GSI Alliance Manager
1 week ago
We are seeking an experienced GSI Alliance Manager to join our team at Whatfix. As a key member of our sales and business development team, you will be responsible for driving new business opportunities with our GSI partners, helping them grow their business globally while driving C-level, Practice Team, Marketing, and Field relationships.
Responsibilities- Develop the NA plan for the "alliance partner" in collaboration with stakeholders across the "organization," focusing on critical offerings and country-level execution
- Develop joint relationships, initiatives, and programs for long-term sustained account success
- Influences Sales leadership to partner for short- and long-term revenue growth while building sustainable, trusting relationships across the Alliance partner
- Aligns closely with the regional alliance leaders to ensure the identification, pursuit, closure, and tracking of customer opportunities to perpetuate the existing base of "organization" revenue - engage in customer-specific activities as needed
- Identifying the right opportunities, framing deal structures, negotiating & closing out of deals with a focus on business development and sourcing deals
- Ensure GTM stakeholders align with the right Whatfix value prop to evangelize Whatfix with their regional sales teams and clients
- Manage and collaborate with GSI partners to define and execute joint sales and Go to Market (GTM) programs
- Propose business solutions to support sales campaigns and serve as the domain expert on proposed solutions to prospective clients
- Assist the partner team with the expansion strategy into target accounts by educating them on WhatFix's overall capability
- Plan sales campaigns with partner executives and lead efforts to ensure the delivery of all technical resources to our partner's sales campaigns
- Collaborate with partner's product managers, software developers, analysts, industry principals, and other groups, evangelizing and enabling them on WhatFix
- Handle escalation & governance as part of partner program and experience during sales as well as after-sales
- MBA Degree or equivalent business experience
- 8-12 years of total experience
- 5-7 years of GSI alliance experience, preferably from within a SaaS/ISV organization
- Ability to understand complex GSI relationships
- Experience driving partner go-to-market campaigns that include cross-functional teams across sales, marketing, and partners
- Experience engaging and influencing C-level executives
- Experience owning, driving, and managing partnerships against quarterly targets
- Excellent communicator and active listener with a strong sense of ownership in the work
- Skilled in negotiating contracts and growth plans with current and prospective GSI partners
- Ability to understand and apply procedures, regulations, and policies related to areas of specialized expertise
- Ability to use a clearly defined methodology for establishing priorities
- Ability to proactively develop partner relationships by listening to, understanding, anticipating, and providing solutions to partner and partners' customer needs
- This role requires 50% or more of travel, without exception
- Equity plan
- Mac shop, work with the newest technologies
- Unlimited PTO policy
- Paid maternity leave
- Monthly cell phone stipend
- Paid UberEats lunches daily
- Medical, Dental, and Vision coverage (Whatfix pays 80% of the premium for individuals and their families; for the HSA, Whatfix contributes $1,000 for individuals and $2,000 for a family)
- Team and company outings
- Learning and Development benefits
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