52 applicants

Company

Tranztec · 21 hours ago

Strategic Alliances Manager

United States

Full-time

Remote

Senior Level

7+ years exp

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Responsibilities

Develop the systems, programs and content to facilitate resellers and partners to successfully prospect, market, sell, implement and support customers within the areas of:

Indirect Channel marketing programs

Content development,

Approved collateral,

Ideal Customer Profiles, etc.

Sales Product Training

Sales Enablement – process and systems to quote, sell

Implementation

Invoicing

Support

Communication protocols and points of contact

Assist with Indirect Channel modeling including pricing, contractual elements, program minimums, and Ideal Partner Profile development

Assist in determining the proper fit for resellers; organizations that can sell, implement, support, and maintain customers vs. Partners; that do not have the technical abilities yet can refer their customers within a revenue share model

Identify the ideal partners within the TMS (Transportation Management Systems), TSP (Telematics Service Providers) and Logistics Technology providers

Build a pipeline of potential resellers and /or partners

Develop and present compelling use cases and value propositions of the indirect channel with a focus upon the following key areas

Revenue center for the partner

Ability for partner to sell back into their customer base

Ability for partner to have a wider product offering

Reduced churn of existing partner business due to 'stickier' more entrenched offerings

Establish strong, long-term relationships with key decision makers and stakeholders

Look to add 2+ Indirect Channel Partners per quarter

Train partner sales team with key value propositions, proper product expectations, and sales enablement processes

Assist partners with sales plan development, pipeline development, opportunity tracking

Conduct Quarterly Business Reviews

Develop a forecast of new customers and subscriptions by month and quarter

Be an advocate for the Indirect Channel

Proactively address partner concerns and issues to maintain positive relationships and maximize sales potential

Manage channel conflicts

Develop and manage project plans, schedules, success criteria, and milestones.

Maintain timely knowledge of product capabilities, improvements, and enhancements.

Cultivate open communication with internal and external clients, and business partners to identify opportunities to improve processes and methodologies.

Keep up to date with industry trends, best practices, market data, and competitive services.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Indirect Channel ProgramsSaaS Sector ExperienceSales Enablement ProgramsAPI/Integration KnowledgeTMS UnderstandingTSP UnderstandingLogistics KnowledgeStrategic PlanningResource AllocationAsana ExperienceZenDesk ExperienceSalesForce ExperienceLeadership TechniquesPersuasion SkillsNegotiating Skills

Required

7+ years’ experience within Indirect Channel programs in the SaaS/ Technology sector along with an understanding of TMS, TSP and Logistics

Sales oriented experience

Experience in building out sales enablement programs

API/Integration experience and knowledge

Working knowledge of business and management principles, including strategic planning, resource allocation, leadership techniques, and coordination of people and resources.

Demonstrated ability to analyze, troubleshoot, initiate, and implement operational strategies to achieve forecasted objectives.

Strong verbal, written, analytical, persuasion, and interpersonal skills.

Strong collaborative, negotiating, influencing, leadership, and decision-making skills.

Excellent time management and computer skills.

Bachelor’s degree or equivalent work experience.

Ability to work East Coast hours