Manager Alliances

Alliance / Partner Manager

Do you want to work for an award-winning professional services company? Bits In Glass (BIG) is a great place for energetic IT professionals to work and grow, having received several Great Places to Work awards and accolades for MuleSoft, Appian and Blue Prism. As a high-growth firm, we offer ample opportunities for advancement, with a company culture rooted in getting the job done while having fun! BIG seeks an Alliance Manager who directly contributes to pipeline generation by developing and nurturing our strategic partnerships. Be the chief advocate to our partners to ensure BIG stays at the forefront of their minds for new and existing opportunities.

Responsibilities

• Understand and evangelize the value that BIG brings to our partner ecosystem to drive pipeline growth
• Develop and maintain strong, strategic relationships across key partners
• Act as the primary liaison between BIG and its partners, ensuring clear communication and alignment on mutual goals
• Collaborate with partners and internal leaders to develop joint business plans and strategies that drive mutual growth and success.
• Help identify and pursue new business opportunities with partners to drive revenue growth
• Support sales and marketing efforts by leveraging partner resources, co-selling and co-marketing activities
• Manage, support, and execute partnership programs, including deal registration, licensing, territory mapping, joint marketing and other initiatives
• Monitor and report on the effective of partnership programs and activities, providing insights and recommendations for improvement
• Ensure compliance with partner program requirements and maintain up-to-date knowledge of partner offerings and updates
• Identify and help facilitate the resolution of any potential issues or conflicts which may jeopardize partner standing
• Travel may be required to partner offices and some sponsored events

Required Experience:

• Strong background of value/consultative selling complex solutions or technology (2+ years of sales experience preferably in Software or in Business Applications) selling to cross-industry segment
• Understanding of the enterprise software market, particularly in areas such as workflow automation, integration, business process management and data analytics
• 2-4 years of experience in channel management, alliance management, business development or a similar role within the enterprise software industry
• Proven track record of managing and growing strategic partnerships and/or a sales territory
• Strong relationship-building and interpersonal skills
• Excellent communication and presentation skills, with the ability to influence stakeholders at all levels
• Solid project management skills with the ability to manage multiple initiatives simultaneously
• Analytical mindset with the ability to assess partnership performance and identify areas for improvement
• Highly motivated, proactive and results-oriented person
• Flexibility to adapt to changing business needs and priorities
• Create and execute new cadences, campaigns, driving event attendance, and multi-pronged approach into leads