Strategic Alliance Manager

Department: Channel Sales

Employment Type: Full Time

Location: US

Description

Job Description
Are you an experienced Strategic Alliance Manager with a passion for building and scaling partnerships with leading Corporate Real Estate (CRE) service providers and system integrators? We're looking for a talented individual to join our Channel Sales team to drive growth through our key strategic partners. In this role, you will own the executive relationship, joint business planning, and go-to-market execution with your assigned alliance partners, helping them identify, position, and win strategic workplace technology opportunities within their client portfolios.

As a Strategic Alliance Manager, you will create and execute multi-threaded engagement across partner leadership, advisory, transaction management, workplace strategy, and account teams to influence enterprise decisions and generate qualified pipeline. You will work cross-functionally with sales, solutions consulting, marketing, partner enablement, and operations to deliver partner readiness, build repeatable GTM plays, and run a disciplined cadence around pipeline inspection, forecasting, and deal acceleration. Success in this role requires strong commercial acumen, the ability to navigate complex, matrixed organizations, and a track record of delivering measurable outcomes through large, services-led partners. This role reports directly to the SVP of Channel Sales.

Responsibilities

• Partner Strategies: Develop partner strategies that exceed channel partnership goals and quotas.
• Revenue Forecasting: Accurately forecast channel revenue by leveraging your CRM skills.
• Market Analysis: Use analytical skills to determine which verticals and markets work, and build on that experience.
• Relationship Development: Be a passionate partner champion, providing world-class relationship development and thought leadership.
• Value Propositions: Define tailored value propositions with partners and create detailed go-to-market plans that strengthen our market value and provide new revenue opportunities.
• Presentations: Present our company's value proposition and position in the value chain to strategic partners and targets.
• Enablement Coordination: Coordinate the enablement of sales, implementation, and support teams within strategic alliance partners on an ongoing basis.
• Relationship Building: Build strong relationships with key individuals at the appropriate partner levels.
• Global Opportunities: Engage with large, global enterprise opportunities.
• Feedback Loop: Provide product, marketing, and solutions engineering feedback from the market back into the company.
• Account Plans: Develop individualized account plans with alliance partner sales and account teams.
• Cadence Meetings: Conduct regular cadence meetings to manage pipeline, forecast, sales, and other business development and solutions.

About You

• Channel Sales Experience: 5+ years of channel partnerships/sales experience in enterprise SaaS, successfully launching partners to drive dramatically increased sales.
• Quota Achievement: Demonstrated experience meeting and exceeding sales quotas in a direct or overlay capacity
• Networking Skills: Strong networking and relationship-building skills in the technology space.
• Strategic Thinker: Ability to develop the right relationships and metrics to measure ROI from partnerships/alliances.
• Strong Analytics: Demonstrated ability to analyze complex data in Excel or similar tool is a must.
• Industry Knowledge: Experience in Workplace Technology and/or Asset Management Systems is preferred.
• SaaS Experience: Experience in SaaS or enterprise software environments.
• Communication Skills: Excellent communication and presentation skills with the ability to translate and communicate complex concepts to non-technical audiences.
• Business Judgment: Strong sense of urgency and ability to apply sound business judgment in a fast-paced, dynamic environment with a bias for action.
• Forecasting Skills: Experience forecasting channel revenue accurately with proven CRM skills.
• Problem-Solver: Ability to get things done at short notice while collecting information from various internal and external sources.
• Travel Ready: Willingness and ability to travel as needed.

Benefits

• Health, Dental, Vision & Pet Insurance
  • Dependent, Spousal and Domestic Partner coverage available
  • Up to $1000 Company HSA Contribution
  • Medical, Dependent Care and Limited FSA Accounts
• Income Protection and Replacement - 100% Company Paid
  • Short Term Disability
  • Long Term Disability
  • Life Insurance
• Employee Assistance Program
• Flexible PTO
• 401K with company match

Eptura Information

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