Discover Technologies Careers

Strategic Alliance Manager

Discover Technologies - Mc Lean, VA

Strategic Alliance Manager

What You'll Do at Discover Technologies:

The primary objective of the Strategic Alliances Manager is to create and incubate the alliance channel for the DTechApps Group to achieve the desired revenue targets. This will be accomplished by simultaneously developing a partner program and working with select partners to drive senior level awareness and lead the strategic partner engagement focused on building initiatives, solution development, sales training and sales strategy designed to cultivate a self-sufficient channel, scalable to support the long-term revenue goals of Discover Technologies. You will develop and manage relationships with select partners and work closely with marketing and product development, to sell the value proposition of a partnership to select partners. In this role, you will:

  • Identify, approach, and qualify select partners that will strategically collaborate with DTechApps to market, co-sell and deploy DTechApps based solutions.
  • Accountable for the overall achievement of the revenue, pipeline and other objectives for the alliance channel.
  • Develop and execute a strategic business plan, that integrates the appropriate select partner with the targeted industries and markets of DTechApps.
  • Create, develop and mature DTechApps partner sales training and technical enablement material.
  • Work closely with the select partners to increase their independent selling capabilities and align GTM sales strategies with the Discover Technologies sales team.
  • Jointly develop and execute a detailed roadmap with the select partner’s strengths and weaknesses to identify and create an execution plan to improve the select partner’s co-sell/re-sell capabilities.
  • Develop joint partner solutions that drive sales for the select partners and DTechApps.
  • Align and coordinate DTechApps resources (including sales, pre-sales & technical enablement, marketing, product) necessary to help partner achieve success with their ServiceNow/ DTechApps practice.
  • Evangelize DTechApps throughout your select partner organization by focusing on client-facing personnel, to increase awareness of DTechApps.

Who You Are:

You are an expert executive level relationship builder and can develop mutually beneficial strategic partnerships that generate revenue for your company and your partners. You understand the partner source, co-sell and resell models and have demonstrated success by building a meaningful pipeline of opportunities through such partnerships, through strategic planning & execution. You are a thought leader in your industry, understanding the needs of customers who are embarking on their digital transformation journey. Also, you excel at collaborating with multiple parties to produce solutions that include sales assets such as customer presentations, battle cards, brochures etc.

 

  • Bachelor’s degree or equivalent experience
  • 3+ years of alliances, consulting and/or business development experience in the technology or business consulting industries.
  • Experience delivering sales messaging that articulates complex business and technical concepts to cross-functional audiences
  • 2-5 Years of sales, consulting or product marketing experience preferred
  • Experience executing partner programs to build effective co-sell & resell relationships
  • Experience working effectively across different sales, business development and technical teams, bringing together a cross functional team to deliver results
  • Solid understanding professional services sales and delivery models

What You've Accomplished:

  • You should have a demonstrated ability to translate technical solutions into strategic business outcomes. Critical to this position is the ability to collaborate with multiple cross-functional stakeholders, sales leadership, account executives and other partnership executives to effectively create true win-win partnerships.


Posted On: Wednesday, March 30, 2022



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