follow Manhattan's Editions messaging and escalation rules; route pricing, packaging, AI and Agents charges, and migration questions to Manhattan rather than improvising.
Attach 4SiGHT services to the software
Shape and sell 4SiGHT services that accelerate time to value: implementation, fast-start Essentials deployments, upgrade assessments, training, development, support and change management.
Partner with 4SiGHT delivery leaders on scoping, staffing assumptions and statements of work so every deal is delivered successfully.
Position services as the path to faster time to value on the software, never as a substitute for it.
Generate demand and represent 4SiGHT in the Manhattan ecosystem
Plan and execute joint demand generation with Manhattan: events, webinars, account-based campaigns and Momentum or regional user-group presence.
Use LinkedIn, industry associations (MHI, CSCMP, NRF, CLM) and executive networks to create first conversations with supply chain, operations and IT leaders.
Maintain disciplined pipeline in our CRM and report sourced and influenced Manhattan pipeline monthly, alongside services bookings.
Bring market feedback from the field to 4SiGHT leadership and Manhattan partner teams to sharpen positioning and offers.