VP Channel Sales

$192K - $224K ($120K - $140K base + 60%)
Posted on 05/24/18 by Alexis Pare
Software Company
Stamford, CT
Software
$192K - $224K
($120K - $140K base + 60%)
Posted on 05/24/18 Alexis Pare

Key Words - VP Alliances / Channel / Partnerships / Banking / Retail Banking / Operational Efficiency / Business Process Outsourcing / Outsourcing / BPO / ITO / Call Center / Back Office Workforce Optimization / Digital Transformation / Software / SaaS / Workflow Software

Role:

In order to fuel our significant growth plans, we are investing heavily in the development of our partner network to provide new routes to market and scalability for implementation services. We are seeking a VP Alliances in our North American region to be responsible for building and managing partner relationships. The role will be responsible for developing a partner network in the region and generating an opportunity pipeline leading to successful software sales.

Company:

Since 2005, we have been committed to helping organizations improve their operational efficiency and our best in class cloud based software is purpose built to measure productivity by efficiently measuring both human and digital robotic resources in real-time. It enables capacity to be optimized, processes to be identified for automation and the agile management of the entire operation. This reduces costs, improves service delivery, staff well-being and customer service.

Our best in class Performance Management and Workforce Optimization software has won awards around the globe. Our expertise in operations performance management is applicable in any industry, but our client base is particularly strong in Business Process Outsourcing (BPO), IT Outsourcing (ITO) and Financial Services (Banking, Insurance, Investment Management and Life and Pensions) and our existing customers include recognized brands such as HP, Fifth Third Bank, State Street Bank, TD Bank, National Australia Bank, EDS, Hiscox, ANZ, New Zealand Inland Revenue and Capita to name of few.

Responsibilities will include:

  • Building new partnerships and working with the MD Alliances and Partnerships to develop a regional partnering plan aligned to group partner strategy
  • Identify, analyze and recommend partnership opportunities aligned to the regional strategy
  • Pursue candidate organizations and manage new partners through the partnering process, coordinating broader resources
  • Develop a broad range of relationships and understanding of our solutions within the partner organization
  • Identify, develop and formalize linkages between us and partner solutions
  • Identify joint sales opportunities and facilitate our sales team involvement in pursuing the opportunities
  • Deliver partner-influenced-sales target
  • Develop and agree partner business plans and joint account plans
  • Manage the process of partners becoming sales and delivery ready
  • Provide oversight of relationships between our delivery management teams and relevant partner contacts to ensure smooth running of implementation projects

The Candidate:

The ideal candidate will have previous experience in either of the following roles:

Partner sales/management for a software (cloud/SaaS providers especially relevant) vendor or professional services organization. Experience to include:

  • Identification and on-boarding of new partners (experience of building partner networks from scratch especially relevant)
  • Successful development and subsequent conversion of partner pipelines into sales
  • Delivery of a partner sales target
  • Coordinating the efforts necessary to make partners sales and delivery ready

Business development/sales in a consulting services organization (consulting services to service operations especially relevant). Experience to include:

  • Development of consulting/professional-services propositions
  • Lead generation
  • Successful sales track record

Generic capabilities of the successful candidate will include:

  • An ability to talk comfortably and credibly with partners and customers on the subject of operations excellence and digital operations
  • Experience of working with/for consulting firms in the target market, ideally resulting in an existing set of contacts. Experience with systems integrators and software vendors is also of interest
  • Experience in at least one of our key focus markets; Banking / Finance, Insurance and Business Process Outsourcing
  • A proven knowledge of partnering programs, relationships and best practice
  • Exceptionally bright, articulate and at home in a hands-on, fast-paced, unstructured environment
  • Presentable, and possess strong interpersonal skills
  • Excellent communication and presentation skills, both verbal and written
  • Able to work independently and remotely. Willing and able to travel
  • Highly self-motivated and high energy, someone who brings pace to their work
  • Authoritative - someone who backs up their answers with reasoning
  • Proven commercial skills and experience

In return, on offer is a competitive salary including base and performance bonus plus all the usual benefits (PTO / medical / 401K etc).

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