Job Type Full-timeDescriptionAs a Strategic Alliance Manager at Esker, you will play a crucial role in driving business growth by collaborating with our partners throughout the sales cycle. Your key responsibilities include developing and executing joint go-to-market strategies, providing sales training, developing prospecting strategies, setting pricing, and negotiating contracts. You will work closely with Channel partner leadership and sales executives to execute joint go-to-market activities and uncover new business opportunities.Your role involves enhancing product and sales competency within our partners, fostering executive-level confidence, and increasing demand for Esker's solutions. You will contribute to the success of our partners by managing alliance and channel relationships, tracking KPIs, and achieving business objectives through collaborative efforts.Key Tasks/Duties:
- Build new business by assisting our established partners throughout the sales cycle, and supporting their efforts, including sales training, prospecting strategies, product demonstrations, pricing, and contract negotiation. The goal is to build the partners so they can become primarily self-sufficient, and help grow the Esker brand throughout North America.
- Generate pipeline revenue by driving joint go-to-market (GTM) activity with Channel partner leadership, Channel partner sales executives, and our own internal sales organization.
- Partner closely with Esker leadership & direct sales teams (BDMs) to identify new mutual prospects and engagement resulting in new business opportunities.
- Developing product and sales competency within our core set of national partners, influencing their GTM and sales strategy in alignment with Esker's framework to drive partner sourced pipeline.
- Creating confidence at an executive level, leading to creation of downstream sales buy-in and technical practice creation.
- Sharing analytics with executive and technical champions, and driving further demand for Esker's solution through regular cadence sessions.
- Collaborate extensively with the Alliance Team including partner enablement, professional services, marketing, sales, and Esker leadership.
- Drive the development of technical pre-sales & post-sales practices within each focus partner.
- Establish and implement selection process, criteria, and controls for selection, management, and performance of alliance & channel partners including regular reviews of contractual obligations with partners and compliance with Esker policies, procedures, and ethical standards.
- Creating and monitoring KPI's for each partner on a regular interval.
- Manage a defined list of partners to achieve documented business plan objectives.
RequirementsEducational Requirements:
- Bachelor's degree or equivalent experience in business, sales or related field
Essential Experience:
- 5+ years of prior external sales experience
- Experience selling high-end software based solutions including SaaS (Software as a Service)
- Experience selling to private equity firms and the big four consulting firms
- Strong telephone skills coupled with a professional approach to customer service
- Exceptional interpersonal and communication skills
- Basic understanding of Oracle, SAP® and or other ERP solutions
- Clear understanding of business processes (e.g., sales order processing, account receivable, accounts payable, etc.)
- The ability to travel up to 30% of the time
Competencies:
- Communication Skills
- Business Acumen
- Time Management Skills
- Negotiation Skills
- Presentation Skills
- Training Skills
- Customer/Company Focused
- Leading and Influencing
- Coaching and Mentoring