Alliance Manager
The Alliance Manager will operate in a matrixed environment to ensure operational success, awareness, trust, and value with our strategic alliance partners. And will be accountable for the myriad of details related to operational effectiveness of alliance communication and engagement: events, campaigns, alliance sales enablement, and KPI reporting.
We are looking for someone who is driven by results and detail oriented – who thrives in a fast-paced environment and welcomes change when it yields better outcomes.
The ideal candidate should have 5-7 years of experience in an alliance, business development and/or marketing operations role within the management and technology consulting space.
RESPONSIBILITIES:
- Alliances Operations – Act as the “Chief Operating Officer” of the alliance:
- Maintain the strategic alliance plan, coordinating with alliance and practice leadership, to keep an up-to-date view of the business plan highlighting GTM approach, top priorities, our capabilities, and financial goals for the alliance.
- Create and maintain cadences with many of the Oracle Alliances key contacts to ensure the ArcLight Brand is top of mind.
- Assist Sales with penetrating Oracle teams, team meetings, Oracle events, via Oracle alliance relationships.
- Act as an information clearinghouse as it relates to your alliance.
- Establish and maintain clear and consistent alliance reporting.
- Collaborate closely with alliance leadership on consultant enablement and pursuit support.
- Ensure that training requirements are met.
- Support key practice meetings and ensure that they are scheduled and occur on a regular basis.
- Coordinate with Corporate Marketing to ensure collateral is up to date.
- Relationship Management – Establish, manage, and support a meeting cadence to foster strong alliances and sales relationships. Work with Cloud Solutions leaders to understand key criteria & KPI’s for the alliance and keep management apprised of the health of the relationship. Keep our alliance counterparts apprised of everything we are doing to drive incremental sales & enhance the relationship.
- Deliver Firm Competencies – Demonstrate ability to articulate how Alliance aligns to applicable signature issues, firm strategy, and business offerings to internal and external audiences. Participate in conversations around ecosystem development activities that include your alliance.
- Pipeline Tracking, Validation & Reporting – Work with Cloud Solutions Sales organization to maintain an accurate joint sales pipeline for your alliance. Own and drive all aspects of operational reporting including wins, pipeline, quals, awards and any other metrics important to the alliance and key stakeholders. Ensure pipeline management cadence is occurring regularly within Cloud Solutions and externally with alliance.
- Practice Communications & Knowledge Management – Manage all aspects of alliance communications, in close collaboration with your counterparts at your alliance, where appropriate. Ensure that key wins are recorded, tracked and communicated to the field.
- Marketing Coordination – Collaborate with Corporate Marketing to bring the Alliance strategy to life through identified tactics (newsletters, win wires, top-to-top communications, thank you program, etc.) Provide support and oversight for marketing campaign and event execution. Coordinate joint sales and marketing events and activities with various alliance channels.
QUALIFICATIONS:
- Required:
- 5-7 years’ experience in a similar role at a manager level or above
- Well established Relationships with Oracle Alliances and Oracle sales Leadership, strongly preferred.
- Demonstrated people management skills with direct and indirect reports
- Strong leadership presence
- A strategic and analytical mindset, with a constant itch for doing things better and more efficiently
- Passionate about content quality, with a desire to establish premier artifacts that are reflective of our substantial value proposition
- An excellent communicator with effective presentation skills
- Ability to handle a variety of different initiatives simultaneously, and capable of managing multiple deadlines
- Ability to work independently
- Ability to establish overall strategy, as well as the competency and desire to lead the execution
- Proficiency in Excel, Word and PowerPoint as well as CRM tools such as Salesforce
- Preferred:
- Industry experience in start-ups, technology, and SaaS.
OUR EMPLOYMENT EXPERIENCE:
A fun culture and integrated team environment. Culture is the number one thing we hire for. We truly enjoy working with each other, and look for people that will fit right in. When believe that if you are happy at work, this then flows to higher quality services for our clients. We also believe in many team happy hours and activities to bring the team together!
Obtain a flexible “work/life” balance. At ArcLight, we believe is fostering a work environment that works best for its employees. Some people prefer to come into the office every day; others prefer to work remotely for part of a week. We support our employees finding the mix that works best for them.
A collaborative team that works together to build our company. No employee will ever be put on an island by themselves, as every initiative includes multiple team members. You will constantly be challenged. We have ambitious growth plans and are evolving the business as we grow.
Be a big fish in a small pond. Many of our team members have felt “lost” within a large organization, where their contributions are not always recognized. At ArcLight, this position provides the opportunity to have a big influence on the growth and success of the company.
BENEFITS
- Competitive salary and benefits, including Medical/Dental
- Performance bonuses paid quarterly
- Employer 401K contributions
- Base salary up to $120k, plus bonus eligibility
Addison Group is an Equal Opportunity Employer. We respect and seek to empower each individual and support the diverse cultures, perspectives, skills and experiences within our workforce.
Contact Danielle Boykin for more info or click button to apply!
