Partner Alliance Manager

Softchoice • Dallas, MA

2d • $72,000 - $110,000

About The Position

We are a technology company that equips organizations to be agile and innovative, and for their people to be productive, creative and happier at work. That means moving them to the cloud, helping them build the workplace of tomorrow, and enabling them to make smarter decisions about their technology portfolio. By doing these things, we create success faster and in circumstances otherwise not possible.

We stand proudly for our people and support their success through career development and advancement. We are recognized and respected for our culture of inclusion and belonging, continuously striving to do what’s good for our people and communities. The impact you will have:
You are passionate about leading change and building relationships! You’re a dynamic professional who prides yourself on building and fostering meaningful partnerships that fuel growth and drive mutual success. As the Partner Alliance Manager (PAM), you will be responsible for developing and managing our alliance for a portfolio of partners, including strategy, Go-To-Market (GTM) plans, sales team alignment, enablement planning, and execution.
The PAM’s responsibility will be to develop and drive the execution of revenue-driving programs and initiatives, and to evangelize Softchoice’s value proposition for partners within Softchoice. The key to the position is strong collaboration with multiple cross-functional stakeholders, including sales, services, product management, marketing, and operations. You will establish trusted business relationships with senior leaders at our partners and act as the day-to-day primary interface. You will develop and take accountability for the local relationships in your region, which include campaign activities, joint investment programs, Partner local alignment efforts, and enablement plans. Build a growing and profitable partner practice that results in high levels of product and service sales within your region by developing strategic plans.

Requirements

• Are highly motivated to achieve field margin and profitability targets.
• Have experience introducing new offerings that align with category strategies and influencing others.
• Have experience building sales training content and feel comfortable with leading presentations.
• Are confident in creating, pitching, and securing incremental funding from our partners and executing the plans.
• Demonstrate their ability to lead cross-departmental collaboration on strategic initiatives.
• Are creative thinkers and problem solvers with strong presentation skills.
• Are self-managed and motivated with strong leadership skills and work well on a team.
• At least 4+ years of business-to-business sales, business development experience, brand/product marketing

Nice To Haves

• Proven ability to build, lead, and execute strategy in a cross-functional environment.
• Strong tolerance for ambiguity; able to focus and execute in a changing environment; ability to make things happen.
• Demonstrated analytical, organizational, and project management skills, using relevant information to make timely and critical decisions.
• Excellent written and verbal communication and presentation skills.
• Experience managing relationships at various levels within an organization.
• A bachelor’s degree or equivalent, preferred.
• Familiarity with the security industry ecosystem is a plus.

Responsibilities

• Work with GTM, Sales, Services, Operations, and Marketing personnel (including leadership) within Softchoice and our Partners to create a joint strategy that includes investments in Practice Development, co-selling initiatives, marketing development funds, and Sales enablement programs
• Work with the Partner Alliance and Demand Generation teams to execute plans in all supported/targeted regions, developing region-specific plans, driving partner revenue growth, and delivering customer success.
• Build strategic plans around our security partners' investments, which will help Softchoice achieve field margin and profitability targets
• Incorporate security partners’ sales plays, offerings, and industry assets/solutions to specific markets for local execution and engagement with our field sales team in alignment with Softchoice priorities.
• Deliver key performance metrics and revenue reporting tied to strategies and initiatives in close alignment with internal and external stakeholders.
• Review sales play metrics/effectiveness on a recurring basis with partners, Softchoice Sales & Business Development teams.
• Communications - Ensure effective and timely internal & external communication and coordination of execution results.
• Evangelize the security value proposition through enablement programs, which you will co-develop.
• Inform which investments are needed to drive transformational change at Softchoice.
• Create and execute vendor sales incentive programs to support strategic initiatives, including contest design, communication, and reporting.
• Act as an expert on leveraging partner programs to develop pricing strategies and maximize profitability.
• Build and conduct quarterly business reviews with partners and Softchoice key stakeholders.
• Own the design, logistics, and content for partner visits, conferences, and partner-driven customer events.
• Initiate account mapping and partner field relationships every month with key markets and report back wins.

Benefits

• Health and Wellbeing: Medical, Dental, and Vision Care, Flexible Spending Account, Employee Assistance Program
• Financial Benefits: 401k Plan with Company Matching, Life and Disability Insurance
• Paid Time Off: PTO and Sick Leave (starting at 20 days per year), Holidays, Parental Leave, Volunteer Days, Bereavement Leave
• Additional Perks: Employee Discount Program

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 501-1,000 employees