Strategic Alliance Manager

Amsterdam

About the role

Leanplum is looking for a talented, proven leader and team player with great initiative, strategic mindset and experience to fill a key role on its Business Development & Alliances team.  The Strategic Alliance Manager will be responsible for designing, building and managing the development and support for a portfolio of strategic go-to-market channel partners on a regional basis. This deal minded thought leader will define, build and drive a program aimed at growing Leanplum’s influence in the market via agencies, consulting firms, mobile marketing firms, integrators, and complimentary technology companies.  This role is designed to foster strategic execution of thoughtful go-to-market plans in an assigned region. It incorporates strategy, sales enablement, top account deal support, value proposition development, messaging, and partner engagement.  This role also requires an internally collaborative individual who can effectively work with other teams, including field sales/pre-sales, customer success & account management, and marketing.

Responsibilities

  • Strategy Development
  • Overall accountability for developing a long term relationship and go-to-market strategy with strategic partners within the framework of the overarching Leanplum alliance strategy.  
  • Define and execute the GTM & Channel partner strategy & operational plans in region, with the goal of driving client deals in collaboration with our sales team
  • Accountable for execution of the created business plan to meet or exceed assigned business goals.
  • Develop operational plan from the chartered vision of the alliance program
  • Partner Acquisition
  • Develop and execute an aggressive go-to-market plan that attracts ideal strategic partners to the portfolio
  • Identify prospective partner companies that have potential to be strategic to Leanplum, including: agencies, consulting firms and integrators who refer clients to Leanplum
  • Perform due diligence on companies to ascertain whether they fit in strategic parameters
  • Recruit, train and manage the portfolio of strategic partners
  • Partner Planning & Management
  • Structure the relationship process and alliance governance protocols for each partner
  • Engage with partner alliance & sales teams to drive target account planning, opportunity identification/qualification, pipeline management
  • Create and manage go-to-market initiatives for each strategic partner
  • Personally execute on activities required to realize the success of each partner GTM plan
  • Develop a portfolio of projects and field activities to support the partner relationship
  • Identify, recommend and participate in key partner events, user group or conference opportunities
  • Maintain and nurture relationships with leaders at partner companies to ensure that all parties are satisfied with progress and outcome of the partnership.  
  • Be sure that the executive engagement is strong and will assist with top-down support of the relationships
  • Manage Sales Pipeline and Deal Flow
  • Using the agreed upon target account lists, drive go-to-market and nurturing/marketing activities to foster collaboration of teams towards the target audience
  • Develop strong sustainable relationships with partner direct sales teams and foster a culture of strong proactive teaming with Leanplum sales & account teams
  • Manage interactions with Leanplum’s sales team with the partner sales team
  • Marketing
  • Work with internal and partner marketing teams in the development of professional, enterprise-quality UVPs, marketing & selling materials, white papers, case studies, and other important marketing support elements.  
  • Represent the company at industry conferences and networking events as required
  • Partner Enablement
  • Help build an enablement & support program for these preferred partners to aid in the scaling of Leanplum’s strategic partnership efforts
  • Define requirements and infrastructure to effectively support the various partner teams
  • Contribute to a partner facing enablement program to aid in the scaling of Leanplum's efforts
  • Assure that Leanplum's value proposition clearly understood and reinforced throughout the partner’s company including their sales & marketing teams
  • Work with partner to produce and harvest reference wins/use cases and implementation case studies to promote repeatability.
  • Identify and support creation of new repeatable processes with the partner, that leverage successful operational and client-related efforts.
  • Reporting and Measurement
  • Build key performance indicators (KPI’s) to measure health and success of the partnership, and report on a regular basis.
  • Drive QBRs for each assigned partnership and a scaled review approach using a KPI framework
  • Monitor partner’s business results, making recommendations for improvements to increase effectiveness

Qualifications/Background

  • Leadership
  • Must exhibit leadership qualities that inspire teamwork and trust, internally & externally
  • Strong leadership and coalition building skills along with the ability to manage complex cross organizational, cross company interactions. Drive meaningful connections and collaboration between respectful sales forces
  • Management of senior level relationships and developing high-value business relationships with software companies
  • Dynamic ability to succeed in a fast paced, multifaceted environment
  • Initially a single contributor role, eventually may manage a small regional team of channel managers
  • Interpersonal Skills
  • Extraordinary people skills and charisma
  • Proven ability to develop and deliver compelling presentations, and comfort in public speaking
  • Must be able to interact with and persuade co-workers and build & sustain meaningful relationships
  • Independence & Teamwork
  • Must be able to work independently but act as part of a larger alliance team sharing learnings and best practices.
  • Self-motivated individual, with strong work ethic, and exceptional follow up skills, with minimal supervision
  • Proven ability to collaborate effectively with a cross-functional teams to align and coordinate internal resources
  • Industry Knowledge
  • Familiarity and experience with SaaS platforms, and cloud strategies
  • Experience working with agencies, consulting firms, system integrators and other software companies
  • Knowledge of marketing software industry
  • Use relationship management techniques to develop selling opportunities in conjunction with partner organizations.
  • Vision & Planning Ability
  • Ability to develop long-term vision and goals for partner relationship growth
  • Excellent analytical skills and strategic thinking – strong at reading data for insights and reading partners and clients for feedback, with an ability to drive change using data.
  • Demonstrated success in crafting alliances relationships and impactful go-to-market
  • Track record of developing strategy, go-to-market plans, creating an implementation strategy
  • Innovator and problem solver; can bring facts and intuition together for best solution.
  • Ability to Execute
  • Demonstrated track record of  managing partnerships and driving partner activity and driving in-field execution with success
  • Genuine appetite for the opportunity to build a revenue yielding channel business.
  • Sales Skills
  • Well versed in strategic account selling, relationship selling, and solution selling
  • Proven ability to manage partner pipeline growth
  • Strong negotiator and experience of partner contractual relationships
  • Communication Skills
  • Excellent verbal, written and interpersonal communication skills
  • Ability to participate in speaking engagements and written material preparation related to the alliance partners joint unique value proposition and solutions
  • Marketing & Persuasion
  • Strong business acumen with ability to understand technology and value proposition development
  • Ability to assist in the creation of marketing & sales assets
  • Must have the capability to package and position Leanplum & partner solutions
  • Organized
  • The work is non-routine and very complex, requiring strong project management skills
  • Effective time-management, impeccable organization and the flexibility to adapt quickly to changes
  • Self-motivated, with a strong work ethic and exceptional follow up skills (with minimal supervision

Experience/Skills Required

  • 10+ years of business experience
  • Broad industry skills & experience in the technology & SaaS space
  • Has extensive industry experience and a strong perspective on how to grow a agency/service provider practice, 3+ years working the Agency/GTM & Channel partner channel
  • Proven success working with agencies, consultants and integrators to execute go-to-market plans
  • Proven ability to set long-term vision and goals for partner relationship growth, and setting operational plans to make those goals a reality
  • Self-starter that is comfortable working in a hyper-growth paced software company 
  • Able to multitask and prioritize responsibilities
  • Superior written and oral communication skills
  • Strong executive level presence