Partner Alliance Manager

About Mogli

Mogli Technologies delivers a native Salesforce application for SMS and WhatsApp communications to global education organizations and nonprofits, along with extreme growth of clients in commercial verticals. Our products are easy to use and have robust functionality. Our fantastic team members have won the loyalty of clients around the world. We are a small, high-trust team focused on accelerating our clients' success globally.

What we hold sacred around here:

Empathy: A powerful characteristic that's about being in tune, seeing, knowing, and understanding others while also relating as a human in a tech-minded world. Listen. Ask questions. Offer tactful solutions. Instead of serving our own interests, we are wired to serve others.

Hustle & Tenacity: We are action-oriented and happiest in motion. We take pride in delivering exceptional experiences for our clients & partners. In the midst of adversity or challenges, we don't quit, but hold to a vision and eliminate barriers to find resolution & make things happen.

Twinkle in your Eye: It's that hidden energy, emotion, or humor – the excitement of having a particular idea before putting it into action. You know something about something and you are excited to share that knowledge.

Proactive: We aim for a no-surprises policy that builds trust by outlining the next steps early and often, identifying patterns, and courageously communicating. A little extra effort up front saves a big effort later on. Proactivity is a generous and conscientious act.

Growth Minded: We are continually evolving, creating, beautifully curious, and willing to step outside our comfort zones. Unwilling to settle for how things are, we are always looking for ways to engage more effectively and efficiently. Navigating a growing and dynamic business is easiest with a growth mindset.

Location: Remote within the United States

Reports to: Sr. Director of Alliances & Partnerships

Salary: $75k-$90k base salary, $120k-$130k OTE with uncapped commissions

Anticipated Start Timeline: May, 2024

Schedule: Flexible work hours within a standard business day

What we are looking for:

We're looking for a Partner Account Manager to join our team. In this role, you will report to Mogli's Sr. Director of Alliances and work very closely with Mogli's Sales and Marketing Teams. You will be responsible for building, maintaining, and evolving relationships with Salesforce SI/ISV Partners and Salesforce AEs/SEs/RVPs to refer Mogli SMS business. You will work closely with leadership, the sales and marketing teams, and account management to increase Mogli SMS opportunities domestically and internationally. You will execute the Mogli partner program and partner referral channel. You will be adept technically with Mogli SMS and a master of demos while also organizing and providing ongoing training to the appropriate SI/ISV Partners and Salesforce teams.

You will work with Salesforce SI/ISV Partners, Salesforce AEs/SEs/RVPs, and other relevant roles to create greater visibility for Mogli SMS opportunities and shepherd specific deals from partners to Mogli's sales team and equally back to Salesforce AEs. You'll work closely with the leadership team to execute GTM plans in an owned/aligned market unit/industry and develop specific target practice development plans.

Responsibilities:

• Grow and enhance sales pipeline via partner referrals and demosWork closely with the Sr. Director of Alliances, CRO, CMO, and Mogli's Solutions Engineering (SE) team on a daily basis
• Identify, prospect, and build partner relationships with ISV and SI partners and engage Salesforce AEs/SEs/RVPs while placing your time and efforts in the places that will generate a rewarding flow of business to Mogli
• Focus on building relationships with Salesforce SEs leveraging Salesforce's demo org systems, Mogli's library of automations and talk tracks, while working closely with Mogli's SE team to deliver powerful, easy-to-use demos that fit Salesforce's prospect's needs
• Nurture partners with demos (ie 'lunch and learns'), partner program benefits, webinars, and information on the roadmap, pricing, and releases
• Lead product inquiry and discovery calls to understand partner needs and their clients' use cases
• Provide demos of Mogli appropriate and customized to the needs of the partners
• Provide a careful hand-off of the referred lead to the sales team
• Follow up with partners to acknowledge and thank them for their referrals, and to better understand future pipeline
• Set recurring meetings with partners to review pipeline and educate partners on appropriate questions to ask to qualify leads and increase referrals
• Create and execute monthly partner newsletter and webinars to drive engagement and awareness.
• Consistently deliver updates and shared wins to Salesforce Partner Alliance Manager and to appropriate AE/SE/RVP via Salesforce's Slack channels and email
• Use Mogli's instance of Salesforce and HubSpot to track engagement and activities

Prospecting

• Promote partner lead generation with email and calling campaigns
• Work with the marketing team to identify new tools and campaigns for identifying partners

Events

• Participate and support events around the country and globe, including Dreamforce, Dreamin' Events, and Partner User Conferences
• Coordinate and schedule meetings with clients and partners around these events

What your day to day looks like:

• Prospecting and establishing new SI/ISV and Salesforce AE/SE relationships
• Engaging and staying connected with existing SI/ISV and Salesforce AE/SE relationships
• Working directly with Mogli AEs/BDRs to schedule referral demos and close referral deals
• Supporting and leading marketing campaigns, webinars, events, and other activities to engage and foster successful relationships with SI/ISV partners and Salesforce
• Engage SI/ISV partners and Salesforce AE's when a Mogli SMS sale is completed by communicating through various channels to celebrate the win and use the sale as a chance to bring attention to Mogli
• Events: Salesforce Dreamforce, regional events, partner events, etc. Plan and organize fun ways to connect with ISV/SI partners and Salesforce staff to promote Mogli and build relationships
• Stay connected with Mogli's Salesforce partner reps to build and evolve our presence with Salesforce, and build new relationships with Salesforce RVPs and decision-makers
• Effectively track and report on partner engagement metrics for deal attribution and transparency

What you bring to the table:

• 2+ years of solution sales or ISV Sales for SaaS platforms/solutions
• 1+ years of partnership experience (preferably in the Salesforce ecosystem)
• Ability to articulate a clear, concise client value to internal and client stakeholders
• Sales methodology training and high app rigor within Salesforce Sales/Service Cloud
• Strong client or partner references from SaaS industry leaders
• Entrepreneurial mindset with the ability to create engaging campaigns that drive awareness and net new opportunities

The Benefits We are Proud to Offer:

• Complete Medical, Vision, Dental Insurance, Short-term/Long-term Disability, and Life Insurance fully covered by Mogli
• Support for professional development, including professional certification
• Matching 401k plan
• Employee Assistance Plan, AD&D, etc
• Flexible Time Off Policy
• 9 US Federal Holidays and 6 paid sick days
• Work from Anywhere in the United States

Our Commitment to Diversity, Equity, and Inclusion

We're actively taking steps to make sure our culture is inclusive and that our processes and practices promote equity for all, including people of color, people from working-class backgrounds, women, and members of the LGBTQ+ community. We welcome and encourage applications from people with these identities or members of other historically marginalized groups.

Research shows that women and people of color tend not to apply to jobs unless they believe they are 100% qualified and apply to fewer senior-level positions. With that in mind, we encourage you to apply if you're not sure whether you meet our qualifications. We'd love to have the opportunity to consider you.