Alliance Development Manager - North America

Job details

Job Type

Objective of the Role
The mission of the Alliance Development Manager is to help achieve the commercial objectives of the company by finding, engaging and contracting with a network of alliance partners, including but not limited to, CCaaS solution providers / marketplaces, channel resellers, referral partners, carriers, and technology partners. The role is responsible for driving Alliance Partner acquisition and helping to drive future revenue and sales through acquisition of new commercial alliance / channel partnerships.
The Alliance Development Manager is a key role within Semafone as our alliances / channel relationships are vital to our success now and even more so as we scale globally. They will help to promote our products 'through-the-channel'; build relationships with B2B partners and telephony infrastructure providers; forecast the market and help develop our sales strategy to scale our channel go-to-market plans and the supporting execution.
Reporting to the EVP of North American Sales, the Alliance Development Manager will manage all new Alliance Partner acquisition efforts, support and feed business development aspects of Semafone's partnerships, and focus primarily on producing alliances that will facilitate future sales revenue and lead generation. The role will balance partner acquisition and on-boarding / sales training with the focus on growing the future sales funnel via new partners.
Key Accountabilities and Responsibilities
The role is accountable for delivering active and profitable alliance and channel partnerships through new alliance partner relationships with clear handover plans to the Channel Sales Managers that outline how they will generate profitable revenues in the future.
The Alliance Development Manager will be responsible for:

• Engaging with new targeted alliance and channel partners working to establish trusted relationships
• Building and maintaining a constant/future pipeline of new alliance / channel partners
• Reigniting dormant relationships with existing alliance partners
• Aggressively driving towards new alliance partner relationships to maximize sales and develop partnership potential through alliance best practices, promotions, and support.
• Managing alliance / partnership agreements and providing status updates to partners during negotiation
• Communicating with potential partners on new products and service offerings
• Working with Semafone's Marketing team to drive programs and events that extend the alliance partnership program.
• Providing regular reporting on new alliance partnership opportunity status to the EVP of North American Sales.

In achieving this, the Alliance Development Manager will be expected to:

• Demonstrate industry knowledge
• Provide regular reporting of new target alliance partner pipeline and forecast using tools provided by the company
• Keep abreast of alliance partner competitive positioning, competitive pricing, go-to-market strategies, and products.
• Attend and participate in sales meetings, product seminars and trade shows

Key Competencies

• A self-starter with excellent interpersonal and communication skills (verbal and written)
• Excellent presentation and negotiation skills.
• Track record of successfully building and maintaining high, wide, and deep relationships within partners and the ability to gain trust quickly
• Ability to build a focused, prioritized pipeline of prospective partners
• Ability to work in a cross-functional team environment
• A self-starter needing low level management time and attention to perform day to day responsibilities
• This role is largely one of influence, inside both the vendor organization and the partner organization. As a result, the ability to make a compelling business case around a sound business strategy takes on even greater performance

Mandatory Qualifications, Skills and Experience

• Degree level education or similar
• Experience in Alliance Partner development and management including prospecting, creating a target partner pipeline, and moving engagements through the cycle to a successful result.
• Experience in SaaS solution software sales

Desirable Qualifications, Skills and Experience

• Knowledge of the payments industry and the PCI Data Security Standards.
• Experience selling into the Contact Center market.
• Experience of working with tier one CCaaS solution providers and Telco Carriers is preferable.

We offer a competitive salary and bonus plan, healthcare and dental, 401k, a discount platform and an excellent PTO offering.
Semafone is well funded and growing fast, you’ll be joining an organization that combines an entrepreneurial ‘start-up’ culture with the professionalism of a mature and established business. This is a fabulous opportunity to gain experience on a variety of commercial matters of an international business.
An Equal Opportunity Employer: Semafone believes that all persons are entitled to equal employment opportunity. The Company will not discriminate or tolerate discrimination against any employee or applicant because of race, color, creed, religion, genetic information, sex, sexual orientation, national origin, age, status with regard to public assistance, marital or veteran status, disability or any other characteristic protected by local, state or federal law. Equal employment opportunity will be extended to all persons in all aspects of the employer-employee relationship, including recruitment, hiring, training, promotion, transfer, discipline, layoff, recall and termination. Disabled applicants may request any reasonable accommodation needed to enable them to complete the application process.

Location: 99 Chauncy St,02111,Boston, Boston, MA 02111

Job Type: Full-time

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