Senior Alliance Sales Manager – UK/EMEA

The Role

We are seeking an experienced and dynamic Senior Alliance Sales Manager to manage our strategic partnerships with the Big 4 consulting firms. As a pivotal member of our team, you will be responsible for nurturing and expanding our alliances, with a primary focus on driving sales growth.

The scope of this role will initially be to support the growing partnership in EMEA and APAC. Though over time may expand to encompass other partners.

Key responsibilities of this role:

-          Work with EMEA/APAC leaders from the Big 4 consulting firms & Fusion strategy and GTM plan including co-selling & sourcing revenue, identification of new market opportunities and development of assets/solutions.

-          Create and manage a joint business plan to drive revenue growth with the partnership across EMEA/APAC.

-          Regularly connect and update the Global Alliance leader at Fusion to ensure alignment and information flow.

-          Work with partner team members to execute GTM plans in all supported regions and operating units.

-          Execute, manage and deliver pipeline and revenue tied to partner’s strategies and initiatives in close alignment with internal and external partners.

-          Work with Fusion sales teams to identify target accounts and drive the collaboration with partners to build, accelerate and close business in these accounts.

-          Take partner sales plays offerings and industry assets/solutions agreed with partner’s Global Alliance leader at Fusion, to specific markets for local execution and engagement with our sales teams.

-          Sales Enablement: Work closely with internal sales teams to develop joint value propositions, sales plays, and go-to-market strategies that leverage the strengths of the alliances. Identify the key people and resources within the partner and enable them on these plays.

-          Industry Knowledge: Stay updated on industry trends, regulations, and policies to provide relevant guidance and insights to partners and customers.

-          Performance Tracking: Review sales play metrics/efficiency on a recurring basis with Partners, Partner Sales team, Sales Regions & Business Development teams.

-          Maintain pipeline and dashboards that communicate to Executive Leadership the effectiveness of identified programs and investments.

-          Conduct regular cadence between partners & Fusion stakeholders.

-          Actively expand network and relationships for Fusion within partnership (e.g. identify and develop key partner/director level relationships)

-          Communications: Serve as a liaison between Fusion Risk Management and the partner. Ensure effective and timely internal & external communication and coordination with the partner.

 

 

Milestones for the First Six Months:

·         Training:  Dive into product knowledge, understanding the partner ecosystem, and familiarizing with tools and resources.

·         Shadowing:  Observe and shadow experienced team members to understand workflows and best practices.

·         Building Relationships: actively engaging with strategic partners, fostering relationships, and understanding their needs.

·         Sales Plan Development:  Contribute to crafting a sales plan for partnering with key allies and establishing joint strategies.

·         Develop business plan for your territory.

·         Report and Refine:  Compile a comprehensive report on achievements, lessons learned, and proposed enhancements for the upcoming months.

 

Knowledge, Skills, and Abilities

-          The ideal candidate would have an extensive experience working within or closely with one of the Big 4 consulting firms, encompassing a comprehensive understanding of their organizational structure, decision-making processes, and relationships across various departments and levels within the firm.

-          Ability to build, lead and implement strategy in a cross-functional environment.

-          Experience of building joint partner business plans and a track record of driving growth

-          Proven track record of fostering strategic alliances and driving collaborative efforts with partners, particularly within PwC or KPMG, to co-create innovative go-to-market offerings that resonate with the target audience.

-          Strong tolerance for ambiguity; able to focus and complete in a changing environment; ability to make things happen.

-          Demonstrated analytical, organizational, and project management skills, using relevant information to make timely and critical decisions that affect cross-functional teams and has substantial impact on investments and program effectiveness.

-          Demonstrable proof of producing measurable results of influenced revenue or partner sales

-          Ability to build and maintain positive working relationships while delivering results in a highly sophisticated, matrixed global organization.

-          Strong drive and character qualities that match with company core values and encourages others to follow and act.

-          Executive presence to lead and manage the most strategic global partners.

-          Strong executive selling and business development skills; proven track record to understand different partner GTM and Organizational models.

-          Have an innovation mindset: Be a forward-thinking and innovative mindset, capable of identifying and capitalizing on emerging trends, technologies, and market shifts. Proven ability to work with partners to create compelling value propositions and differentiated solutions.

-          Willingness to travel up to 25%

Qualifications (Education and Certifications) 

-          5+ years in a partner/alliance sales, ideally with experience working advisory/consultancy firms or experience working in advisory/consultancy forms and working with software vendors.

-          Bachelor degree.  Advanced degrees a plus.

 

Disclaimers

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

You must have evidence of right to work in the UK to be hired for this role.

Fusion is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, disability, age, pregnancy, military service or discharge status, genetic information, sex, sexual orientation, gender identity, or national origin. Nothing in this job posting should be construed as an offer or guarantee of employment. 

 

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Last updated on Oct 17, 2024