Strategic Partner Development Director - B2B SaaS
Concentra Analytics, United States
Job Description
About Concentra
Concentra Analytics is a fast-growth SaaS company with award-winning data analytics platforms and services that enable businesses to improve their operations and execute their strategies more effectively.
About orgvue
In an era when market dynamics are constantly shifting, orgvue is the leading organisational planning and design platform that puts businesses on the front foot. It harnesses the power of data and modelling to build more adaptable and better performing organisations. What orgvue does best is give business leaders control of their organisation and with the data evidence help them make faster, confident decisions to get the right people doing the right work at the right cost. This is real-time organisational decision-making for times of change. That’s why?orgvue?is used by the world’s foremost companies and consulting firms to fearlessly build their organisations of the future, today.
This is an exciting time to join orgvue. The business is experiencing double-digit growth year over year and is now investing heavily in the Marketing and Sales function to continue driving that growth as we ascend to new heights in 2021.
What you will be doing:
Managing and Developing Strategic Partners
Lead the development of strategic partnerships in North America through driving these areas of focus:
Expand Relationships, Drive Adoption, and Deliver Joint Value
- Identify and develop key relationships within our strategic partnerships securing sponsorship at senior levels for orgvue platform in partner offerings and GTM
- Develop and implement business plans with strategic partners that will raise awareness of the orgvue platform, achieve maximum adoption across all partner projects and drive joint pipeline development for multi-year opportunities
- Align the strategic partner business, Goals, and strategy to develop commercial options to deliver mutually shared revenue goals.
- Working with the Channel Program team leverage pre-defined content drive the appropriate webinars with strategic partners to align orgvue capability with the partners market offerings.
Joint Go to Market Plan
- Working with the strategic partner executives’ sponsors develop a joint Go To Market plan that will drive recurring license revenue growth
- Will Work closely with Direct Sales and cross-functional teams to source, facilitate, and execute complex strategic GTM plans with strategic partners, as well as continually refine go-to market strategies that drive recurring license revenue
- Design and lead growth strategy with agreed strategic partners
- Manage coordination with Channel team, and other internal cross-functional teams (e.g., Product, Advisory CS, Marketing, Legal, Operations, Finance) and other teams in respect of your strategic plans
Ensure Best Practice Adoption (Capability)
- Working with the Channel Program team, and other functional areas to oversee enablement plans with strategic partners, ensuring we are executing the appropriate capability building across sales and delivery teams in line with the strategic GTM plan
- Where appropriate deliver webinars for business development, in line with the specific strategic partnership GTM plan
- Contribute to the shaping and development of partner program by providing incisive feedback from strategic partners on content delivered and requirements going forward
Positioning ad Go to Market
- Work with partner to understand GTM strategies and offerings and articulate the value of orgvue (partner benefits and client benefits)
- Work with partner to identify opportunities to integrate orgvue into method and ensure understanding of breadth and relevance of broader use cases that are identified as a priority by the partner.
Requirements
- Commercial acumen: can interpret partner business requirements and develop commercial solutions to drive mutual benefit
- Communication skills: ability to develop and construct a compelling narrative to engage partner in a variety of discussins
- Influencer: proven ability in influencing and working with senior individuals in large organisations across multiple industry sectors
- Relationship builder: Strong empathy and relationship skills
- Domain experience: Sales experience, building relationships, and positioning key value propositions, articulating the key areas of business value of a solution.
- 15 - 20 years in the Software industry, specifically developing strategic partner relationships to drive high growth recurring revenue
- Experience in business development, strategic negotiations, and/or partner management
- Experience