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NA Partner Alliance Manager

4 months ago

Clyde, Ohio, United States SUSE Full time

About Us

Always open. Our code, our culture, our opportunities. Leading open innovation without limits. We are SUSE.

SUSE is a global leader in innovative, reliable and secure enterprise open source solutions, including SUSE Linux Enterprise (SLE), Rancher and NeuVector. More than 60% of the Fortune 500 rely on SUSE to power their mission-critical workloads, enabling them to innovate everywhere – from the data center to the cloud, to the edge and beyond. SUSE puts the "open" back in open source, collaborating with partners and communities to give customers the agility to tackle innovation challenges today and the freedom to evolve their strategy and solutions tomorrow.

We are open in our roots and open in our approach, striving to be the most trusted open innovator in the World. Openness extends beyond our technology. Our vibrant community thrives on diversity and connectivity without borders.

NA Partner Alliance Manager

Job Description

Position Title: North America ISV Partner Alliance Manager

Job Description:

We are seeking an experienced and driven North America ISV Partner Alliance Manager to join our team. In this role, you will be responsible for developing, managing and driving strategic co-selling partnerships with ISVs in North America. You will work closely with cross-functional teams to enable and engage a targeted set of ISV partners to drive joint go-to-market enablement, co-sell engagement initiatives and revenue growth.

Responsibilities:

  • Partner Development: Identify, recruit, and onboard strategic ISV partners that complement our product portfolio and enhance our market presence.
  • Relationship Management: Cultivate strong relationships with key stakeholders at ISV partners, including executives, product managers, and sales teams, to drive collaboration and alignment on joint initiatives.
  • Joint Go-to-Market Planning: Collaborate with ISV partners to develop joint go-to-market strategies, including co-selling, co-marketing, and co-development initiatives, to drive mutual business growth.
  • Solution Sales Enablement: Develop and deliver partner enablement programs, including training, sales tools, and resources, to ensure ISV partners are equipped to effectively market and sell our solutions.
  • Sell-with and Sell-To Execution: Drive co-selling execution and ISV embedded pipeline development with strategic ISVs including AI, Analytics, Data Services, Observability, Networking, Security and DevOps partners with field sales teams and strategic consulting partners. This is the heartbeat of the role. You will interface with account executives, solution architects, VP, Director level sales and alliance leaders to drive the enable and engagement execution with strategic ISVs.
  • Performance Tracking: Define key performance indicators (KPIs) and metrics to measure the success of partner engagements, tracking progress against goals and identifying areas for improvement.
  • Market Analysis: Stay abreast of market trends, competitor activities, and industry developments to identify new partnership opportunities and ensure our offerings remain competitive.
  • Internal Collaboration: Collaborate with internal teams, including sales, marketing, product management, and engineering, to align partner activities with overall business objectives and drive cross-functional synergy.
  • Contract Negotiation: Develop a pipeline of sell-to or embedded ISV opportunities and support contract negotiations with key partners, ensuring agreements are mutually beneficial and aligned with company policies and objectives.

Qualifications:

  • Bachelor's degree in business, marketing, or a related field (MBA preferred).
  • Proven experience (X years) in partner management, alliance management, or business development roles, preferably in the technology industry.
  • Demonstrated track record of successfully developing and managing strategic partnerships with ISVs or technology partners. Strong understanding of software ecosystems, including cloud platforms, SaaS solutions, and developer tools.
  • Excellent communication, negotiation, and presentation skills.
  • Ability to work effectively in a fast-paced, dynamic environment and drive results independently.
  • Willingness to travel as needed.

Job

Sales

What We Offer

We empower you to be bold, driving your career to create the future you want. We celebrate and reward your achievements.

SUSE is a dynamic environment that is evolving rapidly, thus requiring agility, strong entrepreneurship and an open mind.

This is a compelling opportunity for the right person to join us as we continue to scale and prosper.

If you're a big thinker, obsessed by execution and thrive in a dynamic environment in which you can tangibly create a lasting legacy, then please apply now

We give you the freedom to be yourself. You will work in a global community of unique individuals – like you – with different backgrounds, talents, skills and perspectives. A truly open community where everyone is welcome, has a voice and is encouraged to reach their full potential regardless of age, gender, race, nationality, disability, sexual orientation, religion, or any other characteristics.

Sounds like the right fit for you? Click Apply to submit your resume. A recruiter will contact you if your skills match our current or any future positions. In the meantime, stay updated on the latest SUSE news and job vacancies by joining our Talent Community.

SUSE Values

  • We are passionate about customers
  • We are respectful and inclusive
  • We are empowered and accountable
  • We are trustworthy and act with integrity
  • We are collaborative
  • We are SUSE