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Identifies and develops key account alliances and relationship programs designed to produce sales opportunities. Recruits, develops and manages strategic partner alliances/partnerships and opportunity pipelines and ensures the retention, growth and customer satisfaction of accounts. Evangelizes company products in conjunction with recruiting key alliances/partnerships. Evaluates program trends and provides analysis and recommendations to management. Works toward mutual goals, strategies, and objectives to build awareness and support of overall strategic benefits of the alliance. Provides for financial analyses, long-range forecasting and analysis studies associated with potential alliances/partnerships. Monitors programs to assess the sales impact of the solution(s) in the marketplace and the overall success of the alliance. Monitors competitor activity in accounts and implements strategies to maintain account ownership and block competitor advancement.
Excellent verbal and written communications skills; presentation, customer service, business and negotiation skills.- Ability to travel within assigned region, working closely with District Managers, Sales Representatives, and channel partners. Occasional travel outside of region required.- Strong interpersonal and collaboration skills. - High energy with the capability to multi-task in a dynamic, rapidly growing organization.- Ability to manage priorities and deadlines.- A thorough understanding of go-to-market strategies including account segmentation, products, marketing strategies, etc.- Broad exposure to a variety of technologies/concepts in a distributed Company websitesibility and Interaction:Responsibility: - Having broad expertise or unique knowledge, this individual uses their skills to contribute to the development of company objectives and principles, and to achieve sales function goals in creative and effective ways. - Is responsible for a specific geographical install base and large, complex, high visibility, strategic, or tactically important accounts. Interaction: - This individual effectively works with, and influences senior internal personnel within the function, and employees in other functions that support the sales effort, and has direct customer contact. - May successfully coordinate significant projects or initiatives across functional Company websited management supervision and direction is provided since this individual operates and drives results independently.- The ideal candidate is a subject matter expert and strongly influences sales team decisions and initiatives. May also act as a team leader and major decision maker for team projects with significant interdependencies. - May supervise other less senior members within same function.
Typically requires a minimum of 12 years of related experience with a Bachelor’s degree; or 8 years and a Master’s degree; or a PhD with 5 years experience; or equivalent experience.