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The Regional Alliances Manager will be responsible for building, developing and managing partner relationships to drive new business, retain existing customers and develop the Workfront Partner Network in their assigned territory. Core responsibilities for this role will be to recruit, build and manage the partner ecosystem within the Workfront Partner Network.Focusing on the enterprise work management market, the goal will be to identify and sign partners that will jointly generate revenue, maximize ROI, grow integration offerings, and differentiate strategic offerings for both the partner and Workfront.
Key Responsibilities:● Recruit and manage partners within the Workfront Partner Network in assigned territory● Responsible for driving partner influenced revenue consistent with the overall revenue and growth targets of the region, theatre and the corporation, including pipeline management and forecasting.● Develop and manage relationships with the assigned partners and ensure that linkages exist internally with key Workfront stakeholders.● Develop additional joint GTM solutions for Workfront and the Partner Network● Orchestrate education of partner community, including product and solution trainings for partner’s staff● Assesses how to integrate the future direction of Workfront’s products and services with the future direction of the partner’s products and services to develop a common strategy● Establish regular meetings across various internal and partner resources on partner strategy, milestones and projected results● Serve as the central point of contact for assigned partners; coordinates joint business planning and execution, partner activities; and participates in contract negotiations to create partnerships which are strategically and financially advantageous and additionally serves as an expert on product suite information, creative product-based businesssolutions, and future product direction and strategy● Leads company-to-company relationships to create solutions and develop competitive advantage for Workfront and Partners in the marketplace
Qualifications:● Undergraduate degree and 10+ years’ relevant experience in sales and partner management● Experience selling through partner channels● Experience in partner sales motions and go to market strategies● Excellent communication and relationship-building skills● Strong strategic and financial agility● Experience driving solutions with partners
Internal Key Stakeholders & Matrix Reports:This role will report directly to the SVP of Global Alliances & NA Partners and will work very closely with the Workfront sales organization. Additionally, they will work with key stakeholders in product marketing, services, support, engineering, sales operations and other parts of the Workfront organization.
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