Maveric Systems - Strategic Alliance Manager

Strategic Alliance Manager

ROLE OVERVIEW:

We are seeking an energetic, self-driven enterprise software executive to be the primary point of contact and Alliance Manager for one or more of our top Strategic Alliances. You will be responsible for increasing our footprint and growth for integrated solutions developed on partner platform, establishing Maveric as a trusted BankTech Service provider, and facilitating long-term, value-based relationships through direct engagement with decision makers, strategic account plan development, and personalized, one-to-one marketing.

The ideal candidate will bring along the partner background that has given them a head-start and enables them to drive successful partnerships and engage at the CXO level.

You will:

1. Take ownership of developing and executing a scalable approach to strategic partnerships, partner services and sales development including go-to-market strategies.

2. Develop and execute a global strategic joint business plan which drives all aspects of the partner relationship

3. Manage and interpret all partner business models and associate knowledge to achieve all organizational objectives

4. Analyse all customer requirements and work with Solution team to develop solutions to complex problems and build effective global go to market programs to monetize the solutions

5. Develop and maintain excellent relationships with key executives within assigned partners and prepare various vertical market strategies to enhance growth

6. Work closely with internal stakeholder teams to build positive relationships and strong engagement between alliances, field sales teams, Business teams and solution/Product teams.

7. Participate with Alliance partners in various industry events and conferences, provide presentations and have knowledge of our product portfolio to enhance partnership engagement and enhance growth in sales

8. Maintain and update knowledge on all new technology in business and participate in trainings and professional meetings for same

9. Develops strategic plans with the partner to grow the size of the business and company's share

10. Run enablement programs and help build service practices, competency and capability

11. Deepen relations with partners by looking at opportunities for upselling and cross-selling

12. Monitor market trends and competitor's activities

13. Re-evaluate current approaches and suggesting and/or implementing new ideas,

looking into the future to create innovative and unconventional solutions, and working

with others to generate multiple ideas in a structured way

14. Develop a feedback loop to ensure constantly improving experience for partners

QUALIFICATIONS/SKILLS:

1. Must possess deep customer and industry knowledge, be able to influence key decision makers on our integrated value propositions and in our ability to deliver long-term value for our mutual customers.

2. Deep understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models.

3. Deep understanding of the company's products (e.g. Azure, Servicenow), software, and services.

4. Able to communicate the strengths of company's offerings relative to competition and overcome objections.

5. Effectively sells company offerings by building strategic relationships with partner senior management, principals and decision makers; aligning partner and company processes; and promoting company programs and offerings.

6. Ability to motivate partner's sales force.

7. Deep understanding of pipeline management discipline and ability to explain benefits to partners/sales teams.

8. Relentless learner and the passion to pick up recent technologies and industry trends

9. The position also requires a strong product acumen, complex campaigns understanding, along with working knowledge of the Enterprise IT landscape.

Core behavioural skills

- Ability to handle multiple priorities and demands in a fast-paced dynamic environment

- Action and detail-oriented with strong organization and prioritization skills

- Takes direction, documents expectations, then executes with minimal further direction

- Flexible, self-driven, and proactive

- Data driven and strong with numbers, pipeline conversion metrics and efficiency metrics

Must have role-aligned skills

- Preferably from Digital / Data (AWS/Azure/ServiceNow) space with experience in partnership and alliances roles

- A consistent track record of signing partnerships across geographies.

- Knowledge of GTM (Go-to-market) planning and Enterprise sales.

- Strong understanding of the Partner alliance creation as well as maintenance process.

- Aware of bid and sales process.

- Outstanding written, verbal, and presentation skills, with the ability to convey issues

clearly, and concisely

Nice-to-Haves

- Experience in BFSI domain, working with Banking customers around Sales, business development, account management etc.

- Understanding of Cloud Computing, data management, big data, and cloud software business

- Experience in business development or other entrepreneurial environment

- Prior experience in Digital / Data Analytics would be an advantage.

LOCATION: Bangalore

EXPERIENCE:

- Typically 5+ years or more of selling experience at end-user account or partner level.

- 5+ years of sales management and leadership experience working with partners and customers

EDUCATIONAL BACKGROUND:

- A bachelor's degree : BE/BTech/MCA from tier-1/2 Schools with excellent academic achievements

- MBA from reputed institutions