Alliance Partner Manager

This is a fully remote position, open to applicants in Maryland.

📋 Description

• Generate new business opportunities through the Adobe Partner Alliance to enhance Merkle’s service offerings.

• Propel attributed Merkle-influenced software revenue through the Adobe partnership.

• Manage Merkle’s relationships across Adobe alliance product areas and report directly to the Alliance Leader for Adobe.

• Shape and contribute to solution development by representing Adobe's perspectives, sales processes, and operational methodologies.

• Initiate, qualify, and finalize new enterprise opportunities from the discovery phase to the signed statement of work.

• Cultivate executive relationships with client economic buyers and key decision-makers.

• Create and prioritize named-account lists focusing on significant transformational opportunities.

• Direct joint pursuit processes with Adobe account teams, covering qualification, win-theme development, pursuit-team mobilization, and closing strategies.

• Develop proposals that link Merkle services to quantifiable client value, coordinating the scoping and handoff of completed work.

• Manage partnership relationships with Adobe partner managers and promote joint sales and marketing initiatives.

• Provide training and support for Adobe Partner Sales Managers.

• Implement the approved sales strategy for Merkle services and partner- and Merkle-influenced license revenue.

• Lead Adobe Alliance enablement, go-to-market efforts, deal registration, incentives, and Merkle’s virtual partner representation.

• Collaborate with internal teams to develop alliance partner offerings and go-to-market strategies.

• Oversee the Adobe Power Map and advance Merkle’s strategy within the Adobe team.

• Enter and monitor opportunities in CRM systems, ensuring pipeline, revenue, and win-rate objectives are met.

• Operate within the designated budget.

⛳️ Requirements

• Minimum of 7 years of experience in alliance management, enterprise sales, business development, consulting, digital marketing, technology services, or a related field.

• At least 5 years of experience in selling or supporting digital, marketing, consulting, customer experience, or technology solutions.

• Proven track record of leading complex enterprise sales pursuits with multiple stakeholders and decision-makers.

• Experience working with Adobe products, Adobe account teams, or the wider Adobe partner ecosystem.

• Strong grasp of customer experience, marketing technology, digital transformation, commerce, data analytics, and customer engagement solutions.

• Demonstrated ability to build and sustain relationships with senior leaders and executive stakeholders.

• Experience in creating strategic account plans, business development strategies, and revenue growth initiatives.

• Excellent consultative selling and solution development skills with an emphasis on transforming client challenges into business value.

• Proficient in managing pipelines, forecasting revenue, and utilizing CRM platforms like Salesforce.

• Ability to influence cross-functional teams and foster alignment across various business units and partner organizations.

🏝️ Benefits

• Medical, vision, and dental insurance.

• Life insurance.

• Short-term and long-term disability insurance.

• 401(k).

• Flexible paid time off.

• At least 15 paid holidays each year.

• Paid sick and safe leave.

• Paid parental leave.

• Commission eligibility.