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GSI Alliance Manager-EMEA

1 month ago

London, United Kingdom Whatfix Inc. Full time

Who are we?

Whatfix is a leading global B2B SaaS organization and the largest pure-play enterprise digital adoption platform solution provider. Utilizing GenAI technology, Whatfix enhances all stages of software deployment with application simulation, product analytics, and digital adoption, driving business outcomes such as increased revenue win rates, cost reduction, risk compliance, enhanced productivity, and improved user experience. We have seven offices in the US, India, UK, Germany, Singapore, and Australia, supporting 700+ global customers, including 80+ Fortune 500 companies. Whatfix has raised $140 million to date and is backed by marquee investors, including Softbank, PeakXV, Dragoneer, and Cisco Investments.

  • With over 45% YoY sustainable annual recurring revenue (ARR) growth, Whatfix is among the “Top 50 Indian Software Companies” as per G2 Best Software Awards.
  • Recognized as a “Leader” in the digital adoption platforms (DAP) category for the past 4+ years by leading analyst firms like Gartner, Forrester, IDC, and Everest Group.
  • The sole vendor named as Customers’ Choice: 2024 Gartner Voice of the Customer for Digital Adoption Platform Report. We also boast a star rating of 4.6 on G2 Crowd 4.5 on Gartner Peer Insights and a high CSAT of 99.8%.
  • Highest-Ranking DAP on 2023 Deloitte Technology Fast 500 North America for Third Consecutive Year.
  • Won the Silver for Stevie's Employer of the Year 2023.
  • Only DAP to be among the top 35% companies worldwide in sustainability excellence with EcoVadis Bronze Medal.

About the Role

We are seeking an outstanding GSI Alliance Manager-EMEA to join our team and work out of our London EMEA HQ. The position will work with the GSI partner(s) to own all sales and business development activities at different stages of the Alliance partnership.

The GSI Alliance Manager-EMEA will be pivotal in driving new business opportunities with our GSI partners, helping them grow their business globally while driving C-level, Practice Team, Marketing, and Field relationships. The ideal candidate will bring a partnership background to drive successful partnerships and engage at the CXO level to close deals within the GSI ecosystem. The position also requires strong product acumen, complex campaign understanding, and working knowledge of the Enterprise IT landscape.

Responsibilities

  • Develop the NA plan for the “alliance partner” in collaboration with stakeholders across the “organization,” focusing on critical offerings and country-level execution.
  • Develop joint relationships, initiatives, and programs for long-term sustained account success.
  • Influence Sales leadership to partner for short- and long-term revenue growth while building sustainable, trusting relationships across the Alliance partner.
  • Align closely with regional alliance leaders to ensure the identification, pursuit, closure, and tracking of customer opportunities to perpetuate the existing base of “organization” revenue - engage in customer-specific activities as needed.
  • Identify the right opportunities, frame deal structures, negotiate & close deals with a focus on business development and sourcing deals.
  • Ensure GTM stakeholders align with the right Whatfix value prop to evangelize Whatfix with their regional sales teams and clients.
  • Manage and collaborate with GSI partners to define and execute joint sales and Go to Market (GTM) programs.
  • Propose business solutions to support sales campaigns and serve as the domain expert on proposed solutions to prospective clients.
  • Assist the partner team with the expansion strategy into target accounts by educating them on WhatFix’s overall capability.
  • Plan sales campaigns with partner executives and lead efforts to ensure the delivery of all technical resources to our partner's sales campaigns.
  • Collaborate with partner’s product managers, software developers, analysts, industry principals, and other groups, evangelizing and enabling them on WhatFix.
  • Handle escalation & governance as part of partner program and experience during sales as well as after-sales.

Requirements

  • MBA Degree or equivalent business experience.
  • 8-12 years of total experience.
  • 5-7 years of GSI alliance experience, preferably from within a SaaS/ISV organization.
  • Ability to understand complex GSI relationships.
  • Experience driving partner go-to-market campaigns that include cross-functional teams across sales, marketing, and partners.
  • Experience engaging and influencing C-level executives.
  • Experience owning, driving, and managing partnerships against quarterly targets.
  • Excellent communicator and active listener with a strong sense of ownership in the work.
  • Multilingual skills preferred - Native German and English proficiency is preferred, and any other European language is a plus.
  • Skilled in negotiating contracts and growth plans with current and prospective GSI partners.
  • Ability to understand and apply procedures, regulations, and policies related to areas of specialized expertise.
  • Ability to use a clearly defined methodology for establishing priorities.
  • Ability to proactively develop partner relationships by listening to, understanding, anticipating, and providing solutions to partner and partners' customer needs.
  • This role requires 50% or more of travel, without exception.

Perks / Benefits

  • Mac shop, work with the newest technologies.
  • 25 days of PTO for the calendar year and 8-10 public & bank holidays.
  • Equity Plan.
  • Paid paternal/maternal leave.
  • Monthly cell phone & internet stipend.
  • Paid UberEats lunches daily.
  • Private medical insurance & health cash plan.
  • Pension plan.
  • Group Life Insurance plan.
  • Team and company outings.
  • Learning and Development benefits.

At Whatfix, we value collaboration, innovation, and human connection. We believe that working together in the office five days a week fosters open communication, strengthens our community, and drives innovation, helping us achieve our goals more effectively.

This role requires onsite work at our London office, located at 1 Kingdom Street, Paddington Central, London, W2 6BD. Relocation assistance is available.

We strive to live and breathe our Cultural Principles and encourage employees to demonstrate some of these core values - Customer First; Empathy; Transparency; Fail Fast and scale Fast; No Hierarchies for Communication; Deep Dive and innovate; Trust is the foundation; and Do it as you own it.

Whatfix is an Equal Opportunity Employer and an E-Verify participant. All activities must comply with our Equal Opportunity Laws, ADA, and other regulations, as appropriate.

We are an equal opportunity employer and value diverse people because of and not in spite of the differences. We do not discriminate on the basis of race, religion, color, national origin, ethnicity, gender, sexual orientation, age, marital status, veteran status, or disability status.

Due to the global nature of our company and our hiring committee spanning different time zones, the interviews for this role will be recorded for those not in attendance to review.

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