Senior Director of Partnerships
Our Company:
Delivering personalized experiences at scale is what ActionIQ was founded on. We give our customers in Retail, Financial Services, Insurance, Wealth Management, Telecommunications, Technology, and Media the ability to gain access, ideate, test, automate, and measure the experiences they create through customer data, and we are passionate about driving self-service tools and intuitive interfaces - without sacrificing scalability and performance for the business.
We are on a mission to hire the best Alliance and Partnership people in the world, and we are committed to building an exceptional opportunity for our Partnership team members to earn, grow, and learn.
The Challenge:
The Sr. Director of Partnerships focusing on Accenture, Slalom, and PWC, will be regarded as a trusted business advisor who has deep knowledge and expertise about their Partner’s business and market to drive revenue within key verticals - Retail, Financial Services, Insurance, Wealth Management, Telecommunications, Technology, and Media. They will define and execute ActionIQ partnering strategies for assigned system integrators. They are responsible for managing the alliance and goaled on direct sales revenue sourced and influenced by their Alliance partners. They lead partner development with comprehensive enablement, investment, marketing and sales plans that help the partner create a material ActionIQ practice.
The Role:
- Develop and execute on alliance strategies consistent with ActionIQ’s sales strategy and performance objectives including:
- Leverage, cultivation, and enhancement of current partner ecosystem
- Development of new and unique alliances that advance the business objectives of the industry sector and add value to the customer base
- Build partner-leveraged pipeline:
- Educate Partners on appropriate ActionIQ value proposition for their business, preparing them to identify and position potential ActionIQ projects
- Design and implement new business development initiatives with Partners, including solutions development, joint value propositions, sales tools, special sales incentives, joint service offerings, and more
- Design and secure funding from partners for joint marketing campaigns
- Drive partner-influenced sales:
- Implement programmatic approaches to building Partner/ActionIQ field-level relationships
- Secure Partners’ advocacy for ActionIQ on deals (transactions, projects) such that the probability of a successful sale is improved, impediments to an ActionIQ sale are removed, deal size is increased, and ActionIQ’s overall cost of sales is reduced
- Increase ActionIQ’s sales coverage by adding new partner channels
- Promote partner-driven client success:
- Design, promote, and carry out Partner (technical) training programs
- Promote collaboration of projects with ActionIQ Services organization
- Pre-empt and/or address red account issues related to Partners’ execution of ActionIQ projects
- Align with GSI partner to co-develop solutions centered around ActionIQ capabilities
- Carry out and follow through on other project-specific tasks as needed
Requirements
- 4+ Years of experience working with or for Global Systems Integrators, AWS, Digital Agencies or Martech ISVs, selling solutions, programs, or services
- Expert knowledge of Adobe and/or Salesforce Marketing Cloud solutions and/or other Martech applications
- Proven experience working with either Accenture or Slalom, and establishing new relationships that create net new business
- Strong Relationship Management and business acumen - capable of developing and managing strategic plans with partners and sales; collaborating and building consensus.
- Demonstrated autonomy to successfully develop and manage accounts / programs / projects in highly complex, matrixed environments with multiple stakeholders and high degree of ambiguity.
- Track record of significant accomplishment in an Individual contributor or leadership role including successful development and management accounts/ programs/ projects in complex matrixed organizations with numerous constituents.
- Capable of developing and managing strategic plans with partners and sales.
- Excellent organizational, communication, writing, analytical, and time management skills.
- Master’s Degree in Business Administration, Computer Science, Information Systems Technology or commensurate degree preferred
Benefits
- Work with a fun, inclusive, and smart team of people as we build a NYC-based enterprise software company!
- Competitive compensation package, including significant equity component
- Backed by top-tier VCs (Sequoia, Andreessen Horowitz, FirstMark Capital)
- Top health insurance benefits
- Currently partially remote with the expectation to be back in the office full time in 2022.
- Work from Home stipend to optimize your setup.
ActionIQ is committed to building an inclusive, equitable, and diverse organization. We embrace equal opportunity for all applicants and seek to foster a culture of belonging for our employees. We recognize and appreciate that the more inclusive we are, the better we will function as a team. AIQ welcomes qualified applicants of any race, color, ancestry, religion, sex, national origin, gender identity, gender expression, age, marital or family status, disability, military veteran status, and any other status or background. Join us on our journey to build a product that will help our customers deliver memorable experiences that will drive loyalty and growth.