Senior Manager, Alliances & Channels - EMEA

Many of today’s leading financial, e-commerce/retail, telecommunications, healthcare and public sector organizations leverage Hazelcast to power their mission critical applications that require high-performance at scale. Whether it is real-time inventory and shipping information, lightning quick fraud detection, or realizing value from insights that lead to product innovation, Hazelcast enables companies to deliver results reliably in milliseconds or microseconds.   The Hazelcast platform is the leading in-memory computing platform that enables organizations to leverage a highly resilient and elastic memory resource for data at rest and in motion.

The Worldwide Alliances & Channels team at Hazelcast builds partnerships with Global and Regional Systems Integrators, OEMs, and Value-Added Resellers to be their preferred partner for enabling fast, scalable, reliable and responsive mission-critical solutions.  Hazelcast’s uniquely differentiated platform helps these partners deliver on their clients’ most demanding digital transformation initiatives for high-performance processing at scale. 

The Senior Manager, Alliances & Channels will support the strategic and long term strategy of the Company as it expands operations globally into new markets and geographies. This individual will help lead our growing partnerships with leading technology and consulting firms, including responsibility for assessing, on-boarding, and enabling partners and channels worldwide.  Extensive experience in the software industry is required, as well as experience supporting sales organizations and familiarity with Legal Agreements and reseller / channel processes.

Responsibilities

• Lead the global partner plan for a portfolio of partners, including enablement for technical and sales competency, leading joint technology and services solution initiatives and sales to grow incremental business.
• Build trusted relationships including at the Sr. Executive level within strategic partners
• Develop, manage, and enable the optimal partner strategy for sales territories worldwide
• Facilitate the ongoing training and development of partner technical and sales competency 
• Work cross-functionally across Sales, Marketing, Product Management, and Engineering teams to drive and realize value from our partners.
• Evaluate the economic and strategic costs and benefits of partnerships and work with appropriate leaders, and across all functional areas, of Hazelcast to execute on the relationships.
• Prepare business reviews for senior management team
• Hands-on management of partnerships with System Integrators, Value Added Resellers, and Technology partners to grow incremental business.
• Facilitate the ongoing training and development of partner technical and sales skills
• Evaluate the economic and strategic costs and benefits of partnerships and work with appropriate leaders, and across all functional areas, of Hazelcast to execute on the relationships.
• Prepare business reviews for senior management team

Requirements

• Bachelor's degree in related field
• 7-10 years experience in a partner management role with leading software technology companies
• Experience with business models and data analysis
• Strong understanding and experience in closing large complex enterprise-scale deals in the software industry, ideally with some international experience
• Willing to travel 25% of the time (once deemed safe by international and local standards)
• Significant experience working with internal and external stakeholders to execute projects and/or business negotiations
• Thrive in an environment where you’re an active participant in cross-functional projects
• See projects through and over communicate outcomes
• Exceptional written and verbal communication skills
• Strong relationship-building skills and a passion for building partnerships.
• Thrive in a collaborative team environment with multiple stakeholders while having a high degree of accountability and autonomy
• Flexible and comfortable working in a fast paced and dynamic environment

Relationships

The primary relationships are with partner executives as well as Hazelcast Sales, Marketing, Product Management, and Engineering.

Reports To

Vice President, Worldwide Business Development, Alliances & Channels

Location

EMEA