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Sr. Director, Platform Sales & Alliances
Concur
Bellevue, WA, United States
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Position Description
Concur, a part of SAP, imagines the way the world should work, offering cloud-based services that make it simple to manage travel and expenses. By connecting data, applications and people Concur delivers an effortless experience and total transparency into spend wherever and whenever it happens. We serve more than 35,000 clients representing more than 30 million users in over 150 countries.
In 2013, Concur launched the Concur App Center (www.concur.com/appcenter) offering customers pre-built solutions that work seamlessly with Concur. The App Center offers a way for prospects to see how Concur is different than the competition, a way for clients to find solutions that are prebuilt to work with what they already have, and a way for users to connect their Concur accounts with the apps that let them travel smarter. The foundation of the Concur App Center is hundreds of partners across industries around the globe who provide simple, targeted solutions to Concur customer’s everyday problems.
The Sr. Director of Platform Alliances & Sales will play a fundamental role in the success of the Concur Platform by leveraging deep partner management and sales engagement experience to support App Center Partners and Concur to be successful in jointly positioning integrated products. As the leader of the small but savvy Global Platform Alliance Management & Channel Sales team, you’ll define the overall strategies and tactics to help our partners and Concur achieve the greatest success. You’ll liaise with Concur field leadership teams to agree the best approaches and consistently maintain key relationships across the global SMB and Enterprise sales organizations.
Responsibilities:
• Lead a team of Alliance Managers and Channel Sales Managers tasked with defining and delivering on strategies to help App Center partners achieve success
• Directly manage 2-3 of our most strategic partnerships
• Constantly innovate in the way we add value to partners and to Concur
• Help your team to provide deep support to partners and the Concur field pre- and post-launch
• Act as the internal and sometimes external champion for partner’s applications
• Co-develop go-to-market plans, target lists and sales strategies with key partners
• Track and report on key metrics (revenue and units) and support the team to manage the pipeline
• Work cross-functionally to build scalable processes for sales operations
Position Requirements
Education, Experience & Training required:
• Bachelor’s degree, Masters is a plus
• 10+ years in Business Development, Alliance Management, Sales, Account Management, Product Marketing, Solutions Consulting/Pre-Sales roles
• 4+ years leading teams in a similar function
• Experience with Concur customers is a strong plus
• This individual will have a passion for understanding client requirements, a strong functional and technical aptitude and willingness to do what it takes to help Concur and our partners achieve success.
• Experience with API’s/web services and developer platforms a strong plus
• Ability to pass a background check.
Job Specific Specialized Knowledge & Skills:
• Program management experience
• Relationship, mediation, influencing, and negotiation skills
• Ability to quickly gain trust, build relationships, and instill confidence
• Able to work equally well independently or as a team
• Significant personal initiative, high energy with a “can do” attitude and professional drive
• Exhibit and lead with strong change management skills
• Desire to work in a fast-paced and ever-changing environment
Critical Performance Competencies:
• Planning and Organizing – Establishes a systematic course of action for self and others
• Initiative – Prepares for problems or opportunities in advance
• Interpersonal – Direct and diplomatic in dealing with others to achieve goals
• Influence – Demonstrates different styles as appropriate to situation while maintaining positive relationships
• Adaptability/Flexibility – Quickly adjusts to new, different, or changing requirements
• Accountability – Holds self and others accountable for results
Value Competencies:
• Displays passion for & responsibility to the customer
• Hires, develops & rewards great people
• Displays leadership through innovation in everything you do
• Displays a passion for what you do and a drive to improve
• Displays a relentless commitment to win
• Displays personal & corporate integrity
EEO:
Concur is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, ethnicity, color, national origin, religion, sex, protected veteran status, disability status, or any other characteristics protected by federal, state or local law. We are committed to hiring and valuing a global diverse work team.
Concur is a dynamic, growing and fast-paced organization. As such, successful employees are able to work in a fast-paced environment, managing multiple priorities often times under tight deadlines. This typically requires working a 40+ hour work week to accomplish performance objectives. With that, Concur offers flexibility as to the specific working hours that may be required or available depending on your role.
Concur is a SaaS company. Employees must be technically savvy with the ability to use the computer/keyboard and telephone to conduct business. The ability to creatively problem solve to our core value of ‘Leadership through innovation in everything we do’. Many positions within Concur are customer facing so written, verbal and interpersonal communications skills are required for a majority of opportunities with Concur.
Confidentiality and our core value ‘Personal and corporate integrity’ are critical components being that Concur is a publicly traded company and working towards building a great, enduring company.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.