Sales Channel & Affiliates Manager, Financial Services Software *Hybrid*

***This a hybrid position requiring working from a Wolters Kluwer office in the US or Canada on a weekly basis***

Wolters Kluwer Financial & Corporate Compliance provides expert services and solutions to help financial services and corporate professionals maintain ongoing compliance requirements, increase efficiency and produce better business outcomes. We provide a wide range of technology-enabled lending, regulatory and investment compliance solutions, corporate services, and legal entity compliance solutions.  Our customers Include corporations, small businesses, law firms, and financial institutions - banks, non-bank lenders, credit unions, insurers and securities firms.

As a Sales Channel & Affiliates Manager for Wolters Kluwer Financial & Corporate Compliance, you will be responsible for leading key top-tier partnerships.  This includes managing existing partnerships to increase business value as well as seeking new opportunities to expand those partnerships.  You will manage the strategic partnerships in alignment with the strategic priorities and goals of the company. Success in this role will be measured by ensuring delivery of the annual plans of the partnerships, driving both short-term and long-term objectives and meeting the revenue goals for the partnerships by maximizing solution adoption and driving business growth through end user client renewals.  Additionally, you will collaborate and work effectively with other internal stakeholders including:  Sales, Business Units, Professional Services, Marketing, Product Management, Development and senior management to make this happen.  You will report to the Associate Director, Sales Channel & Affiliates.

Essential Duties and responsibilities

• Manage and drive Wolters Kluwer’s strategic partnerships across joint sales, marketing and product initiatives.
• Customer Relationship Development:  Develop and nurture relationships with assigned partners, and work with partners to create detailed go-to-market plans that align to sales/revenue goals.
• Collaborate with Partner Enablement and Partner Operational resources to ensure high levels of engagement and training with top-tier partners to drive optimal demand generation.  Effectively onboard, promote, and support adoption of product offerings.
• Develop overall strategy and success plan for each named partner. Drive monthly, quarterly progress towards partner satisfaction, revenue and strategic goals within plan.
• Royalty and Invoicing:  Track, review and manage invoicing and royalty fees.
• Oversee the integration and/or interface of Wolters Kluwer solutions with the partner solution in collaboration with cross functional teams within Wolters Kluwer from ideation to development, marketing, field roll-out, and sales support.
• Develop business cases and create innovative proposals for potential and existing partners that drive value for both parties.
• Lead the relationship from the contractual and operational perspective. Develop a deep understanding of the contractual elements pertinent to each partner in your portfolio. Oversee Wolters Kluwer’s contractual obligations and be the go-to person internally and for our partners on all partner-related matters related to your portfolio, including timely renewals and extensions.
• Have regular cadence with assigned partners to engage in proactive sales opportunity generation, pipeline management and deal closure. Foster relationships, lead discussions, and negotiations with partners from C level executives to key functional leads. Develop strong Wolters Kluwer goodwill and awareness across partner organizations.
• Promote and position Wolters Kluwer offerings via direct contact, meetings, demonstrations, concept/white papers and industry and tradeshow events.  
• Act as partner advocate within Wolters Kluwer and educate on how we can further build our partner ecosystem.
• Diligently use CRM (Salesforce.com, Partner Portal…) to capture relevant data, provide team and executive level reporting and keep comprehensive and accurate notes.  Monitor and interpret product usage data to identify opportunities for improving product adoption, pursuing renewals, and up-selling.
• Maintain industry intelligence and maintain awareness of industry trends and the strengths and weaknesses of key competitors.
• Perform other duties as assigned

Qualifications

Education: 

• Bachelor’s degree in Business, Marketing or related field from an accredited college/university; Or if no degree, equivalent years’ relevant work experience. Master's degree/MBA preferred

Minimum Experience:

• 5 or more years’ experience developing alliances and revenue-generating partner/channel relationships
• 3 or more years’ in a Customer Success, Account/Relationship Management, or strategic sales role working with intangible product solutions (SaaS/Software preferably)
• Financial Services vertical expertise or other relevant Financial Services industry sales/service work experience
• Experience driving new logos, as well as meeting/exceeding high growth goals
• Working knowledge of product and software development processes
• Proficiency in using CRM applications (e.g., Salesforce, Partner Portal)

Other Knowledge, Skills, Abilities or Certifications:

• Ability to think strategically, analytically, and work flexibly to interpret data to drive business decisions and achieve results
• Strong ability to network, align and work with key players at all levels to building business relationships and drive results
• Strong presentation, negotiation, organization and business planning skills
• Strong communication skills and ability to proactively communicate using APIs and reactively address system issues/escalations
• Must be able to prioritize and multi-task with special attention to detail and follow-up in a time-efficient manner
• Proactive and reactive problem-solving skills
• Ability to work independently and as part of a team

Travel requirements

• Up to 25% annually

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Compensation:

Target salary range CA, CT, CO, DC, HI, IL, MD, MN, NY, RI, WA: $121,350 - $170,050
 

Additional Information:

Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.