Channel Alliance Manager

Found in: Appcast Linkedin GBL C2 - 2 weeks ago

Chicago, United States fusionSpan Full time

​fusionSpan​is a fast-growing multinational information technology services company seeking a talented Channel Alliance Manager with experience in the Salesforce ecosystem.

The Channel Alliance Manager will drive the strategic partnerships and alliances within the Salesforce ecosystem. This role will develop and execute alliance strategies, establish mutually beneficial relationships with channel partners, and drive revenue growth through collaborative initiatives. You will collaborate closely with revenue operations and delivery teams to identify opportunities, build joint solutions, and ensure alignment with organizational goals. The ideal candidate will have a strong understanding of B2B marketing, experience in managing alliance partnerships, and be able to work cross-functionally with various internal and external teams.

This is an opportunity to build channel relationships that differentiate fusionSpan to the channel and the customer.This role will lead the development of our messaging and our perception within the channel.As we continue to grow this relationship, this role is critical to our success.

**This role can be based in Chicago, IL, or our Rockville, MD location.

Responsibilities:

  • Lead, Develop and execute a comprehensive partnership strategy with Salesforce and other strategic/ISV/OEM partners, aimed at driving revenue growth for both companies.
  • Build and maintain strong relationships with key stakeholders at Salesforce, including executive leadership, sales, marketing, and product teams.
  • Collaborate with internal teams, including sales, marketing, and product, to identify and execute joint go-to-market initiatives with Salesforce.
  • Support the revenue operations teams in client pursuits and escalations.Become the proactive voice of the customer to the channel when required.
  • Identify and pursue new partnership opportunities that align with the company's strategic priorities and growth objectives.
  • Ownership of the overall go-to-market relationship with channel partners, including all relationship management, executive communication, and execution of governance.
  • In collaboration with alliance companies, identify and manage key metrics to measure the success of our partnership marketing efforts.
  • Develop a deep understanding of our alliance companies' products, services, and go-to-market strategies.
  • Demand Generation: Facilitate and execute demand-generation activities, including internal and joint enablement sessions, briefings, and events to develop a qualified pipeline.
  • Client Alignment & Field Engagement: Work across the organization to connect the right partner SMEs with the right opportunities to develop strong strategies and execute successful sales cycles.
  • Pipeline Tracking & Reporting: Maintain ownership of opportunity tracking between fusionSpan and channel partners.
  • Possesses a deep understanding of the partner ecosystem, including incentive programs, enablement offerings, certifications, and success measures.
  • Lead and execute Alliance territory plans with internal sales teams.
  • Coordinate and ensure a very regular cadence between fusionSpan, Partner sales, and Allianceleaders.
  • Proactively track and report on key success metrics identified for the channel.
  • Proactively assess, clarify, and validate partner needs on an ongoing basis.
  • Manage and escalate potential channel conflict by fostering consistent and open internal and external communication.
  • Manage and review pipeline and other relevant metrics tied to partner strategies and initiatives in close alignment with internal and external stakeholders.
  • Ensure effective and timely internal and external communication and coordination of Salesforce’s ecosystem strategy and execution of results.
  • Drive adoption of partner programs and initiatives among assigned partners.
  • Proactively identify new potential business through various prospecting activities.
  • Experience driving ACV, managing the Partner Trailblazer Score, cascading SF events to practice resources, coordinating in-person events/meetings for Dreamforce or Connections, etc.


Qualifications:

  • Minimum of 2 years of professional experience in sales execution, sales enablement, alliance management, sales, B2B marketing, customer service, e-commerce, and other customer engagement applications.
  • Proven track record of building successful partnerships with technology vendors, specifically with Salesforce.
  • Strong verbal, written, and presentation communication skills.
  • Strong sales and negotiation skills, with the ability to identify and close new partnership opportunities.
  • Ability to manage multiple projects and priorities in a fast-paced, hybrid environment.
  • Bachelor’s degree in business, marketing, communications, or relevant field.

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