Strategic Alliance Manager

Axis Communications•Chelmsford, MA

8d•Onsite

About The Position

The Strategic Alliance Manager is responsible for proactively finding, developing, and managing relationships with key strategic technology integration partners across the Americas. This individual operates with full autonomy - independently developing and executing partnership strategies, mentoring team members, and driving cross-functional alignment across all stakeholder groups. The Senior Business Development Manager leverages deep industry expertise, a complete understanding of the Axis go-to-market strategy, and strong executive-level relationships to expand the Axis technology partner ecosystem and deliver measurable business impact. This role is instrumental in developing commercialized digital technology partner relationships across Axis' various integration platforms, including device management, IT infrastructure, unified communications, and Axis' cloud platform services. This role is based in our Chelmsford, MA Americas headquarters.

Requirements

Strong, proactive partner management skills with a strategic vision
Proven ability to build collaborative, trusted relationships at all levels of an organization
Self-motivated, accountable, with the ability to influence without direct authority
Ability to communicate appropriately at all levels of an organization
Demonstrate resiliency, a driver of change, and flexibility
Consistent in follow up and execution, with strong time management and organizational skills
Bachelor’s degree in computer science or related field
A minimum of 8+ years’ experience in business development or similar related experience
Security and/or IT industry commercialization, technical and product knowledge

Nice To Haves

Sales experience
Salesforce experience
Microsoft 365 experience
Axis Certified Professional; qualified candidates to have an opportunity to achieve this certification
Industry accreditations such Cisco CCNA, BICSI RCCD, Microsoft MCP, or related

Responsibilities

Develop and own a comprehensive strategic alliance roadmap, identifying and prioritizing high-value partnership opportunities in alignment with organizational objectives
Drive the full partner lifecycle, encompassing prospecting, due diligence, deal structuring, negotiation, and activation of new alliances
Establish and maintain executive-level relationships with strategic partners at the C-suite and VP level
Lead complex, multi-party partnership negotiations around technology integration agreements
Own and be able to report on for partnership-sourced and partnership-influenced revenue targets and expected trends
Design and execute joint go-to-market plans with clearly defined KPIs, ensuring mutual accountability across internal stakeholders and external partners
Identify and develop new revenue streams and market expansion opportunities through strategic ecosystem relationships, as well as co-marketing, co-selling, and demand generation initiatives with field sales teams
Serve as the internal advocate for partner priorities, driving alignment across Sales, Product, Marketing, Legal, and Finance while synthesizing partner feedback to influence product roadmap decisions
Represent the organization at partner summits, industry conferences, and executive briefings
Facilitate quarterly executive business reviews with key strategic partners
Design and implement alliance governance frameworks, including partner health scorecards, performance metrics, and escalation protocols; lead structured business reviews and provide regular reporting to senior leadership on pipeline contribution, ROI, and emerging risks
Mentor and develop other members of the alliance team, contributing to the advancement of team capabilities and operational best practices