Alliances Manager

Alliances Manager

This role is Remote, United Kingdom

The Alliances Manager is an individual contributor role responsible for managing and growing a diversified portfolio of channel partners in the MEA (Middle East Africa) region. The existing partner eco-system includes but is not limited to Global System Integrators (GSI’s), Delivery Partners, Value Added Resellers, Referral Partners, and “Big Four” Consultancy Firms. Reporting in region to the Regional Vice President, Alliances, the alliances team is an overlay business unit ultimately responsible for supporting the revenue generating focus of the sales and account management teams by increasing the contributions of “Partner Sourced” revenue in the region.

In this role you will...

• Develop and implement joint go-to-market strategies with the partner ecosystem.
• Focus on optimizing our existing portfolio of partners as well as establishing new strategic partnerships to support ongoing growth in the region.
• Run structured cadence with partners, including yearly business plans, QBRs, and weekly meetings.
• Enable the field to engage with partners and drive field engagement in accordance with the partnership strategy.
• Develop relationships with both internal enterprise field organization and field organizations of our partners.
• Enable the effective referral of sales opportunities from partners, supporting the Company’s sales efforts.
• Develop targets/indicators to measure success with key partners.
• Achieve and exceed annual and quarterly revenue targets.

You have what it takes if you have / are ...

• A proven ability to work strategically with internal cross-functional teams including sales, account management, marketing, solution consultancy, etc., and externally with partner field sales organizations in driving GTM activities.
• Previous selling or alliances experience in the MEA market and the ability to manage the different parts of the role: partner prospecting, creation and execution of joint GTM strategies, field sales support on partner-related activities, management of partnership contracting, and continuous relationship building.
• Bachelor’s degree in Business, Marketing, IT (or a related field) is preferred but not essential.
• 3+ years of experience in a related Alliances/Channel/Partnership role in the software/technology industry or 3+ years of experience in a software/technology field sales role with demonstrable experience in regularly leveraging partner ecosystems as part of sales motions.
• A track record of exceeding company sales or alliances quotas.
• Hard-working, persuasive, diligent, self-motivated, and productive, with a strong drive to achieve results with minimal supervision.
• Excellent communication, analytical, presentation, time management, and organizational skills.
• Excellent conflict resolution skills.
• Openness to be coached, passion for winning, and ability to resolve.

• Demonstrated commitment to valuing diversity and contributing to an inclusive working and learning environment.

Extra dose of awesome if you have / are ...

• Experience in the HR Technology/Human Capital Management domain.
• Strong existing relationships and a track record of success with GSI’s and Consultancy firms.

Our Culture:

Spark Greatness. Shatter Boundaries. Share Success. Are you ready? Because here, right now – is where the future of work is happening. Where curious disruptors and change innovators like you are helping communities and customers enable everyone – anywhere – to learn, grow and advance. To be better tomorrow than they are today.

Who We Are:

Cornerstone powers the potential of organizations and their people to thrive in a changing world. Cornerstone Galaxy, the complete AI-powered workforce agility platform, meets organizations where they are. With Galaxy, organizations can identify skills gaps and development opportunities, retain and engage top talent, and provide multimodal learning experiences to meet the diverse needs of the modern workforce. More than 7,000 organizations and 100 million+ users in 180+ countries and in nearly 50 languages use Cornerstone Galaxy to build high-performing, future-ready organizations and people today.

Total Rewards:

At Cornerstone, we are dedicated to inspiring excellence and pushing boundaries in everything we do. Our compensation strategy is based on three fundamental principles: equitable pay, market-driven research, and skill-based appraisals. As part of our mission to share success and empower individuals to thrive in an ever-changing world, the listed salary range is just one element of Cornerstone’s comprehensive compensation package. This compensation package may also include annual bonuses, short- and program-specific awards depending on the role, and a comprehensive benefit offering. The disclosed salary range reflects the geographic differential based on the location of the position if applicable. The starting salary for the successful applicant will depend on several job-related factors, including education, training, experience, certifications, location, business needs, and market demands. This range is based on a full-time position and may be adjusted in the future. Join us in shaping the future of work — tomorrow, together. Experience flexibility and empowerment in your career at Cornerstone. The BASE salary range for this position is: 51000 - 81600 GBP.

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