Alliance manager job description

The Alliances team is closely integrated with the sales organization. Team members will synchronize with the various Market Managers to foster teamwork and to ensure the delivery of global and local objectives. The Regional Alliance Manager (RAM) is responsible for achieving the global Partner Sales group objectives with a regionalized priority, focus and strategy. This includes incubating new solutions, supporting new business models and identifying and elevating premier partners who are helping boost the AVEVA footprint.

Support partners' end-customer sales engagements and activate company resources to help partners win Operations Portfolio business. Take ownership of key System Integrator (SI) partners in the region and build a trusted, well qualified and loyal Managed Partner base. A partner account plan for the sales engagement will be defined together with the Market Sales leaders and may include Reseller Partners, System Integrators and other regional alliance partners as needed by the region.

The Regional Alliance Manager is self-sufficient, able to build and execute plans against defined goals. They are able to lead and guide partner sales teams with an employee type relationship.

The RAM is responsible for achieving the global Partner Sales group objectives with a regionalized priority, focus and strategy.
These objectives include:

Managed Partners: Establish an improved partner approach that elevates the partnership that drive both value to the customer as well as value to AVEVA and offer specific benefits to these relationships. The regional strategy will determine what engagement type is applicable (e.g. System Integrator-SI, Value-Added Reseller-VAR, Independent Software Vendor-ISV).

Drive Growth, Flex, SaaS, and New Logos - Responsible for building the regional partner alliance ecosystem to support and drive revenue growth, growth in subscription revenue (ARR), and growth in New Logo customers.
The following key objectives are included:
Achieve the annually defined individual KPIs in the assigned region ensuring a Market aligned and balanced approach for the key engagement areas outline above. Maintain updated salesforce records for weekly, monthly, and quarterly sales forecast and progress reporting on the regionally defined scope of work (QBP for Managed Partners). Maintain partner meeting records. Activity benchmarks (eg. number of calls, meetings, quotes, opportunities) are based on the managers guideline and can be adjusted quarterly. Build, manage and maintain an efficient network of well qualified and trusted Managed Partners that can deliver AVEVA project implementations and OCS applications in the region. Systematically recruit, enable and grow new partners and manage an annual business plan with nominated Managed Partners. Work in close alignment with the Market Leader to coordinate the sales engagement with the Account Managers. Drive a co-marketing plan with the partners to generate new business. Work with AVEVA's Events Team and marketing to coordinate activities around related events. This includes events that may be sponsored by the partner and external industry/market events where AVEVA and the partner may participate together. Establish and grow high level, quality relationships with key stake holders at partners. Relationships at the director level and higher are required. Coordinate with the Partner Program Manager on partner engagements including; partner assessment, pre-onboarding and post-onboarding process, contracts, budgets, personnel and technology requirements. Implement, maintain, and control partner benefits. Work with the Partner Program Manager to document partner information and partner solution showcase and ensure that content is current, and that information is communicated to customers (internal and external). Support the partner in all aspects of business operations to ensure that AVEVA is easy to do business with. Assist with issue resolution and manage required escalations within the organization. Identify areas where more technical integration may be required. Review and validate AVEVA related content of the partners. Examples include website, case studies, and public presentations. Verify quarterly that AVEVA's low touch engagements (email, newsletters, partner portal, banners etc.) are reaching the partner accounts. Create a network of relations within the partner to ensure multiple contact points (e.g. sales, purchasing, engineering and management contacts). Be able to fluently deliver the key value propositions of the AVEVA's operations portfolio and cloud offering, within a 3-month period. Be able to present the sales pitch to your manager or others higher in the organization for validation. Be able to educate Partners of the value of the Operations portfolio in the context of their market goals. Be fluent with the AVEVA partner program and tools; salesforce, BI reports etc. available in the current program (or any future sales program). Be able to present the current Partner Program to your partners, manager or others higher in the organization for validation. Responsible for pro-active and self-sufficient engagement in region. Be flexible and swiftly react to changing business conditions.

About AVEVA
We are the makers of the PI System, the leading operations data management platform in essential sectors, such as power generation and utilities, water, oil and gas, mining, metals, manufacturing, pharmaceutical, facilities, transportation, food and beverage, and more. Every day, industrial professionals in 146 countries rely on the PI System to improve operational performance, protect health and safety, keep the lights on, and make the world run more smoothly. Learn more about how you can make a difference at www.osisoft.com/careers.

OSIsoft is now part of AVEVA, a global leader in industrial software, driving digital transformation and sustainability. By connecting the power of information and artificial intelligence with human insight, AVEVA enables teams to use their data to unlock new value. We call this Performance Intelligence.

AVEVA's comprehensive portfolio enables more than 20,000 industrial enterprises to engineer smarter, operate better and drive sustainable efficiency. The company is headquartered in Cambridge, UK, with over 6,500 employees and 90 offices in over 40 countries.

AVEVA is an equal opportunity employer and is an affirmative action employer. Adhering to our tenets, we are pathfinders, we are honest, and we respect people: our customers, partners, and especially our employees. We are committed to an inclusive workplace and accept applications without regard to race, religious creed, color, age, sex, sexual orientation, gender identity, gender expression or gender characteristic, national origin, religion, marital status, medical condition, physical or mental disability, military service or veteran status, pregnancy, childbirth and related medical conditions, or any other classification protected by federal, state, and local laws and ordinances. If you have a disability or special need that requires accommodation, please let us know.

Equifax is where you can power your possible. If you want to achieve your true potential, chart new paths, develop new skills, collaborate with bright minds, and make a meaningful impact, we want to hear from you.

Equifax is seeking an Alliance Manager who will be responsible for becoming a subject matter expert on our Appriss Insights products, supporting our existing accounts and selling our services alongside our strategic channel partners. The ability to identify, prioritize and consult for channel partners in a fast-paced environment is essential. This individual will work closely with cross-functional internal and external teams, and especially closely with partner sales reps to generate and execute new pipeline opportunities within target markets.

The ideal candidate must know how to influence decision makers at the executive level, as well as the proven ability to interact with stakeholders who influence the decision making process. She/he should be a self-starter with a demonstrated ability to think strategically and communicate clearly throughout lengthy sales cycles. Success criteria for this position will be heavily metrics driven.
What you'll do
Educate and coach partner sales team in the sale of solutions that include Appriss data Complete market planning exercises with each partner sales rep - whitespace, marketing campaigns, key contacts identification Coordinate activities with partners field reps to identify new sales opportunities Execute sales presentations with partners' sales teams as the subject matter expert Build sales pipeline with each partner sales team and meet annual revenue goals Attend conferences/events with partners to promote joint solutions Strong understanding of lead generation and opportunity qualification Collaborate with key internal stakeholders (e.g. Partner Success, Product, Marketing, Legal, Client Relations, Customer Service, etc.) to further develop partner strategies and processes

What experience you need
Bachelors of Arts or Bachelors of Science Degree Minimum of 5 years of experience in Sales, Business Development, Marketing or related field Minimum of 5 years of experience in IT sales or technical background Experience using and updating CRM systems

What could set you apart
Experience working in a channel sales environment Experience working with Health and Human Services, Law Enforcement, Unemployment and other Public Sector organizations Record of success selling SaaS and/or data services into Public Sector accounts Competence developing and delivering presentations to large and diverse audiences Excellent listening, verbal and written communication skills

We offer comprehensive compensation and healthcare packages, 401k matching, paid time off, and organizational growth potential through our online learning platform with guided career tracks.

Are you ready to power your possible? Apply today, and get started on a path toward an exciting new career at Equifax, where you can make a difference!

Equifax is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

Primary Location:
USA-KY-Louisville

USA-Georgia-Remote, USA-Kentucky-Remote, USA-Missouri-Remote

Function:
Function - Sales and Account Management

Schedule:
Full time

Compass Therapeutics, Inc. is a clinical-stage, oncology-focused biopharmaceutical company developing proprietary antibody-based therapeutics to treat multiple human diseases. Compass' scientific focus is on the relationship between angiogenesis, the immune system and tumor growth. The company pipeline of novel product candidates is designed to target multiple critical biological pathways required for an effective anti-tumor response. These include modulation of the microvasculature via angiogenesis-targeted agents, induction of a potent immune response via activators on effector cells in the tumor microenvironment, and alleviation of immunosuppressive mechanisms used by tumors to evade immune surveillance. Compass plans to advance its product candidates through clinical development as both standalone therapies and in combination with proprietary pipeline antibodies based on supportive clinical and nonclinical data. The company was founded in 2014 and is headquartered in Boston, Massachusetts. For more information, visit www.compasstherapeutics.com.

Our Business Development team is seeking a highly motivated and hands-on Manager/Senior Manager of Alliance Management. This position will report onsite to our Senior Director of Business Development.
Responsibilities:

* Manage and support relationships with Compass' external corporate partners as their primary point of contact, and be a key contributor in developing and maintaining global alliances
* Facilitate productive joint committee meetings, including meeting preparation, scheduling, documentation, and communication of outcomes (i.e., agendas, minutes, follow up, etc.)
* Work closely with external partners, internal and cross-functional resources (Legal, Finance, Clinical Operations) to understand collaboration agreements and ensure successful alliances that support our company strategy and mission
* Monitor and track compliance with contractual obligations, such as development timelines, research updates, deliverables, committee meetings, and milestone payments
* Foster strong interdepartmental relationships, and guide internal stakeholders to meet contractual obligations and strategic aspects of partnership programs along with BD
* Drive operational excellence through continuous improvement initiatives within Alliance Management and in collaboration with various functional areas

Qualifications:

* 3+ years of experience with a Master's degree, or 5+ years of relevant industry experience with a Bachelor's degree, prior Alliance Management work is a plus
* Experience in the biotechnology or pharmaceutical industry is required, with a demonstrated understanding of the drug development process
* Self-motivated with strong oral and written business communication skills, excellent interpersonal skills, ability to interact well with a variety of personalities, cultures, and positions
* Comfortable externally representing Compass to build strong collaborative relationships with all key stakeholders, ability to be online outside of regular business hours for international alliances
* Desire to work in cross-functional teams and independently, flexibility to respond and adjust quickly in a fast-paced global innovative environment
* Excellent organizational and documentation skills including: collaboration, manage meetings & scheduling, meeting minute writing, multi-tasking, attention to detail, communicating processes, project plans & timelines, and comfortable balancing multiple project objectives simultaneously
* Experience monitoring partnerships and managing negotiations or dispute resolution is a plus
* Excited about Compass pipeline and mission, strong desire to impact patients' quality of life

At Compass Therapeutics, we provide employees with an inclusive offering of benefits and a competitive compensation package. We offer our employees competitive salaries, discretionary bonuses and meaningful equity participation. Our benefits support the health and wellness of our employees; from medical, dental and vision benefits to health reimbursement arrangement, flexible spending accounts, sponsored gym membership, and an employee assistance program. We also provide company matched 401(k) and Roth 401(k) programs and other tools for financial wellness. Additional benefits include commuter reimbursement, subsidized parking, and substantial paid time off including a winter shut-down week.

We believe in growing and developing our team, and therefore, we invest in the development of strong values and culture. We are invested in employee success and provide tuition reimbursement, employee recognition programs and referral programs, training opportunities and maintain a comprehensive Performance Management cycle. While building a strong foundation, Compass culture can be seen every day in the form of curiosity, teamwork, passion, and cross functional collaboration.