Global Strategic Partner Director | Accenture

IFS•Itasca, IL

12h•$200,000 - $250,000•Hybrid

About The Position

IFS’s success relies on a strong and committed partner community. The Global Strategic Partner Director is responsible for managing relationships and driving engagement with Accenture that is critical to our success. The objective is to enhance partner commitment to leverage their capabilities for successful IFS software sales and deployments. The Partner Director will be accountable for building and managing relationships with Accenture to develop joint go-to-market motions that generate demand, drive revenue to IFS, and provide value to our customers. This includes but is not limited to meeting specified sales quota targets and enabling Accenture to successfully sell and implement IFS software and related transformation programs by working closely with IFS Leadership, Sales, Pre-sales, Services, and consulting teams within Accenture to ensure software revenue targets are achieved as well as successful IFS software implementations and transformation programs are completed. This includes but is not limited to establishing processes to drive engagement cadence, ensuring that partner knowledge, skills, and resource deployments are aligned with IFS’ interests, and working to ensure partner activities are executed in a manner that achieves valuable customer outcomes and aligned with customer satisfaction.

Requirements

Extensive experience in large IT service-based organizations, Business-to-Business and ERP software industry
Candidate would preferably have 10+ years’ or equivalent experience in partner or vendor management, role in the enterprise technology sector.
Experience in developing partner go to market, sales and marketing plans
Experience holding and overachieving annual sales quota
Ability to establish and manage trusted relationships with senior business leaders
Collaborating with and influencing various stakeholders in a matrixed environment
Meet targets and goals with limited supervision and with limited resources, within a matrixed organization
Strong Business Acumen
Experienced in driving complex technology sales processes and negotiations
Strong commercial/sales business development background and expertise
Hands-on, self-directed professional who plans, prepares and executes professionally
Projecting executive presence sufficient to interact and influence, C-Suite
High levels of energy, passion, and initiative
Able and willing to regularly travel
Prior large scale partner management experience
Excellent communication skills (both written and verbal)

Responsibilities

Building key relationships with Partner executives (Partner teams, Industry-specific Consulting Leaders, Sales Leaders, Practice Leaders, etc.) to produce a high level of reliance and drive revenue growth
Developing and executing the strategy and annual business plan for the partnership
Ensuring Partners are enabled to successfully sell and deliver services to existing and prospective customers sell and deliver services to existing and prospective customers
Collaborating with partners to identify and prosecute joint sales opportunities
Planning and promoting growth of the partner’s certified resource pool and related Practice build
Evangelizing IFS within the Partner
Evangelizing the Partner within IFS
Conducting revenue forecasts for partner-directed transactions
Engaging with sales executives and directors to drive IFS revenue
Developing a deep comprehension of the partner’s services demand, capacity and related capabilities
Engaging and coaching Pre-Sales and Sales Teams on identifying opportunities that are aligned to the business plan and strategy
Developing and executing joint sales and marketing campaigns with Partners that increase brand awareness and drive incremental revenue to the organization
Developing and owning relationship maps, ensuring related cadences are successfully executed
Joint Partner strategy and business plan development
Coaching and guiding Partners to develop, grow and operate an IFS-focused business.
Personal contact with each managed Partner, delivering proper Partner resources, and being the conduit for user-friendly relationships with the Partner
Linking the right resources to grow the Partner’s impact to IFS
Maintaining visibility into the Partners’ IFS pipeline and delivering resources needed to assist them with moving the sales and deployment opportunities to close
Coordinating activities within IFS to drive successful Partner sales and delivery outcomes while ensuring customer satisfaction
Collaborating with the Partner to develop innovative solutions leveraging IFS technology
Implementing global IFS policies and procedures to ensure profitable growth
Developing Partners to promote IFS priorities and demand-focused needs
Effectively managing and coaching the Partner sales teams in closing IFS opportunities
Participating in efforts to establish and refine global partner programs, policies, procedures, and approaches
Developing and managing Partner relationships that produce meaningful outcomes for IFS, the Partner, and customers
Gaining sales intelligence from the Partner for joint accounts and opportunities to improve positioning within pursuits
Source new directs and opportunities from the Partner to build a strong pipeline
Performing ongoing business planning, QBRs and business review cycles
Actively driving Partner engagement in promoting of customer opportunity pursuits
Identifying new business and revenue opportunities for IFS and the Partner via demand generation plans and activities
Coordinating regularly scheduled Partner Status Meetings
Forecasting pipeline status and revenue from partners on a weekly, monthly, quarterly and annual basis
Overseeing related Training and Certification programs
Develop and manage the IFS and Partner’s annual business plan
Serving as the primary Point of Contact for day-to-day business needs between IFS NA and the Partner
Negotiating, securing, and managing Partner contracts and all other related needs of the relationship
Develop extensive knowledge of the Partner’s organization, market position, and capabilities to articulate the joint value proposition of the Partnership