We are excited to be recruiting for an Alliance Manager to join our successful & growing Partner & Alliances team. This position will be based in Switzerland or Italy & will cover the following markets Austria, Switzerland, Eastern Europe, Italy & Iberia. This role requires an individual with strong executive leadership, partnering capability and analytical skills who can build high-performing strategic alliances that deliver business outcomes. The individual must drive the strategic relationship, creating mindshare for joint solutions and GTMs, accelerating new business and crafting new strategies leveraging Anaplan’s Global Alliance relationships. This role will be a catalyst to Anaplan’s continued growth while leading digital transformation. You will navigate prospects and current customers. You will be supported by an experienced, cross-functional team to assist in your success to build customer value and drive business and revenue onto the Anaplan platform.
Your impact:
- Develop the overall vision, strategy, and execution plan for partnerships to drive growth
- Lead the entire life cycle of partners – Develop, Enable, Strategise, Engage, GTM, Governance
- Develop and lead key executive relationships with strategic GSI/RSI partners
- Build a clear, concise strategy and business plan and establish a centralised and ongoing partner/alliance management process and governance
- Lead the partner experience and drive operational excellence
- Drive partners management alliance ambitions ensuring reporting and partner-led pipeline management, tracking against Sales and Customer Success metrics
- Evangelise Anaplan to key stakeholders at all levels of the partner organisation and represent the voice of the partner within Anaplan to build new differentiated joint offerings
- Drive field engagement models to optimise for both market share and revenue generation with high leverage of resources
- Evaluate the performance of partners. Identify partner problems and under-performing partners and define action plans to address them. Route Anaplan resources to partners to drive efficient outcomes.
- Ensure Partner engagements with customers are successful, establishing trust and proving credibility
- Work collaboratively with Anaplan sales teams to identify key opportunities, match partners with opportunities, develop sales forecasts, deliver partner program updates including offers, programs, and processes, and remove potential obstacles
- Regularly report on partner achievements and assigned metrics
Your measures of success in the role:
- Pipeline generation
- NNACV sourced & Co-sold Contribution
- Partner Business Plans including Joint Account Planning
- Partner profitability (of partner relationship with Anaplan)
- Partner marketing (MDF) effectiveness (ROI–pipeline generation)
- Customer Satisfaction scores of partners
- Capacity Build (# of model builders trained)
Your qualifications, your influence:
- Fluent or native Italian Speaking proficiency
- 10+ years of high-tech business development or GSI alliances relationships experience
- Solid reputation as a thought leader and solid communicator of business value
- Proven track record of leading activities related to establishing and growing business
- Brings an in-region network of partner relationships that can be leveraged
- Ability to formulate a partnership vision, strategy, and execution plan.
- Understand channel dynamics, and will use previous experiences to accelerate your partnerships and grow the region
