Vice President, Partnerships and Alliances

WHO WE ARE

In an era of rapid change, determining the creditworthiness of customers can be tricky. For companies selling internationally, distinguishing a good customer from a potentially bad one is even more difficult. At Coface, our credit information services are designed to help businesses make wise lending decisions. Our credit information services are designed to help businesses make wise credit decisions, no matter where they trade.

A modern and agile company with the most finely meshed international network, Coface is a reference in credit insurance and risk management. With over 70 years of experience as an industry leader, and a team of 4,100 experts in over 65 countries, serving around 50,000 companies, Coface experts work to the beat of the global economy. It’s our ambition to become the most agile, global business information partner in the industry. We believe in business as a force for good in the world.

THE ROLE

The Vice President, Partnerships and Alliances role has a direct impact on top-line growth, while enabling bottom-line results. This role is key to our organization; helping to identify, assess, and execute the development and maturity of Coface’s partner ecosystem.

The Vice President, Partnerships and Alliances will have significant visibility and interaction at the executive level, is highly-motivated and is a strategic-oriented sales and partner executive that is passionate about growing and cultivating the Coface Business Information partner ecosystem to their fullest potential.

This individual will report to the SVP/GM of Coface North America and work closely with his or her peers on the Enterprise Sales, Mid-Market Sales and Customer Success teams.

Key Tasks and Responsibilities

• Develops and owns a framework for identifying, assessing, and executing partnerships.
• Identifies and prioritizes partnerships with fastest speed-to-market and greatest ROI.
• Develops revenue share models for new business partnerships to support Coface’s sales & profit goals.
• Owns and communicates internally the plan internally across multiple stakeholders, including Executive Team.
• Contributes to pipeline growth through partnerships via referral, reseller, co-seller, channel, etc.
• Supports the development of scalable business strategies that create competitive advantage within multiple industry verticals.
• Assessments by industry vertical and prioritize opportunities, based on business impact.
• Identifies external alliances, supply chain partners that will serve as enablers of an integrated logistics vision in high-growth markets.
• Forecasts business impact, based on growth rate and .adoption expectations, by industry.
• Monitors and measures contributions to pipeline growth and new opportunities.
• Solicits input from critical stakeholders including key customers, industry leaders, and internal departments.
• Stays connected to industry trends, changes in supply chain volatility.

THE CANDIDATE

• 10+ years of sales leadership experience, preferably experience in SaaS insights products.
• Minimum three years of client relationship management within credit insurance or financial institution; Previous experience in global business will be a plus.
• Last Mile/Final Mile/Omnichannel experience ideal.
• In depth familiarity and knowledge of various contract structures in order to know how best to negotiate between price and risk.
• Credit Risk Management and Project Management a plus.
• Strong Excel skills required.
• Strong communication and presentation skills, including experience having developed sales pitch decks.
• Team player with a willingness to operate in a fast-paced environment.
• Drives towards results, customer oriented, and forward thinking.
• Collaborates well with internal stakeholders and supportive of change.
• Works towards win-win outcomes and achieve value added results during negotiations.
• Ability to travel within the U.S. and Canada