Strategic Alliance Manager (Remote, United States)

M-Files

14h•Remote

About The Position

The Strategic Alliance Manager (SAM) works across M-Files to drive sales and business growth by developing new and expanding existing business opportunities through strategic partnerships and partner ecosystems. As the primary M-Files leader for assigned partners, you will be responsible for growing revenue, strengthening business development efforts, and building executive-level relationships while leading the development and execution of solutions, programs, and initiatives that support mutual growth objectives. This role requires a deep understanding of partner ecosystems, strong sales and business development expertise, and the ability to align partner strategies with M-Files objectives. You will work cross-functionally across Sales, Marketing, Product, Services, and Executive Leadership to accelerate growth, increase partner adoption of M-Files solutions, and position M-Files as a preferred technology partner.

Requirements

Bachelor's Degree with preference given to advanced University degree or comparable experience
12+ years Partner leadership experience with and/or working for Global/Regional Systems Integrators, ISVs & Managed Service Providers
12+ years' direct sales or consulting experience
10+ years in developing new business opportunities and solutions with partners primarily at the CxO level
7+ years of complex project management expertise to include demonstrated ability to lead large, global, diverse and de-centralized virtual teams
7+ years of end-to-end IT industry experience with domain expertise in at least two industry verticals
7+ years of working for or with Distributor and/or Resellers
2+ years of formal leadership experience

Responsibilities

Drive revenue growth across assigned partners supporting all sales motions, including sell-through, sell-with, sell-to, and managed services models.
Develop and execute growth plans that align partner objectives with M-Files business goals.
Identify, qualify, and create new business opportunities while continuing to expand existing partner relationships.
Increase M-Files share of partner wallet and partner adoption across the M-Files product portfolio.
Demonstrate a strong sense of urgency and accountability for growing joint partner business.
Leverage deep experience across partner ecosystems, including Global and Regional Systems Integrators, Independent Software Vendors (ISVs), Distributors, Resellers, and Managed Service Providers.
Build and sustain trusted relationships across all levels of partner organizations.
Align partner strategies with M-Files objectives and drive adoption of M-Files as a preferred technology platform.
Lead the identification and development of cross-partnership ecosystem opportunities and solutions.
Meet or exceed quarterly and annual sales objectives.
Drive sales process execution, opportunity progression, forecasting accuracy, and successful closure of partner-influenced opportunities.
Maintain accurate forecasts and provide real-time updates to leadership regarding pipeline performance and business progression.
Develop and execute compelling business plans that differentiate and strengthen the value of M-Files solutions.
Lead virtual teams in creating and executing winning value propositions that align customer, partner, and M-Files business objectives.
Coach joint sales teams on effective sales strategies and opportunity management.
Anticipate market, industry, and technology trends and use those insights to identify growth opportunities.
Stay informed on partner business priorities, IT initiatives, and industry challenges to drive strategic business development efforts.
Develop and maintain Partner Business Plans that accelerate long-term growth opportunities.
Identify and drive new programs, business models, and go-to-market initiatives that support business growth.
Lead the identification of potential joint partner solutions and engage M-Files resources to develop innovative offerings.
Leverage knowledge of the M-Files portfolio to create differentiated end-to-end solutions that address customer needs.
Analyze business drivers, market opportunities, and risks to support the development of scalable growth strategies.
Champion projects that support long-range strategic goals and objectives for both M-Files and its partners.
Establish strong professional relationships and credibility with partner executives and key stakeholders.
Serve as a trusted advisor on joint go-to-market strategies and partner growth initiatives.
Clearly articulate M-Files value propositions and business outcomes to both business and technical audiences.
Act as the internal advocate for assigned partners while representing M-Files externally.
Maintain a high level of partner loyalty, trust, and engagement.
Serve as a trusted advisor to partner technology and business leaders.
Demonstrate thought leadership by helping partners apply technology to address evolving business challenges.
Influence partner technology strategies to include M-Files as the technology of choice.
Drive adoption of M-Files solutions across partner technical teams, industry vertical teams, and partner-led customer engagements.
Leverage expertise across multiple industry verticals to identify new growth opportunities and create additional value for partners and customers.
Provide leadership and direction to diverse, global, and decentralized virtual teams.
Serve as a coach, mentor, and trusted advisor to internal stakeholders and partner communities.
Drive process improvements and contribute to the development of new methods, programs, and business models.
Act as a strategic contributor to the ongoing evolution of M-Files' partner ecosystem and growth strategy.