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Sr. Global Alliances and Channel Manager
9405 SW Gemini Drive Beaverton, OR 97008
We are a global, values-based organization empowering talented engineers and scientists, along with a wide-range of sales, marketing and operations professionals to manage a publicly-traded company consistently ranked as one of Oregon’ s best places to work. Will you join us?
The role of the Global Alliances and Channel Manager plays a critical role in establishing, maintaining, and growing the ecosystem necessary for our company to deliver products and technologies to market. As a multi-sided platform, our products require the close collaboration and alignment of its ecosystem Partners to deliver customer value. The Global Alliances and Channel Manager role is evolving at our company to further drive Partner and Channel-friendly business and product strategies while collaborating closely with Sales to establish strategic engagement and joint-sales pipelines that assist in deepening our market penetration.
ESSENTIAL FUNCTIONS / MAJOR RESPONSIBILITIES:
? Build, maintain, and nurture channel and assigned alliance relationships to ensure alignment with our strategies
? Help define business and engagement strategies to maintain and further build out a sustainable worldwide sales channel
? Build and maintain high levels of engagement with existing channel business agents/OEMs/VARs worldwide
? Research and drive new channel and assigned alliance initiatives and opportunities
? Act as a strategic advisor to both alliance Partners, Channels, and business units
? Actively contribute to early-phase Sales account strategy planning to expose opportunities for ecosystem relationships and influence resulting in the shortening of our sales cycles
? Provide Partner and Channel requirements to Product Management to encourage ecosystem-friendly products and services
? Encourage joint solutions that deliver high value to customers
? Lead and manage Channel and assigned Partner initiatives
? Identify new strategies and incentives for field engagement and business success
? Create and manage governance for projects and initiatives owned
? Create and pursue new market solutions that drive joint value
? Contribute to and/or lead channel and alliance business strategies and fiscal-year planning
? Engage in early-phase business development ideation and assessment with Partners designed to contribute to building joint-sales pipelines
? Provide and gain required transparency in both Channel and Partner interaction to achieve win-win business goals
? Seek to understand underlying causes of any actual or potential Channel/Partner conflict to allow early and effective resolution
? Communicate both success and setbacks promptly both internally and to Partners
? For Partnerships that are strategic to our company, actively seek to establish and maintain peer executive relationships across critical business functions, including but not limited to Sales, Marketing, Business Development, and Engineering
? Seek to ensure the satisfaction, success, and profitability of our company ecosystem
? Manage all Channel and assigned Partner legal agreements in close collaboration with our Legal team.
QUALIFICATIONS & EXPERIENCE:
? 5+ years managing Strategic Alliance Partnerships or Channel programs
? 10+ years career experience
? Proven experience planning and hands-on execution of Channel programs, engagement strategies, including but not limited to channel education, relationship building and coaching, assisting to win new business, goal setting and management, and Channel governance
? Practical knowledge of Alliance and Channel go-to-market strategies
? Proven ability to communicate seamlessly across both technical and business topics
? Demonstrated aptitude to frame and analyze problems, and represent new ideas and considerations to management team and partner leadership teams – being a Channel and Partner advocate
? Creative yet pragmatic mindset focused on scale-out through both Partners and Channel ecosystems
? Demonstrated ability to act and generate results, both individually and collaboratively
? Proven capability to collaborate with and positively influence a varied group of stakeholders, both internal and external
? Self-awareness, the willingness to be coached, and a strong desire to learn/grow
? Ability to travel and meet with potential and existing Partner and Channel companies, pursue and facilitate executive engagement, and represent the company at conferences and Partner events
? Ability to contribute to new product definition as the voice of the Partner/Channel and their customers
? BS EE or other technical degree required, MBA strongly preferred
Shannon Malcom Peters
Executive Technical Recruiter - Direct Hire Services
Shannon has been with EdgeLink for 10+ years and is the most senior recruiter on the direct-hire services team. She has extensive experience in recruiting practices and development, as well as client and account management. Her focus is on building long-term business partnerships with her candidates and clients to provide exceptional talent solutions.
Shannon holds a bachelor’s degree in business from Linfield College.