Alliance Manager

This position is responsible for contributing to the Alliance program design, developing and growing our partner ecosystem in the U.S. and coordinating with their global counterparts. This position will be responsible for supporting and growing our Alliance program, including the recruitment of new partners, and management and expansion of existing relationships. This individual will work closely with Alliance firms to develop and execute market plans that drive all aspects of the relationships including executive relationships, lead referrals and identification of revenue opportunities, joint marketing opportunities, alliance team and organization's sales team visibility.

• Develops strategic alliance relationships and collaborative sales strategy that enables the company to drive revenue growth through the Alliance channel

• Executes Alliance Program, including training for positioning the organization's value proposition, certification(s) and partner support for their acting remote sales functions and solution implementation.

• Presents and articulate the vision and value proposition

• Establishes and maintain executive relationships both internally and externally with senior level decision-makers and partners

• Partners with the Sales organization to support coordination, share mission critical insight and feedback by Alliance channel to help Sales better control opportunity progress through the Alliance channel for controlled wins.

• Contributes strategically to the growth and direction of the organization’s solutions as an enabler through Alliance relationships.

• Introduces successfully won opportunities to showcase joint successes to the marketplace as well as company and alliance firms working in partnership

• May lead projects and performs other duties as assigned.

• Occasional international business travel may be required.

• N/A

• Broad understanding of technology and how diverse tax-technology offerings link to form a solution

• Solid understanding of e-commerce and ERP systems, i.e. SAP and Oracle and their capacity for system integration and 2-way exchange of data

• Experience creating reselling relationships with partners

• Broad understanding of On-Premise and Cloud-Service platform offerings.

• Good understanding of Direct and Indirect Taxation

• Strong executive presence; proven ability and experience to operate effectively at senior management and C-executive levels internally and externally

• Broad understanding of how organizations have historically grown system landscapes with multiple archaic data sources, home grown interfaces, complexity in data formats and overall high data volumes, duplicates and missing item consolidations

• Strategy development, business plan formulation and execution experience

• Driven by annual revenue growth

• Experienced in exploiting Alliance relationships to help executing on strategic direction down to opportunity level support for effective wins

• Strategist and hunter to conquer Alliance partner landscape

• Internalized appreciation of serving customers and Alliance mandates with end to end service excellence, leading to high customer satisfaction results.

• Strong business acumen and execution skills, financially astute

• Superior communication and presentation skills both written and verbal

• Demonstrated ability to quickly gain trust and credibility across Alliance and Vertex organizations

• Ability to succeed in a collaborative environment

• Ability to apply broad expertise or unique knowledge and professional concepts to develop resolutions to critical issues.

• Ability to manage multiple complex, high visibility or high impact projects simultaneously.

• Ability to work without supervision. Complete latitude for decision making.

• Ability to create formal networks with key decision makers

• Ability to listen and understand information and communicate the same

• Must possess good interpersonal organizational, presentation and facilitation skills

• Must be results oriented, customer focused, and exhibit good interpersonal skills

• Proficiency in Microsoft Office packages and Salesforce CRM

• Bachelor’s Degree, preferably in Business, Marketing or related field

• Six (6) plus years of experience Sales or Business Development
  

• Significant understanding of the Big 4 and System Integrator Alliance ecosystems, solution sales and strategic alliance aspects of a sales organization.

• Demonstrable understanding of software- services solutions and value propositions, end to end, from introductions to implementations
  

• Strong knowledge of tax accounting, ecommerce or B2B SaaS.

• Or equivalent combination of education and/or experience.

• Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.

• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.

• Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.

• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.

• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions.

The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.