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Global Alliance and Partnership Development Leader
2 months ago
Zearch is excited to be assisting in the search for a seasoned professional to lead the development and execution of a comprehensive channel and partner strategy for a high-growth company in the GIS/ERP space. This is a true build-out role that would suit a decorated leader with a proven track record of building and scaling channel and alliance programs.
The ideal candidate will be a strategic thinker with a strong background in building and scaling channel and alliance programs within the SaaS, PaaS, or Cyber landscape, particularly in the telecommunications and utility sectors. This role will focus on all things indirect and will have the ability to scale a team, implement a global partner program, and execute.
Key Responsibilities:
- Serve as a trusted advisor to the CEO and senior leadership team, offering both specialist and general support. Maintaining a proactive stance to ensure that critical details are never overlooked.
- Design and implement a comprehensive channel and partner strategy that aligns with the company's business objectives and potential market opportunities.
- Recognize, recruit, and own strategic partnerships and alliances with key players in the industry, including system integrators, technology partners, and value-added resellers.
- Lead the channel sales team, driving partner engagement, enabling sales, and managing performance to ensure the highest standards are met.
- Fuel revenue growth through the development and execution of effective partner programs, co-selling activities, and joint marketing initiatives.
- Work cross-functionally with internal teams such as sales, marketing, product management, and customer success to ensure smooth execution of partner initiatives.
- Leverage partner networks and strategic alliances to identify and capitalize on new market opportunities.
- Work to become a go-to partner in the Telco & Utility vertical.
- Ensure continuous improvement by establishing and tracking key performance indicators (KPIs) to measure the effectiveness of channel and partner programs.
- Build, manage, and sustain a top-tier indirect sales team to drive and support the company's ambitious growth objectives.
Candidate Profile:
Qualifications and Experience:
- A bachelor's degree in business, marketing, or a similar field. MBA preferred.
- A minimum of 10 years' experience in channel/partner management or business development, specifically within the software, telecommunications, or utility industries.
- A history of effectively building and scaling channel and alliance programs at Senior Director/VP level on a global scale.
- Deep knowledge of network solutions including utility grid modernization, fiber, and 5G broadband.
- Exceptional leadership abilities, along with strong communication and interpersonal skills.
- Proven success in driving revenue growth and meeting targets.
- Capable of thriving in a fast-moving, dynamic environment.
- Must be willing to travel, as necessary.
