Strategic Partnerships Manager

2 months ago

London, Greater London, United Kingdom Global Relay Full time

About Global Relay

Global Relay is a leading provider of enterprise information archiving solutions, serving the world's most highly regulated firms with industry-leading cloud archiving, surveillance, eDiscovery, and analytics solutions.

We pride ourselves on being a career-building company, where big ideas, new challenges, and groundbreaking innovation thrive. Our employees are encouraged to collaborate and learn from each other, fostering a diverse and inclusive work environment.

About the Role

The Strategic Partnerships Manager will play a pivotal role in managing one of Global Relay's key strategic partnerships. This role will work closely with the strategic partner's reseller channels to provide operational support to their Sales teams, driving revenue growth through this channel.

Key Responsibilities

  • Develop and drive our global Strategic Alliances strategy
  • Track, analyze, and communicate key quantitative metrics and take reasonable actions
  • Work internally to streamline and establish processes to optimize revenue operations between Global Relay and the Strategic Partner
  • Collaborate with marketing to create Sales campaigns, literature, and materials
  • Act as an internal and external advocate for the Strategic Partner
  • Collaborate with cross-functional teams, understand their priorities, and build relationships
  • Compose and respond to inquiries by coordinating with Global Relay's Provisioning, Support, Accounting, Training, and Legal teams

External Duties and Responsibilities

Support the strategic partnership to win new business via the reseller agreement. Define the strategy to optimize the existing partnership, involving go-to-market, sales enablement, marketing, and developing relationships with key senior stakeholders.

Work with the Strategic Partner to define joint value proposition and develop go-to-market plan, including:

  • Proactive contact to provide support, marketing, updates on products, and promote sales
  • Collaborate and support key stakeholders within the partnership
  • Be the key point of contact relationship manager with frequent exchange at all levels and with all relevant partner teams
  • Secure partner commitment in areas ranging from product development, marketing, sales, and service delivery
  • Work on joint marketing initiatives and create marketing materials to promote sales

Evangelising Global Relay within our strategic partner's extended community, as well as identifying and developing new opportunities, at seminars, customer briefings, and industry events.

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