Alliances Manager ( CRM/SCM) - Jobs in Toronto, ON

Job Description

The Job: Alliances ManagerWe are looking for a highly motivated team player to join our Agiloft Alliances & Partnerships team who will be responsible for the management and orchestration of Global & Regional Services Partners with close alignment with a number of Agiloft Stakeholders.This is a key and strategic role that requires a balance of strategy, sales and a roll-up your sleeves and a 'get it done' attitude. In this role, the Alliances Manager will define the joint short- and long-term business goals and go-to-market plan with the Services Partners around industries and product focus, align with all relevant internal stakeholders in clearly defined “Go-To-Market” plan. The Alliance Manager will manage the forecast for influenced and sourced ARR and make sure that the Services Partners are well aligned with our Sales Reps in the sales process. The Alliances Manager will closely align with the sales stakeholders (RVPs & AEs) to drive joint account planning.The Alliances Manager is responsible for supporting Services Partners around their enablement plans and certification growth. The Alliances Manager will work with Partner Enablement, Pre-sales (SE team) and Post Sales (Services Delivery, Customer Support, Training) to build a partner education plan in order to secure high-quality delivery and post sales activities.This individual will hold accountability for achieving and exceeding the performance targets jointly established with Services Partners in the assigned territory.Job ResponsibilitiesCriteria for Success:ARR Sourced / Influenced Achievement vs. ARR TargetPartner Pipeline Sourced vs. Pipeline TargetPartner Sales and Delivery Readiness / Certified IndividualsPartner Delivery Quality, # of Red Projects, Partner C-Sat Score, Referenceable CustomersPartner Agreement Signed, Yearly Business Plan agreed and QBR completedJoint Go-To-Market Alignment defined, and Joint Account Planning performed with strategic customer accountsPartner ManagementBe the primary point of contact for assigned partner/sEstablish and maintain trusted advisor relationships with assigned partner/s and drive partner’s accountabilitySupport partner to deliver customer success and reference-abilityFacilitate executive conversations and escalation managementEnsure effective and timeline internal and external communicationsConduct regular cadence between Partner and Agiloft stakeholders (Sales, Partner team, etc.)Conduct timely partner QBR to ensure quality of the relationshipMaintain partner scorecard to communicate to Executive Leadership the effectiveness and quality of the partner relationshipCollaborate with Sales, Sales Engineering, PS Sales, Product, Services Delivery, Customer Support, Training, to ensure continuity and facilitate partner success during the entire customer engagement lifecyclePractice DevelopmentResponsible for the partner’s Agiloft practice development plansBe the partner advocate inside AgiloftDrive certification growth at assigned partner(s)Drive specialization at assigned partner (s)Ensure delivery success of assigned partner (s)Explore joint solution development related to Agiloft sales playsBusiness Development (Sales and Revenue Generation)Review partner pipeline and facilitate resolution of channel conflict as requiredBe responsible for sourced and influenced revenue and pipeline targets of the assigned partner(s)Work with partner/s to create joint strategy and GTM plans to achieve revenue goalsDrive joint GTM events such as sponsoring customer events, webinars, etc.Collaborate with sales for opportunity reviewsFacilitate joint target account mapping exercise between partner and Agiloft sales teams and support joint account planningProvide pre-sales support and look for opportunities to upsell into existing clientsDemonstrate thought leadership in solution-based selling using partnersSkillsetsExercise leadership skills combined with strong business acumen and in-depth analytical skillsBe knowledgeable with Agreement domain such as CLM Sell Side, CLM Buy Side, RFx, Proposal Management, etc.Maintain a working knowledge of Agiloft strategy, business, markets and servicesProven ability to build, lead and execute strategy in a cross-functional environmentStrong tolerance for ambiguity; able to focus and execute in a changing environment; ability to make things happenDemonstrated analytical, organizational, and project management skills, using relevant information to make timely and critical decisions that affect cross-functional teams and has substantial impact on investments and program effectivenessDemonstrable proof of producing measurable results of influenced revenue or channel sales through global or regional strategic system integratorsAbility to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organizationStrong drive and character qualities that match with company core values and inspires others to follow and actExecutive presence to lead and manage the global or regional partnersStrong executive selling and business development skills; proven ability to understand different partner GTM and Organizational modelsUnderstanding of service offering creation, marketing, lead generation and professional services organization key performance indicatorsWillingness to travel – Up to 30%Experienced in global markets, customs and individual country business protocols and dynamicsExcellent command of the English language requiredOther language skills are a plusAbout AgiloftAgiloft was named as the market leader in every category in the Gartner Critical Capabilities for CLM report, and a market leader in the Gartner Magic Quadrant. Contract Lifecycle Management (CLM) is one of the fastest-growing areas of enterprise sales, with a TAM projected to climb from $2B to $7B in the next 5 years.The Agiloft Contract and Commerce Lifecycle Platform has won over a dozen awards, including the Editor's Choice award from PC Mag, for the past five years in a row.Agiloft has a highly differentiated value proposition which is uniquely appealing to enterprises: pre-built applications with a deeply configurable, no-code platform for integrated Business Process Management throughout an organization.Agiloft is pioneering the applied use of Artificial Intelligence to enable next-generation business commerce at organizations ranging from small enterprises to U.S. government agencies and Fortune 100 companies.Agiloft is the only company in the industry with the confidence to provide an unconditional satisfaction guarantee, and you too will be successful with Agiloft.As the leader in the CCLM market, Agiloft is winning many Enterprise deals and looking to hire the best talent to meet this demand with a competitive compensation plan that rewards over achievement.Our Values: Honesty, Integrity, and Respect | Accountability | Client Focus | Continuous Improvement