Alliance Account Director

Sovos; Deutschland; Vor Ort; EUR 110.000 - 160.000; Vollzeit

Zusammenfassung

Sovos in the EMEA region is seeking an Alliances Account Director to manage partners headquartered in EMEA and drive partner account strategy, go-to-market, deal execution, and enablement with assigned alliances.

You will build and nurture an ecosystem of partners to generate co-sell opportunities and land managed services opportunities around Sovos’s tax technology platform, working with Product, Engineering, Operations, Sales, and Marketing.

Qualifikationen

• Proven track record recruiting and growing alliance partner pipelines.
• Experience in co-sell engagements and partner-onboard processes.
• Ability to forecast partner revenue and achieve sales objectives.

Aufgaben

• Drive partner account strategy, go-to-market, deal execution and enablement with assigned partners and alliances.
• Create, expand and nurture an ecosystem of partners to generate co-sell opportunities.
• Land managed services opportunities around Sovos’s tax technology platform.
• Recruit new partners, drive business development and onboarding activities.
• Collaborate with Product, Engineering, Operations, Sales and Marketing on new solutions.
• Build executive relationships, develop joint solutions and GTM plans with partners.
• Manage embedded resale and managed services targets through pipeline and field execution.
• Report incremental deals and influenced revenue to grow partner contributions QoQ.
• Align Sovos field teams and partners to create win-win outcomes with joint customers.

Kenntnisse

Partner recruitment

Pipeline development

Co-sell experience

Forecasting

Cross-functional collaboration

Jobbeschreibung

As part of the EMEA region, the Alliances Account Director will manage partners headquartered in EMEA. This role will drive partner account strategy, go-to-market, deal execution, and enablement with assigned partners and alliances. Success lies in expanding the partners ecosystem sales and revenue contribution. You will create, expand, and nurture an ecosystem of partners to (1) generate co-sell motions that drive embedded incremental business opportunities for Sovos and (2) land managed services opportunities around Sovos’s diverse tax technology platform.

More specifically, you will:

• You will drive business development programs that increases Sovos sales revenue through our Partner Ecosystem.
• Creation of targeted business plans and revenue targets with key stakeholders and ensure goals are being defined and met.
• Identify and recruit new partners, drive business development and all aspects of partner onboarding.
• Collaborate with Product, Engineering, Operations, Sales, and Marketing to develop new solution offerings across the marketplace.
• Build deep executive relationships with assigned partners, develop joint solutions & offerings, GTM plans, and drive the growth of Sovos solutions through this route-to-market.
• Achieve the embedded resale, and managed services business targets for partners through proper goal setting, pipeline management, and field execution.
• Working with Partner Operations, report the impact of partners on the Sovos business in the form of incremental deals and influenced revenue, and significantly grow revenue contribution QoQ.
• Drive alignment between the Partners and Sovos field organizations and continue to build on the Sovos co-sell culture to create win‑win outcomes with our joint customers.
• Collaborate with Sovos lines of business to provide coverage of the partners, build joint solutions, reference architectures, and customer offerings.

What We Need From You

• A proven track record of recruiting, growing and building pipeline with alliance partners across co-sell engaged, co-sell sourced and resell motions.
• A growth mindset in an organization that is focussed on driving value both for our partners, and with our partners. Sovos is highly partner focussed and we are looking for individuals to support our significant momentum.
• Experience in working with resell partners and the opportunities for them in the market; including knowledge of business models and joint GTM strategies. Prior ERP, indirect tax and VAT experience highly desirable.
• Ability and passion for developing, establishing, and closing strategic partnerships/accounts and working closely with sales teams in competitive environments.
• Demonstrable results driving incremental sales to and through partners. We are Partner value driven: closing business together is key.
• Proven ability to achieve individual sales objectives and drive accurate forecasting of partner business.
• Strong collaboration skills both within field sales and professional services leadership as well as partner corporate and strategy leaders.
• Ability to travel; up to 20% of the time