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Director of Channel Alliances

4 months ago

Chicago, United States fusionSpan Full time
Job DescriptionJob Description

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

The Director of Channel Alliances 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 Alliance leaders.
  • 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.
 

What We Offer:

  • Health (PPO) dental & vision plan – 100% covered for employee 
  • Long/Short-term disability insurance – 100% covered for employee 
  • Life and AD&D insurance – 100% covered for employee 
  • IRA with 3% matching contribution
  • 15 days of paid vacation – increases with tenure
  • 10 paid federal holidays
  • 12 weeks for parental leave 

About fusionSpan

fusionSpan is a fast-paced, high-energy global firm with a highly motivated team. This role will experience high work demands under tight timelines requiring a flexible and adaptable approach to daily priorities. We are open to qualified candidates worldwide even though our job opportunities are posted for a specific region.

Check out our Great Place to Work Certified Badge here.

Culture of Caring

We aim to foster a culture of caring. Caring for our clients but also each other. As a company, we focus on working on interesting technologies and helping our non-profit clients provide the best experience for their members. But we also want to make sure that our team experiences personal growth in their careers.

fusionSpan provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Our Company Values:

  • Give back to those communities that have gotten us where we are today.
  • Foster a culture of caring in all working relationships. Respect for each other and our diverse backgrounds and experiences.
  • Deliver seamless experiences and best-in-class solutions.
  • Embrace change and strive for growth.

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