Head - Alliances & Partner Eco-Systems - Global Systems Integrator

- As a Head - Alliances & Partner Eco-Systems, you will be a key member of our Global Strategic Alliances team, responsible for growing and developing our top tier Global Systems Integrator partner ecosystem.

- You will help develop, manage, and drive revenue with our Strategic Alliance partners

- The ideal candidate is experienced in technology, business, and operations, with a strong business development orientation and demonstrated experience in building relationships with large ISV partners and systems integrators, designing and executing win-win GTM initiatives and creating and executing business plans to hold all stakeholders accountable to deliver on revenue goals and objectives.

- This is a fast-paced, high growth collaborative culture so you will need to be a self-starter with strong initiative and comfortable moving forward into sometimes ambiguous and undefined space.

Responsibilities :

- Establish and maintain exceptional partner relationships with the necessary partner stakeholders for the purpose of designing and executing initiatives to develop, manage and drive revenue growth.

- Collaborate with individuals and teams across the organization to assist in the successful execution of key initiatives with our partnerships, frequently leading or assisting sales teams in customer/prospect discussions with our strategic partners.

- Prioritize key activities, investments, and metrics to allow senior management to assist in the growth and advancement of the business

- Responsible for building & executing business plans for establishing key partnerships to support revenue growth objectives; negotiating corporate-wide agreements with these strategic partners.

- Responsible for maintaining a disciplined sales process through the use of tools and driving efficiencies and improvements for optimal results

Leadership Alignment : Establish and maintain executive sponsors from within Microsoft, Accenture and Avanade, organizing regular business reviews to ensure strategic alignment and commitment

Operational Alignment : Organize regular business reviews for operational alignment (top opportunities, initiatives, account plans, issue escalation, etc.) including monthly business reviews with Avanade leadership, key accounts and sales teams

Field Engagement, develop relationships with line of business stakeholders by :

- Establishing champions/advocates for the alliance in key focus areas (Industries/Service Lines)

- Increasing the penetration and involvement of industry/technology offerings and go-to-market activities

- Maintaining relations with marketing contacts as well as with key contacts in the areas of capability development and training

- Agreements - Establish and ope-rationalize global and local alliance agreements, as required, including teaming agreements, go-to-market agreements and other 3rd party agreements

Experience And Skills Required :

- 10+ years of work experience in the high-tech industry, ideally managing global alliances in a large, complex environment

- Direct experience working for/with one or more of the Global Systems Integrators required

- Enterprise software or SaaS experience required

- Demonstrated ability to negotiate and obtain agreement from multiple parties; earn trust while establishing go-to-market agreements; use good timing and carefully calculated strategies to control outcomes,communicate high value of services,identify hidden agendas that might interfere with resolution of terms with a proven track record of achieving revenue goals and growing partner satisfaction

- Strong planning and prioritization skills a must - ability to prepare for emerging initiatives and growth opportunities; manage multiple initiatives,determine initiative urgency in a meaningful and practical way; use goals to guide actions and create detailed action plans; organize and schedule people and tasks

- Demonstrated skill maintaining a disciplined sales process using such tools as salesforce.com and driving efficiencies and improvements for optimal results.

- MBA or advanced business or technical degree a plus