Director of Alliance, North America

Loftware•Šenčur, NH

7h•Hybrid

About The Position

Reporting to the Senior Director of Alliances NA, this role will be responsible for developing and managing strategic partnerships and alliances to drive revenue growth and expand the company’s market reach. This role involves building and maintaining relationships with many partner types including SI, ISV, Referral, OEM partners, developing joint sales and go to market strategies, ensuring successful execution of alliance initiatives. The ideal candidate will have a strong background in alliances and business development, with a proven track record of managing high-impact partnerships and driving sales growth through alliances.

Requirements

Bachelor’s degree in Business, Sales, Marketing, or a related field
5+ years of experience in strategic partnerships or business development
Proven track record of developing and managing strategic partnerships and driving sales growth through alliances.
Strong negotiation, communication, and relationship-building skills.
Excellent strategic thinking and analytical skills, with the ability to develop and execute effective partnership strategies.
Strong experience in alliances go to market and partner marketing programs
Proficiency in commercial negotiation, partnership contracting and business reviews
Ability to work effectively with cross-functional teams and senior leadership.
Proficiency in CRM systems (salesforce) and sales analytics tools.

Responsibilities

Alliance Program Development:
Support and help develop a robust alliances program, including processes, tools, and frameworks, to streamline partner engagement, maximize value creation, and ensure scalability.
Strategic Partnership Development:
Identify and evaluate potential SI, OEM, ISV, Referral partners that align with the company’s business objectives and growth strategy.
Develop and execute a comprehensive partnership strategy to drive revenue growth and market expansion.
Build and maintain strong relationships with key partners, ensuring alignment and mutual benefit.
Alliance Sales Management:
Implementation joint sales strategies and go-to-market plans with strategic partners.
Coordinate with internal sales teams and partner organizations to drive joint sales efforts and achieve revenue targets.
Monitor and report on alliance sales performance.
Contract Management:
Ensure that all partnership agreements are monitored and measured to deliver maximum value and are aligned with the company’s business goals.
Manage and resolve any contractual or operational issues that arise during the partnership.
Market and Competitive Analysis:
Conduct market research and competitive analysis to identify new partnership opportunities and stay informed of industry trends.
Evaluate the performance of existing partnerships and identify areas for improvement and growth.
Cross-functional Collaboration:
Work closely with product, marketing, and sales teams to ensure alignment and successful execution of alliance sales initiatives.
Collaborate with the marketing team to develop joint marketing campaigns and promotional activities with partners.
Ensure effective communication and coordination between internal teams and partner organizations.