Manager, Strategic Alliances

Strategy - Strategic Alliances Frankfurt, Germany


Description

Responsibilities:

  • Support development of alliance strategy and GTM plan for each partner.
  • Drive and ‘quarterback’ pipeline alignment and joint deal execution, working across BlackLine’s sales team and the assigned partner teams, towards target revenue numbers for your territory.
  • Develop and execute well-defined, revenue-driving programs.
  • Align top partner executives (practice leads, industry leads, client teams, etc.) with their BlackLine sales counterparts.
  • Actively promote alliance value proposition for each partner within BlackLine, and the partner’s organizations. Function as a strong advocate for the alliance. Clarify & communicate highest impact metrics (growth, customer success, etc.).
  • Maintain accurate pipeline & results dashboards that communicate to key stakeholders the effectiveness of the alliance programs & investments. 
  • Ensure effective and timely communications on relevant announcements, programs, and performance – with both internal and external stakeholders. 
  • This is not intended to be an exhaustive list of duties or responsibilities; at times other duties may be assigned as needed.

Qualifications:
  • 5+ years’ experience in Partner / Alliance Management managing SI partners including experience with a variety of partner types preferred (e.g. Big 4, Global SI’s, boutiques and Regional SIs)
  • 2+ years’ experience in finance/accounting related business experience preferred
  • Existing working relationships with Big 4 / Global SI’s preferred
  • Understanding of service offering creation, marketing, lead generation processes and key performance indicators/value drivers for large professional services / SI organizations
  • Practical experience in supporting definition and delivery of solutions with partner leads/P&L owners.
  • Track record of delivering measurable results, regularly meeting or exceeding targets. Priority given to experience driving influenced revenue or channel sales via partnerships 
  • Good executive presence & exceptional communication skills (verbal, written). Ability to rapidly engage a diverse audience of internal / external stakeholders and build consensus
  • Superior ability to build and maintain positive working relationships
  • Exceptional analytical, organizational, and project management skills. Ability to quickly analyze and apply relevant information to make timely and critical decisions that affect cross-functional teams to increase program ROI and effectiveness
  • Strong tolerance for ambiguity; ability to focus and execute in a rapidly changing environment, take charge and make things happen. Self-starter, with strong work ethic and personal drive and character qualities that match with company core values and inspires others to follow and act