SI Alliance Manager

Job Description

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SI Alliance Manager

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Job Description

Job Title: SI Alliance Manager

Location: Field- Australia

Function: Alliances and Partnerships

Position Type: Full-time

Position Level: Experienced

Xactly Corporation was founded to solve an important challenge: how to help people everywhere connect and unleash their human potential. Xactly delivers a first-of-its-kind, end-to-end Intelligent Revenue Platform that enables businesses to accelerate the digital transformation of their revenue operations (RevOps). Xactly pairs rich empirical data and purpose-built AI capabilities in one platform to advance the quality and scope of data-driven decision making through the revenue lifecycle. Xactly empowers growing enterprises to effectively manage their revenue generation. Xactly’s Intelligent Revenue Platform carries organizations through the full Revenue lifecycle by focusing on planning, territory and quota, incentives, and pipeline management and forecasting from initial strategy development through execution and prioritization of all aspects of revenue optimization. Harnessing the power of AI, Xactly’s scalable, cloud-based platform combines great software with the industry’s most comprehensive 16-year data set to give customers the trusted insights they need to improve sales performance and grow revenue.

THE OPPORTUNITY

The SI Alliance Manager is responsible for building relationships with designated systems integrator/professional services partners to drive revenue and market share expansion for Xactly.. The focus of the SI relationship is to build skills and capabilities within the SI partner(s) to provide consulting and implementation services for Xactly’s portfolio. The measurable outcome of this focus is a significant impact to the revenue potential of the SI, while building a community of technical and consulting resources who are evangelists for Xactly’s portfolio and value proposition to customers.

Primary job duties are focused on recruiting appropriate SI partners, establishing and leading the strategy and business planning which includes; driving pipeline creation, revenue expansion, cross functional alignment, and GTM execution with the partner(s). The SI Alliance Manager will work within Xactly as well as within the SI partner’s organization through building credibility, effective communication, evangelizing the Xactly value proposition, developing a strategy and cultivating key executive relationships with practice leaders and client account leaders that result in an effective partnership that delivers material impact to the partner and Xactly.

This is an individual contributor role and performance will be measured by the following key

metrics:

1. Partner staff sales and technical training and technical certifications on Xactly products for implementation services capability,
2. Joint pipeline creation,
3. Business opportunity referrals to Xactly from the SI partner, co-selling and partner influence activity within customers and prospects to drive our mutual business expansion.

At Xactly, we believe everyone has a unique story to tell, and these small differences between us have a big impact. When bright, diverse minds come together, we’re challenged to think different ways, generate creative ideas, be more innovative, and take on new perspectives. Our customers come from different cultures and walks of life all around the world, and we believe our teams should reflect that to build strong and lasting relationships.

Responsibilities:

● SI partner recruitment and management Develop and own the business partnership and develop a joint GTM strategy.

● Develop a mutual partner business plan and success metrics that are aligned to Xactly and the partner’s business priorities for the region. Track/Measure partnership KPIs and measure the ROI of program execution.

● Achieve revenue commitments, participate in QBRs, and measure partner performance against mutual determined business metrics and partnership scorecards aligned to Xactly and partner objectives.

● Drive Go To Market (GTM) activities through SI partnerships;

o work with Xactly Sales AE’s and partner’s sales team to generate revenue, both net-new and within existing accounts, including joint Go To Customer and Go To Market plans including joint account plans for key accounts.

o Uncover and measure referral business through partnership.

● Team with Xactly Marketing to drive Partner marketing initiatives, demand generation programs and campaigns that drive partner revenue. Develop and execute joint marketing programs and events. Establish the tone, direction, key value proposition messaging, content, and logistics

● Evangelize the SI partnerships internally, including joint value proposition selling, amongst the general sales teams to ensure awareness and collaboration. ● Build and nurture relationships with the partner’s practice leaders and client account leaders to further our mutual business objectives. Effectively collaborate across the partner’s client teams and selling resources and the partner’s ISV practice areas (specifically SalesForce and Oracle practices) that align with Xactly’s value proposition to enable pipeline development, sales wins and implementation services that translate to market share and revenue growth for Xactly and its strategic SI partner. ● Ensure partner’s technical capability to successfully implement Xactly products with high customer satisfaction. Work with Xactly Xpert Services and technical enablement team to ensure that partner’s staff are effectively trained and are delivering successful project implementations with high customer satisfaction ratings. ● Collaborate with Xactly’s Strategic ISV alliance team to leverage the SI’s ISV practices (i.e. SalesForce, Oracle)

● Own the success of the partner’s onboarding. Work with Xactly’s technical and sales enablement and professional services organization to develop and execute the onboarding, training and certification plan for the SI partner’s resources.

● Provide status information to Xactly Management including Xactly + Partner forecast & pipeline information

● Lead partnership QBRs, and measure partner performance against pre-established business metrics and partnership scorecards aligned to Xactly and partner objectives ● Promote an inspiring and positive attitude during face-to-face, verbal, and written communications

THE TEAM

Xactly’s Alliances team is a tight-knit and growing team, looking to expand and add individuals with diverse backgrounds, the hunger to achieve, and drive a complex and intellectual sale amongst our partners. Our team’s goal is to set partners up for success and transform the way C-level executives think about Sales Performance Management.

THE SKILL SET:

Qualifications

• Bachelor's degree required, MBA preferred
• 5 years of alliance or partner management experience in working with VARs or Systems Integrators in the enterprise software market.
• Possess requisite technical and business acumen with broad industry knowledge ● Experience achieving annual revenue results of at least $3M, with a proven track record of growth
• Excellent communication and presentation skills with demonstrated strength in public speaking
• Highly skilled at developing collaborative relationships.

WITHIN ONE MONTH, YOU’LL

• Understand Xactly’s portfolio, value propositions to the market and the sales tools and resources you’ll be utilizing available
• Gain a strong understanding of Sales Performance Management space and the business challenges Xactly solves
• Start building relationships with Xactly: sales teams in your region, partner marketing, partner sales enablement and the xactly professional services team supporting the technical enablement of your SI partners
• Meet with any existing priority SI Partners in the region and start understanding their business and building relationships so you can develop the mutual business plan for the partnership.
• Start developing a partner recruitment plan for key partners in your region based on discussions with your manager.

WITHIN THREE MONTHS, YOU’LL

• Complete briefing sessions for partners on Xactly’s strategy, SPM messaging and portfolio capabilities
• Finalize a mutual business plan for any existing partnerships that includes Strategy, tactics and key metrics for the partnership
• Finalize and begin execution of the new partner recruitment strategy. ● Generate pipeline and set up joint Go To Customer and Go To Market plans including joint account plans for key accounts with the guidance of the Partners & Alliances leadership
• Evangelize the partnership including the joint value proposition, with sales teams to ensure awareness and collaboration.
• Work to develop and drive Go to Market (GTM) activities, including joint account planning with Xactly and partner Account Executives
• Report on partner performance against pre-established business metrics and partnership scorecards aligned with Xaclty and partner objectives. Provide monthly dashboard report on progress against objectives and partnership KPIs to Xactly regional sales and alliances leadership
• Hold the first partnership QBR

WITHIN SIX MONTHS, YOU’LL

• Have built key relationships with Partner’s executive leaders and partner’s sales leaders and developed a collaborative working relationship with partner staff based on trust, and mutual respect based on the business perspective of shared risk and shared reward.
• Successfully onboard any new partner’s that are required for your region ● Implement robust performance measures and monthly reviews, using data driven analytics, to drive partner execution
• Work with Xactly Xpert Services and technical enablement team to ensure that partner’s staff are effectively trained and are delivering successful project implementations with high customer satisfaction ratings.
• Hold two (2) QBRs between Xactly leadership and partner’s leadership team to update on progress of initiatives against business objectives.

WITHIN TWELVE MONTHS, YOU’LL

• Be seen as a well-versed, trusted business-advisor (internally and externally), making a significant positive impact company-wide
• Achieve revenue commitments and targets around partner sourced opportunities, co-selling, pipeline building objectives, status of partner’s resources trained and certified across Xactly’s portfolio and reporting on the partner’s implementation capabilities with high customer satisfaction ratings.

Is this role not an exact fit for you? Keep an eye on our Careers Page for other positions!

BENEFITS & PERKS

• Paid Time Off (PTO)
• XactlyFit Gym/Fitness Program Reimbursement
• Generous Employee Referral Program

THE XACTLY STORY

Xactly is a leading provider of enterprise-class, cloud-based, incentive compensation solutions for employee and sales performance management. We achieve this by following our vision: Unleashing human potential to maximize company performance. We address a critical business need: to incentivize employees and align their behaviors with company goals. Our solutions allow organizations to make better strategic decisions, optimize behaviors, increase sales and employee performance, improve margins, increase operational efficiencies, mitigate risk, design better incentive compensation plans, and reduce error rates in incentive compensation calculations. Our core values of Customer Focus | Accountability | Respect | Excellence are key to our success, and each day we’re committed to upholding them by delivering the best we can to our customers.

We were the first 100% cloud-based, multi-tenant provider focusing solely on the incentive compensation and employee and sales performance management market, and we achieved our leadership position through domain expertise and innovative technology. We deliver our solutions through a Software-as-a-Service (SaaS) business model.

Xactly is proud to be an Equal Opportunity Employer. Xactly provides equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, pregnancy, sexual orientation, or any other characteristic protected by law. This means we believe in celebrating diversity and creating an inclusive workplace environment, where everyone feels valued, heard, and has a sense of belonging. By doing this, everyone in the Xactly family has the power to make a difference and unleash their full potential.

We do not accept resumes from agencies, headhunters, or other suppliers who have not signed a formal agreement with us.

Skills & Requirements Qualifications