Partner Alliances Manager, EMEA

Certinia; United Kingdom; On-site; GBP 60,000 - 80,000; Full time

Job description

Channel Manager, EMEA

Remote U.K.

WHO WE ARE

Certinia (formerly FinancialForce) delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company's Professional Services Automation (PSA), Customer Success, and ERP solutions—delivered on a leading cloud platform—provide services businesses with the intelligence and agility to deliver high-quality services, elevate customer experiences, and accelerate growth. Headquartered in Austin, Texas, with offices worldwide, Certinia is backed by Haveli Investments, TA Associates, and Salesforce Ventures. For more information, visit www.certinia.com.

THE ROLE

As the Channel Manager, you will be responsible for driving growth and execution of Certinia’s strategic alliance with Salesforce and our key Services Partners across strategic territories in EMEA. The focus is both broad and deep, ranging from technology innovation, customer-focused thought leadership, relationship alignment amongst internal and external senior executives, business goal setting, and go-to-market execution with field sales teams. Ultimately, you will drive an incremental opportunity pipeline and revenue across the region. As part of this role, you will be part of a dedicated partner sales manager team, reporting to the RVP, Partner Alliances & Channels EMEA region.

This is a highly visible role that represents the opportunity to significantly contribute to Certinia’s growth and momentum through our partnership with Salesforce and key Service Partners.

WHAT YOU WILL DO IN THIS ROLE

1. Build, own, and execute the strategy and go-to-market plans between Certinia and Salesforce and our Services Partners for our focused customer segments, products, and industries across named territories in the EMEA region.
2. Lead and mentor our partners in the development of joint initiatives that drive partner-sourced opportunity pipeline in specific product, industry, and segment areas so as to attain assigned targets.
3. Develop and operationalize pipeline generation plans with Salesforce and our key Services Partners; engage Certinia and partners’ marketing teams to generate sales pipeline, thought leadership, and prospect demand.
4. Drive maximum incremental growth from our alliance partnerships to drive competitive advantage and Certinia bookings; manage and measure pipeline/bookings to hit and exceed targets.
5. Own efforts to establish and deepen relationships between Certinia senior executive leadership team members and their Services Partners and Salesforce peers.
6. Own the plan for enablement on Certinia offerings and solutions, including updates, to the partner field teams.
7. Actively collaborate with and share best practices with other Certinia partner team members in North America and APAC regions.
8. Identify and champion opportunities to scale efficiencies and new ways of working across multiple projects and internal teams.

WHAT YOU NEED TO BE SUCCESSFUL IN THIS ROLE

1. Strong knowledge of and network within Salesforce and the Salesforce Services Partner ecosystem.
2. Experience in building GTM plans and measuring execution progress against plans/goals.
3. Excellent communication and presentation skills, with the ability to positively influence.
4. Strong time management and prioritization skills in a fast-paced environment.
5. Influence and facilitate the creation of long-term relationships that add value to the partnership with Salesforce.
6. 10-12 years of industry experience in professional services, SaaS, ERP, CRM or similar field, including experience with enterprise-level customers.
7. Direct sales/business development experience with strong solution-selling knowledge.
8. Proven ability to identify new high-potential joint initiatives with Salesforce, initiatives that will generate new sales opportunities in a programmatic, repeatable manner.
9. Strong foundation of enablement/training, understanding of pipeline development, use of a pipeline development tool or similar.
10. Strong time management skills, good problem-solving skills, and the ability to prioritize your workload along with resourcefulness in getting over problems and establishing clarity.
11. Excellent verbal and written communication skills, including creating executive briefing documents and presentations.
12. Driven, self-motivated, and always looking for ways to continuously optimize our approach and execution.
13. Bachelor's Degree in Business or similar field; or equivalent combination of education and experience.

WHAT ELSE WOULD BE GREAT

1. 5-7 years sales experience with strong solution selling experience.
2. Experience working as a consultant/sales professional earlier in career.
3. PSA or Customer Success domain knowledge.
4. Proficiency in Google Suite (Gmail, Google calendar, docs, sheets, slides).