Visual Lease, LLC

  • Alliances Manager

    Job Locations US-NJ-Woodbridge
    Job ID
    2018-1113
    Category
    Marketing
    Type
    Regular Full-Time
  • Overview

    The Alliance Manager role is focused on establishing and managing commercial relationships with our partner portfolio. We need a dynamic leader with the gravitas to build relationships with our most strategic alliances. The right candidate will balance a strong drive toward ongoing partner implementation activities and a strategic vision for new revenue sources globally. Our partners include accounting firms, real estate firms, and major ERP vendors. Samples include Grant Thornton, Ernst & Young, PwC, Deloitte, Jones Lang LaSalle, CBRE, Newmark, Savills Studley, Oracle, SAP, NetSuite & more. They fall into 3 categories:

    • Implementation partners
    • Resellers of our software (VAR channel)
    • Referral partners

    What You Will Do

    Reporting into the VP Alliances, fulfilling this role means developing and execute go-to-market for our most strategic relationships. A successful Global Alliance Manager enables cross collaboration between Visual Lease and alliance partners, creates and executes strategic plans that drive successful implementations while creating new market development activities. The primary metrics of success for this role are newly sourced alliances, successful implementation of our clients (generated via the alliance channel), and overall partner satisfaction.

    The Global Alliance Manager will be responsible for the following:

    • Develop and execute a strategic joint business plan that drives all aspects of the partner relationship including: executive communication, business development, enablement, certification plans, partner marketing, and solution implementation
    • Presents and promotes Visual Lease’s value proposition and capabilities that enables the partner to build a profitable Visual Lease business
    • Manage all relationship interlocks: executive, product, marketing, and implementation
    • Develop and execute capacity plans to assure partner is well positioned to deliver successful customer implementations
    • Collaborate with Marketing teams to build and execute joint demand generation plans
    • Support joint sales pursuit activities, develop sufficient pipeline, and execute together to drive revenue
    • Develop and execute joint solution implementation plans
    • Regular communications that promotes the success of the partnership
    • Lead regular business performance / relationship reviews with senior management
    • Build and maintain activity and performance reports and dashboards

    What You Will Need

    • Excellent instincts and proven ability to interface at a senior and C-level with ease
    • Adept at moving quickly between low-level execution and high-level strategic thinking and organization
    • A good understanding of financial software implementation operating models (Ex. ERPs)
    • Superior relationship building skills across internal and partner stakeholders
    • Excellent executive communication and presentation skills
    • Proven track record of building strategic alliances from the ground up and exceeding performance objectives
    • Experience and success operating within the enterprise software market
    • Fast paced, high growth company experience
    • High business acumen with a product, marketing, and solution implementation mindset
    • Negotiation and conflict resolution skills

    Competencies

    • BA/BS degree
    • 10+ years of experience in business development, partnerships or alliances roles within the software IT market, with an emphasis on SaaS
    • Proven success in identifying and closing partnering arrangements which generated a high ROI for each party.
    • Proven success in software implementation / systems integration partnership models
    • Able to bring definition to complex, not fully defined go-to-market approaches.
    • Collaborative. In addition to working with partners, internal relationships are critical
    • Skilled at functioning in a growth company. Able to operate effectively with finite resources and fluid objectives.
    • Open to making an “all in” commitment. Highly energetic. Takes the initiative.
    • Positive interpersonal interactions, listens well, solution orientation, adept communicator.
    • Accounting and/or Real Estate background desired but not a must have for the right candidate.
    • Comfortable with modern CRM/automation tools

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