Strategic ERP Alliance Manager

Summary

Join insightsoftware as a Strategic Alliance Manager and play a pivotal role in building and nurturing strategic alliances with Hyperscaler and ERP partners. You will drive opportunities for direct sales teams through partner-influenced and referral programs to achieve business growth and meet sales targets. Working closely with leadership and cross-functional units, you will develop and execute go-to-market strategies. This remote U.S.-based role requires strong sales, business development, and communication skills, along with experience in strategic alliance management and financial technology sales. Success in this position involves building new partnerships, developing annual business strategies, and consistently achieving sales targets. The role demands collaboration with direct sales, cross-functional teams, and partners to maximize partnership outcomes and drive revenue growth.

Requirements

• 5+ years of strategic alliance management experience, including a proven track record of developing and nurturing partnerships with ERP partners
• Strong sales and business development expertise, with at least 3 years of experience driving revenue growth through partner-driven channels
• 5+ years of financial technology sales experience to mid-size public companies, showcasing a history of achieving sales targets
• Outstanding verbal and written communication skills, with the capacity to articulate complex ideas clearly and concisely
• Proficiency in negotiation, financial acumen, and analytical skills, which are vital for partnership success
• Experience with any of the following ERP ecosystem companies: MRI, Deltek, Viewpoint, Infor, Workday, Oracle

Responsibilities

• Take ownership of relationships with assigned strategic Hyperscaler and ERP partners, developing and driving initiatives for mutual growth
• Working with Partner sales teams and our Direct Sales teams, build and expand referral & influenced pipeline to meet or exceed defined sales targets
• Drive new formal relationships with strategic ERPs and their ecosystem partners through identifying products which enhance and extend the ERP partners solutions and communicating the "better together" story to secure new partnerships
• Create a business plan designed to meet or exceed sales targets within the assigned partner portfolio
• Define goals, objectives, and execution plans to achieve business targets, ensuring alignment with our core values
• Implement effective partner governance measures to maintain a structured and productive partnership
• This includes regular check-ins, performance assessments, and strategic adjustments to maximize partnership outcomes
• Continuously monitor partnership performance, tracking key metrics and leveraging data insights to make informed decisions that drive mutual success
• Collaborate closely with the direct sales organization to ensure that partner referral leads are followed up on and measured
• Foster a streamlined and effective process for lead management and follow-up to maximize conversion rates
• Collaborate with cross-functional teams to ensure the seamless execution of strategic initiatives, ensuring they align with partner strategies and contribute to the overarching goals
• Work closely with Direct Sales organization and Hyperscaler sellers to drive net new pipeline for our Direct Sales team sourced through and influenced by the Hyperscaler partners
• Collaborate closely with cross-functional teams to develop and implement sales enablement programs for our direct sales teams and Hyperscaler sellers to foster seamless and coordinated efforts
• Establish robust relationships with strategic ERPs and secure formal partnership agreements
• Collaborate closely with these partners to create new sales pipeline through partner referrals and influence on opportunities
• Identify opportunities for expanding the existing partnership strategy through the integration of additional ISW offerings, enhancing the value proposition
• Successfully achieve monthly and quarterly sales targets consistently to drive revenue growth and maintain financial objectives

Benefits

Remote work