Sr. VP, Global Channels and Alliances

Spartan Technologies, Inc. - Atlanta, GA

Job Description

The Senior Vice President, Global Channels and Alliances will drive the rapid acceleration of our global partner organization, provide leadership for collaborative, high-performing alliances, and partner sales organizations, and achieve revenue objectives with appropriate growth initiatives. The position can be based anywhere in the United States or in London U.K.

You will work jointly with the leadership team to develop and implement win-win partner programs, sales processes, go-to-market strategies, and business development initiatives that generate revenue incremental to the company’s direct sales channel. Specifically, you must identify and develop partnerships and strategic alliances which are optimized for exceptional revenue growth across Companies products and services.

Lead the effective collaboration of “deal level” tactics between sales and partners at both new and existing customers to drive new logos & influence revenue. Create and communicate global direct & channel sales teams’ mappings and ensure that teams are working together on the front line to identify, penetrate, and close large, complex, enterprise software deals. Participate directly in the sales cycle for key ‘must win’ opportunities and facilitate co-sell opportunities.

Build and drive joint strategy and business plans for Global Partners by segment and geography that includes compelling JOINT value propositions, clearly defined go-to-market initiatives with key sponsors, milestones, and progress tracking metrics.

Establish and execute sales and technical governance models to maintain leadership input and alignment. Develop key partner infrastructure, including sufficient and scalable processes, forecasting, compensation, training, and operational initiatives.

Manage partner activity across the business

Maintain active lead management and sales funnel activity with assigned global partnerships.

Create partner quotes (pricing proposals) and complete follow-up tracking through approval process with Company management. Track and report of individual sales and marketing objectives metrics on a weekly basis.

Create joint investment in new regions where we don’t have Direct Sales

Design and implement joint marketing plans with Partners and Direct Sales Teams

Anticipate and manage channel conflicts

Regularly communicate with Company Sales and Marketing executives in support of global partnerships assigned and its activities in support of Companies mission.

Secure partner commitment and participation in Company product launch events, PR activities, and marketing events.

Oversee partner enablement to ensure partners are properly trained and motivated to sell and deliver Company product and service offerings. Ensure standards for partner delivery excellence and customer satisfaction are maintained or exceeded.

Manage the team responsible for working with and supporting Partner activity across geographies

Manage the team of Field Partner Sales Representatives that nurture and support the relationship between Company and its global partners.

Participate in hiring, performance management, and ongoing employee development activities to continuously enhance the capability of Companies Field Partner Managers.

Partner with marketing to recommend and help produce requisite and up-to-date assets that support overall alliance plans and objectives.


Required Experience and Skills:

Motivation, Innovation, Passion, Integrity, Teamwork, Customer-Focus.

You should also bring the following:

The ideal candidate will have 15 plus years’ prior global alliances leadership experience in enterprise software (including Enterprise SaaS) driving partner revenue and growth with key systems integrators and business partners through an enterprise sales force.

Must be a team player who is goal-oriented and confident, with aptitude and desire to build?high-performing dispersed team. This individual must demonstrate an ability to get things done, build consensus, resolve conflict, and solve tough business problems, working in concert with others.

Demonstrated ability to grow and close large global accounts through partners, selling a combination of products and services. Outstanding track record of consistently meeting/exceeding revenue and corporate objectives.

Skilled at business planning and securing field sales, channel sales, and partner sales leadership commitment to the plan. Ability to articulate a clear vision of the future state, outline the steps required to get there, and secure the commitment of senior management to meet quarterly objectives (revenue, demand generation, and enablement). Diligent at measuring and communicating progress towards the plan, identifying roadblocks, and coming up with appropriate resolutions.

Strong capabilities in building and executing channel strategies by segment and geography, creating, and presenting sales plans, setting milestones, measuring performance and being accountable for results to executive management.

Strong leadership and influencing skills: the ability to obtain results in an organization that he/she does not control.

Highly professional persona and polished demeanor. You will have exceptional communications, and interpersonal skills with a mature executive presence and a controlled ego.

Collaborative, self-directed leader with the ability to effectively build relationships, and display confidence in his or her intentions and those of the organization.

The successful candidate will be adaptable and flexible, able to work and thrive in an environment that is evolving and constantly changing.

Post COVID-19, you have a willingness to travel up to 50%.

We are unable to sponsor candidates for H-1B visas in this role

Posted On: Tuesday, November 2, 2021

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