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Senior Alliances Manager

Alliances | London, United Kingdom | Full Time

Job Description

Have you always dreamed of being a part of a world-class team, but haven’t quite found a culture that truly understands what this means? Well, this may be that dream opportunity ready for the taking.  Janrain, an Identity Cloud service provider, has built a culture that is a magnet for top talent – a culture where innovation, intellectual honesty, and team camaraderie are more than core values.  Janrain created the category it operates in; which positions it to be the largest digital identity network in the world. If you are “people" who have an insatiable appetite for success with the greater team in mind, you need to talk to us. If you are looking to work in a fast-paced, highly collaborative environment focused on leading edge technology, then we should talk. We are currently seeking a Senior Alliances Manager based in London to further increase our growth velocity.

The Senior Alliances Manager is responsible for identifying and building sustainable alliance relationships in support of Janrain’s strategic growth objectives.  This position will lead the partnership with ISV’s, Systems Integrators, complimentary SaaS vendors , advisory partners and Global System Integrators (GSI’s) in planning, development, deployment and sale of Janrain solutions.  This is an individual contributor role, reporting to the Vice President of Alliances.

As a key member of the Janrain EU team, the Senior Alliances Manager will identify market opportunities and lead cross-functional teams comprised of Janrain and partner resources to execute against EMEA go-to-market plans. These plans may include positioning integrated solutions that expand the Janrain brand in key industries such as Retail, Consumer Goods, Financial Services, and Health Care.

The Senior Alliances Manager will localize (with the Managing Director-EU) and liaise with partners to execute company-wide policies and procedures that support field engagement including partner training and enablement account mapping, forecasting, opportunity development while promoting trust with the Janrain Sales organization. We are open to candidates in other UK cities; however multiple weekly travel to regional headquarters office in London is required.

Responsibilities:

  • Recruit and manage partnerships with strategic alliance partners that deliver joint solutions and incremental sales

  • Define, negotiate and close regional alliance agreements (co-sell) with strategic alliance partners

  • Align partner and Janrain sales and professional services team execution against target accounts

  • Design and implement programs that enable partners to build, and take-to-market Janrain solutions

  • Facilitate engagement between partner and Janrain leadership teams which support product design, sales execution, services delivery and industry positioning objectives

  • Localize and implement processes and policies that enable partners to scale revenues.

  • Structure and execute partner business plans and measure and report on attainment against plan objectives

  • Work with Marketing to design and execute lead generation and awareness campaigns and events

  • Manage the enablement of partners including the creation of sales tools and training curriculum

Qualifications:

  • 8+ years’ experience in identifying, managing and monetizing Alliances

  • Proven track record of exceeding alliance sales (“influenced revenue”) quota in a highly competitive environment

  • Deep understanding of sales:  methodologies, process, coverage models and systems

  • Experience coordinating a cross-functional team of professionals in sales campaigns that include Sales Executives, Field SE’s, Inside Sales, Field Marketing, Professional Services, etc.

  • Self-starter with effective project management, prioritization, multi-tasking, and time management skills

  • Success differentiating and successfully positioning new, disruptive vertical and horizontal solutions supported with effective GTM execution

  • Thorough understanding of target partner organizational structures and GTM models

  • Proven ability to recognize, analyze, and execute on small and large-scale enterprise-wide business opportunities, as well as coordinate resources across large programs to achieve business goals

  • Excellent written and verbal communication skills. Excellent presentation skills – Dynamic presenter with the ability to convey information to all levels including CXO levels

  • Strong leadership and teamwork skills. Ability to participate effectively in cross-functional teams and work well in a matrixed organizational environment

  • Travel up to 25%

  • Bachelor’s Degree in Business or Computer Science; MBA preferred

Perks:

If you enjoy working for an innovative and rapidly growing company with a clear mission apply today! We are located in a vibrant London co-working space in Shoreditch with a stocked kitchen and vibrant common areas for networking and socializing. You will enjoy a full benefits package that includes private medical, pension, critical care, life assurance,  stock options and transportation assistance. To apply for this position, please send a resume and cover letter to:   http://janrain.com/about/careers/

Position Type:    Full-Time/Regular

You must be authorized to work in the United Kingdom and travel to other European nations and the US.

To all recruitment agencies: Janrain only accepts agency resumes from agencies with an approved agency contract. Agencies must contact Human Resources. Please do not forward resumes to our jobs alias, Janrain employees or any other company location. Janrain is not responsible for any fees related to unsolicited resumes.

Janrain is an equal opportunity employer. Employment here is based solely upon one’s individual merit and qualifications directly related to professional competence. We don’t discriminate on the basis of race, color, religion, national origin, ancestry, pregnancy status, sex, age, marital status, disability, medical condition, sexual orientation, gender identity, or any other characteristics protected by law.