Sales Channel & Affiliates Manager

Wolters Kluwer•Tampa, FL

1d•$98,500 - $172,700•Hybrid

About The Position

The Sales Channel & Affiliates Manager is responsible for leading key top-tier partnerships at Wolters Kluwer. This includes managing existing partnerships to increase business value as well as seeking new opportunities to expand those partnerships. Will manage the strategic partnerships in alignment with the strategic priorities and goals of the company. Success in this role will be measured by ensuring delivery of the annual plans of the partnerships, driving both short-term and long-term objectives and meeting the revenue goals for the partnerships by maximizing solution adoption and driving business growth through end client renewals. Must work effectively with other internal stakeholders – sales, business units, professional services, marketing, product management, development and senior management to make this happen.

Requirements

Bachelor degree in Business, Marketing or related field from an accredited college/university or equivalent work experience.
10+ years in developing alliances and revenue-generating partner relationships, preferably with key market players in the financial services industry
3-5 of these years in customer success, account management, or sales, preferably in a SaaS environment.
Experience driving new logos, as well as meeting/exceeding high growth goals
Experience with product and software development processes
Ability to think strategically, analytically, and work flexibly to interpret data to drive business decisions and achieve results.
Strong ability to network, align and work with key players at all levels to building business relationships and drive results
Strong presentation, negotiation and business planning skills.
Strong communication skills and ability to proactively communicate using APIs and reactively address system issues/escalations.
Must be able to prioritize and multi-task with special attention to detail and follow-up, and organizational skills
Proactive and reactive problem-solving skills
Proficiency in using CRM software (e.g., Salesforce, Partner Portal)
Ability to work independently and as part of a team.

Nice To Haves

Master's degree from an accredited college or university preferred.

Responsibilities

Manage and drive Wolters Kluwer FCC Division's strategic partnerships across joint sales, marketing and product initiatives
Develop and nurture relationships with assigned partners and work with partners to create detailed go-to-market plans that align to sales/revenue goals
Collaborate with Partner Enablement and Partner Operational resources to ensure high levels of engagement and training with top-tier partners to drive optimal demand generation.
Effectively onboard, promote and support adoption of offerings.
Develop overall strategy and success plan for each named partner.
Drive monthly, quarterly progress towards partner satisfaction, revenue and strategic goals within plan.
Track, review and manage invoicing and royalty fees.
Oversee the integration and/or interface of Wolters Kluwer FCC Division's solutions with the partner solution in collaboration with cross functional internal teams from ideation to development, marketing field roll-out, and sales support.
Develop business cases and create innovative proposals for potential and existing partners that drive value for both parties.
Lead the relationship from the contractual and operational perspective.
Develop a deep understanding of the contractual elements pertinent to each partner in assigned portfolio.
Oversee Wolters Kluwer's contractual obligations and be the go-to person internally and for our partners on all partner-related matters related to assigned portfolio, including timely renewals and extensions.
Have regular cadence with assigned partners to engage in proactive sales opportunity generation, pipeline management and deal closure.
Foster relationships, lead discussions, and negotiations with partners from C level executives to key functional leads.
Develop strong Wolters Kluwer goodwill and awareness across partner organizations.
Promote and position Wolters Kluwer offerings via direct contact, meetings, demonstrations, concept/white papers and industry and tradeshow events.
Act as partner advocate within Wolters Kluwer and educate on how we can further build our partner ecosystem.
Diligently use CRM (Salesforce.com, Partner Portal, etc.) to capture relevant data provide team and executive level reporting and keep comprehensive and accurate notes.
Monitor and interpret product usage data to identify opportunities for improving product adoption, pursuing renewals, and up-selling.
Maintain industry intelligence and maintain awareness of industry trends and the strengths and weaknesses of key competitors.
Perform other duties as assigned.