Strategic Alliances Manager

2 months ago

London, United Kingdom Global Relay Full time

Who we are:

For over 20 years, Global Relay has set the standard in enterprise information archiving with industry-leading cloud archiving, surveillance, eDiscovery, and analytics solutions. We securely capture and preserve the communications data of the world’s most highly regulated firms, giving them greater visibility and control over their information and ensuring compliance with stringent regulations.

Though we offer competitive compensation and benefits and all the other perks one would expect from an established company, we are not your typical technology company. Global Relay is a career-building company. A place for big ideas. New challenges. Groundbreaking innovation. It’s a place where you can genuinely make an impact – and be recognized for it.

We believe great businesses thrive on diversity, inclusion, and the contributions of all employees. To that end, we recruit candidates from different backgrounds and foster a work environment that encourages employees to collaborate and learn from each other, completely free of barriers.

We encourage you to apply if your qualifications and experience are a good fit for any of our openings.

Your Job:

The Strategic Alliances Manager plays a pivotal role in managing one of Global Relay’s key strategic partnerships. The role will work closely with the strategic partner’s reseller channels to provide operational support to their Sales teams in order to increase revenue. Responsibilities will include providing demonstrations and sales calls to potential customers, providing sales training and marketing materials and to maintain an ongoing mutual relationship. The partner exclusively resells the entire suite of Global Relay’s products within their Sales division across EMEA, APAC and the Americas. The immediate priority is to support revenue growth through this channel.

Your Role:

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 (internal partners will include Product, Engineering, Sales, Operations, Finance, Marketing, and Legal) Compose and respond to inquiries by coordinating with Global Relay’s Provisioning, Support, Accounting, Training, and Legal teams and ensure that all questions have been responded to.

External duties and responsibilities

Support the strategic partnership to win new business via the reseller agreement. Define the strategy to optimize the existing partnership; this involves go-to-market, sales enablement, marketing, and developing relationships with key senior stakeholders. Working cross-functionally, act as the primary point of contact for Strategic Partners and serve as their voice, representing their views across the organisation and championing their needs. Drive the engagement prior to deal signature and continue for the life of the partnership, ensuring that we holistically deliver across all business imperatives and contractual elements.

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

About You:

Post-Secondary education complemented by relevant work experience or training is preferred Previous experience working in technology sales and/or IT channel preferred Strong verbal and written communication skills, interpersonal and listening skills Excellent customer service and presentation skills Proficient in Microsoft Office Applications (Word, Excel, PowerPoint & Outlook) Exceptional time-management, organizational and prioritizing skills with great attention to detail is essential Comfortable working with technology and computers and demonstrates ability to learn new software quickly

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