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Director of Strategic Alliances

Sales | Denver, CO | Full Time

Job Description

Integration. It’s that pesky part of building a product that no organization actually wants to do. (And who can blame them? It’s not easy). To us, integration is bigger than just a connection. Integration is about moving data, powering transactions, connecting mobile apps, and thousands of other functions. We want our customers to THINK bigger than the brittle connections that hold their products back. REFOCUS their team on the things they care about. And BUILD features that their customers will love. With Cloud Elements, companies can INTEGRATE to the ecosystem of applications that their customers and partners rely on every day.

We are the world’s fastest growing integration vendor ever, and we’re looking for talented, creative problem solvers who are driven and passionate to join our rapidly expanding team! Headquartered in Denver, minutes from the beautiful Rocky Mountains!

Strategic Alliances Director will be responsible for growing large existing resellers while developing new routes to market with system integration partners and strategic referral partners.  The role will have a strong global responsibility with significant travel nationally and internationally, as existing partnerships all have headquarters in Europe.  The candidate should have a strong technical acumen and history of structuring a variety of agreement types (reseller, referral, OEM) with large technology companies and system integrators.  The leader should also possess expertise in building Go-to-market programs, including partner and field enablement.

 

More about this role:

  • Responsible for delivering planned bookings and revenue including accurately forecasting the performance of channel partners.

  • Develop programs to execute go-to-market strategies with our key strategic partners. Responsible for training and enabling global reseller programs with the targeted global technology companies.

  • Identifies and develops new key account alliances and relationship programs designed to produce influence revenue and sales opportunities.

  • Ensures the retention, growth and customer satisfaction of strategic alliance accounts.

  • Evangelizes company products in conjunction with recruiting key alliances/partnerships.

  • Evaluates program trends and provides analysis and recommendations to management.

  • Works toward mutual goals, strategies and objectives to build awareness and support of overall strategic benefits of the alliance to senior leaders.

  • Provides for financial analyses, long-range forecasting and analysis studies associated with potential alliances/partnerships.

  • Monitors programs to assess the sales impact of offered solution(s) in the marketplace and the overall success of the alliance.

 

Ideal candidates will posses:

  • 10+ years of overall  enterprise SaaS sales experience, with 5+ years of alliance management, strategic business operations, strategy, and corporate development

  • Understanding or experience in integration technology or API’s

  • Track record of building technical partnerships that drive revenue

  • Ability to lead development of joint value proposition and GTM plans for Technology partners

  • Strong vendor/partner contracting and negotiation skills required

  • Ability to work with cross-functional teams both internally and externally to explain, understand, manage, and implement complex partnerships and projects.

  • Experience in managing and closing complex sales cycles

  • Capacity for highly technical selling, including comfort with performing technical demos, technical discovery, and presentation of core product capabilities

  • Experience with Salesforce.com CRM and other sales technology platforms

 

What we can offer you:

  • Challenging work with leading edge technology
  • Career growth
  • Benefits - Equity, Medical, dental, 401k, flex time off
  • Education and training opportunities, team referral bonuses, catered lunches, powder days, summer hikes, the list goes on!
  • Office locations: We have offices in Denver and Dallas.  You may also work occasionally from your home office!

We'd love to hear from you! Please upload your resume and share with us why you think you'd be the perfect fit for our team! Cloud Elements celebrates diversity, we are an equal opportunity employer!