Vice President Corporate Development

River Logic   •  

Dallas, TX

Industry: Technology

  •  

Not Specified years

Posted 32 days ago

Vice President, Corporate Development – a senior executive role that reports directly to the President. He/she will be responsible for initiating and growing our Strategic Partnerships with the objective of building a self-sustaining, growing opportunity pipeline and revenue. A business transformation leader with success in driving broad platform adoption (breadth and depth) by ensuring that our valued Strategic Partners (Management Consultants, ISVs) have the knowledge and resources to be successful building a business around our platform.  Accelerate the adoption of the River Logic platform and development of focused go-to-market sales strategies through collaboration and technical engagements with partner resources. Coach and advise partners on how to structure sales motions for maximum success and to effectively leverage River Logic resources. A builder of dynamic cross-functional collaboration capabilities to deliver value to our partners.

The ideal candidate will be based in Dallas, TX – although otherlocations could be considered for the right candidate – and have a proven track record of developing new business lines and/or establishing a successful practice within global consulting firms that drove strong revenue performance as a result of their efforts.  The candidate preferably has worked for a management consulting organization (McKinsey, BCG, Accenture, Deloitte, PwC Strategy&, etc.) and a history of selling large softwarecontracts within organizations that deliver optimization, prescriptive analytics, and/or planning software.

Primary Responsibilities

The Vice President, Corporate Development is the key point of contact between the organization and the partners: developing new points of contact, maintaining senior executive relationships, driving partner “go to market” activities, establishing River Logic practices/offerings,supportingpartners withcustomer co-selling efforts, and meeting revenue objectives. Their work includes:

  • Identify and engage new strategic partnerships in collaboration with River Logic’s Industry Leads
  • Build multi-level relationships with assigned partners including senior executive levels
  • Build and grow a River Logic practice and offerings within targeted global consulting partners and ISVs, which includes defining a strategic and mutual vision of success for both parties
  • Develop and maintain a clear and effective operational cadence for measuring the progression of the partnerships, including executive alignment reviews, opportunity pipeline reviews, and a cadence for gathering feedback associated to customer adoption and product enhancement needs
  • Become deeply knowledgeable of the strategic partner’s propositions, their markets, business challenges and customer opportunities
  • Develop and execute attainable and strategic plans for GTM activities that are aligned to the partners abilities and the objectives of both parties
  • Produce high-quality leads through constant engagements with partners in terms of marketing strategies; and coordinate with internal resources to launch partner sales planning efforts of the company.
  • Capable of demonstrating our River Logic solution and corresponding “business value” to mid and high-level prospective decision makers
  • Maintain accurate records of opportunity pipeline activities within the River Logic CRM application
  • Travel when necessary to customer, partner, and marketing events to represent River Logic, and or present our solutions to both partners and end customers of partners 
  • Meet/Exceed Sales Bookings/Revenue Goals

Required Skills & Experience

  • Historic or current operations improvement, operations analytics or strategy experience with one or more of the following global firms: Deloitte, PwC, EY, Accenture, BCG, McKinsey, KPMG
  • Proven record of developing successful new businesses – whether establishing strategic partnerships (e.g. management consultants, advisory firms, ISVs) or setting up a new practice/offering on behalf of software providers with the objective of building pipeline and establishing partners that carry River Logic software as part of their offering
  • Knowledge of prescriptive analytics, business planning and scheduling – including approaches and technologies – a strong plus
  • Working knowledge of micro-economics, managerial accounting and constraint-based modeling
  • Master’s degree in Business Administration (or similar) a plus
  • Excellent communication skills – written and spoken
  • Superior negotiation skills

First 100 Days

The Vice President, Corporate Development will be expected to achieve the following within the first 100 days after hire:

  • Attain strong command of River Logic technology, value proposition and differentiation
  • Identify and initiate contact with the core leadership targets within the existing River Logic global consulting partners and those being targeted for new relationships
  • Advance at least two partner relationships to the point of collaboration around developing their own River Logic IP (application) on our platform for a specific use case; ideally centered around 2-3 identified customer targets for their application
  • Establish an initial process for developing and managing strategic partnerships
  • Develop a target account plan and execution strategy for strategic partnerships