Strategic Alliances Manager

2 weeks ago

Vienna, Virginia, United States Medium Full time
Why We Work at Medium
At Medium, we harness the power of data through innovative analytics, paving the way for a brighter future. Our dedicated team of over 6,500 global professionals is committed to transforming uncertainty into confidence, risk into opportunity, and potential into prosperity. We welcome bold and diverse thinkers to join our mission.

Role Overview
The Alliances Sales (Partners) team is crucial in uncovering new revenue streams for the organization. This role involves proactive outreach and business development with partners, facilitating access to government contracts, and enhancing our public sector partner program.

Key Responsibilities
  • Engage proactively with partners to discover new contracting opportunities at the Federal, State, and Local levels that can drive revenue growth.
  • Conduct consistent outreach to prospective partners to promote Medium's capabilities, products, and services.
  • Build a robust revenue pipeline by fostering relationships with both large and small business partners.
  • Secure access to various government contracting vehicles through resellers, distributors, and partners.
  • Develop and maintain an effective public sector partner program, ensuring regular communication with potential partners.
  • Collaborate with Capture teams to identify and educate high-potential partners.
  • Work alongside Marketing to enhance partner outreach and communicate the value of collaboration with Medium.
  • Lead the onboarding process for new partners.
  • Maintain accurate data in our CRM system to support territory and account planning.
  • Navigate complex deal management by aligning multiple decision-makers and negotiating successful sales closures.
  • Develop strong relationships with partners and clients by understanding their needs and business objectives.
  • Partner with agency-specific Account Executives to ensure smooth transitions from partner-specific to customer-specific activities.
  • Collaborate with the North America Sales team on strategic accounts.
  • Perform account planning for assigned accounts, coordinating with internal sales resources.
  • Gain deep knowledge of Medium's data offerings and effectively communicate this to government buyers.
  • Other duties as assigned by the Area Vice President for Alliances.
Qualifications
  • A minimum of 12 years of experience in Reseller/Partner roles within enterprise-level SaaS, services sales, or business development.
  • A proven track record of closing sales and managing client relationships.
  • In-depth knowledge of government acquisition methodologies and contracting vehicles.
  • Established contacts within the government contracting landscape.
  • Ability to assess partner and client environments to prioritize growth opportunities.
  • Demonstrated success in managing complex strategic sales.
  • Excellent business communication and presentation skills.
  • Proficient in sales methodologies and tools such as Salesforce, MS-Excel, MS-PowerPoint, and MS-Word.
  • Willingness to travel for business purposes.
  • A Bachelor's Degree is required.
Benefits
  • Generous paid time off that increases with tenure.
  • Up to 16 weeks of fully paid parental leave after one year of employment.
  • Paid sick leave for personal or family care.
  • Education assistance and extensive training resources.
  • Do Good Program: Paid volunteer days and donation matching.
  • Competitive 401k and Employee Stock Purchase Plan with company matching.
  • Health and wellness benefits, including discounted membership rates.
  • Comprehensive medical, dental, and vision insurance for employees and their dependents.

Equal Employment Opportunity (EEO): Medium is an Equal Opportunity Employer, and all qualified applicants will receive consideration for employment without regard to any characteristic protected by law.

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