Job Description
We are looking for a passionate, experienced, driven, strategic, yet tactically hands-on senior Alliance Director to manage relationships with a set of Global SI Partners.
The role will include managing existing alliance relationships with partners, developing and executing the program for a predictable and repeatable experience for the customer, partner and Schneider Electric Software team.
As part of a successful outcome, this person will work with the partner in achieving mutually agreed upon results and KPIs.
Key Responsibilities
• Refine and shape the Global Strategic Alliance Program to be an ongoing strategic asset to the company’s growth and profitability objectives
• Recruit new (as needed), onboard, and manage existing Alliance partners
• Work cross functionally across the software business to drive creation of and monitor GTM business plans, sales, delivery, support, and sustaining/evolution of the Alliance partnerships
• Manage contract terms negotiations and orchestrate agreements’ signing or renewals
• Define clear KPIs and metrics as part of a successful Alliance Program outcome.
• Monitor/measure, report, refine/optimize, and mitigate as needed
• Drive regular/periodic business review with Alliance Partner Executives to review partnership performance.
• Coordinates and communicates on a regular basis with the community of other business teams such as, LOBs, Strategic Account Managers and Direct Sales Account Executives managing the relationship at local sites of the client.
• The role will require working collaboratively with multiple stakeholders within the software business’ global and regional teams such as LOB Leaders, Delivery, Consulting, Marketing and Regional sales teams.
This role will report into the VP Software Business Global accounts and Large Project Pursuits.
Key Functions:
• Lead go-to-market workshops involving cross-functional teams to define the joint value propositions with strategic alliances.
• Coordinate across the business and with SI partners to drive pipeline growth and velocity identifying potential sales engagements.
• Lead joint account planning strategy with key stakeholders.
• Support pre-sales pursuit activities globally where alliance engagement can be a winning strategy for identified pursuits.
• Pro-actively work with regional service teams, coordinating engagement of strategic alliance partners for services to be provided as a sub to Schneider Electric.
• 50% travel may be required as part of the job, along with early morning and late night conference calls will be required.
Desired Skills and Experience
• Bachelors’ degree in Computer Science, Engineering, or related/equivalent field.
• Experience working with enterprise manufacturing software in select verticals such as F&B, O&G, Life Sciences, Infrastructure.
• Strategic partnership management within the manufacturing enterprise software market segment
• Proven track record to recognize, analyze, and take action on joint value propositions, business case creation around strategic solutions, and end-to-end go to market approaches
• Ability to lead, work, influence, and coordinate activities in a cross functional (product management, engineering, sales, marketing, procurement, legal, finance) team-oriented, partner-focused environment
• Proven skill in partner engagement and negotiations
• Strong organizational, leadership, and analytical skills with outstanding written and oral communication skills
• Uncompromising attention to detail and high standards for results
• Ability to keep composure, self-motivate, and thrive in a fast-paced environment with a hands-on, roll-up-the-sleeves approach
• Team player: will be able to work collaboratively with extended Schneider Electric Software team.
• Executive relationship skills, Excellent presentation and communications skills, both written and oral;
• High level of energy and passion, a tolerance for last minute travel and extra work hours as needed;
• Experience in sales support activity. Clear understanding and support of sales process.
• Flexible attitude and excellent organizational skills with the ability to plan and execute a variety of tasks on a timely basis and as the situation requires;
Understands typical client's drivers for improved information for both operations and at the business level
• Experience in communicating with high level stakeholders of business information to determine the value of information at all layers of the enterprise.
• Excellent time management skills with the ability to prioritize and allocate resources so as to ensure achievement of revenue objectives;
• Ability to think in a strategic manner then formulate and advise sales strategies based on events and developments during the sales process;
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