Director, Alliances

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

📋 Description

• Take ownership and expand Sphera's strategic partnership with Siemens while overseeing a portfolio of essential global resellers and strategic allies.

• Create and implement multi-year collaborative business plans that align with Siemens' strategic goals and partner priorities.

• Discover and pursue new partnership opportunities that broaden Sphera's market presence through strategic resellers, joint solutions, and co-selling initiatives.

• Establish trusted relationships with executive sponsors and key stakeholders within both Sphera and partner organizations.

• Coordinate Sphera executive sponsors with partner leadership to enhance strategic relationships and expedite joint initiatives.

• Manage partner-generated pipeline, bookings, and revenue objectives across Siemens and designated strategic reseller partners.

• Interpret Siemens' strategic priorities into collaborative go-to-market strategies that yield measurable business results and shared revenue growth.

• Acquire a comprehensive understanding of Siemens' business challenges and existing solutions to pinpoint high-impact opportunities for cross-selling and upselling Sphera Cloud solutions.

• Identify, engage, and nurture new strategic reseller relationships to broaden Sphera's market footprint.

• Design and implement joint marketing, sales, and enablement initiatives that enhance Siemens/partner engagement and selling effectiveness.

• Ensure Siemens/partners are well-equipped with the training, messaging, competitive positioning, and resources necessary to effectively promote Sphera solutions.

• Act as the executive sponsor and primary strategic contact for Siemens and assigned alliance partners.

• Conduct quarterly executive business reviews to assess performance, align priorities, and uncover new growth opportunities.

• Influence senior leaders within partner organizations to bolster long-term strategic alignment and executive sponsorship.

• Navigate intricate organizational structures and multi-stakeholder decision-making environments.

• Serve as the internal advocate for strategic alliances, coordinating resources across Sales, Product Management, Product Development, Professional Services, Customer Success, Legal, Finance, and Marketing to maximize partner success.

• Provide market intelligence and partner feedback that shapes product roadmaps, commercial strategies, competitive positioning, and customer success initiatives.

• Establish measurable KPIs for strategic alliances, encompassing pipeline generation, bookings, revenue, partner engagement, certifications, and joint marketing effectiveness.

• Maintain precise forecasts and deliver executive reports on alliance health, pipeline progression, bookings, revenue performance, and strategic growth opportunities.

⛳️ Requirements

• Bachelor's degree in Business, Marketing, Engineering, or a related discipline; MBA is preferred.

• Over 10 years of experience in strategic alliances, channel management, enterprise sales, business development, or partner management within the enterprise software or SaaS sectors.

• Proven track record in managing global strategic technology partners such as Siemens, SAP, Microsoft, Schneider Electric, AVEVA, or similar enterprise ecosystems is highly desirable.

• Demonstrated success in developing executive relationships, negotiating strategic partnership agreements, and achieving measurable partner-generated revenue.

• Experience in managing complex enterprise sales cycles that involve executive stakeholders and cross-functional buying teams.

• Strong executive presence combined with exceptional communication, negotiation, presentation, and relationship-building abilities.

• Strategic thinker capable of transforming business objectives into actionable partnership strategies and measurable business outcomes.

• Experience working collaboratively within highly matrixed organizations and influencing without direct authority.

• Proficiency in Salesforce CRM, pipeline management, forecasting, and executive reporting.

• Willingness to travel globally as needed (approximately 30–40%).

🏝️ Benefits

• Medical, Dental, and Vision Insurance

• Health Savings Account

• Flexible Spending Account

• 401(k) Retirement Plan with Company Match

• Life and Disability Insurance

• Critical Illness Insurance

• Accident Insurance

• Hospital Indemnity Insurance

• Paid Time Off and Holidays

• Flexible Working Schedule