Alliance Partner Manager

Dentsu International Americas; United States; Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Hybrid work model

Job summary

Merkle seeks an Alliance Partner Manager to originate and qualify net-new enterprise opportunities with Adobe and Merkle collaboration. You will lead joint pursuits, coordinate with Adobe account teams, and manage executive relationships to grow Merkle's services revenue.

You will align sales plans with Adobe strategies, enable partner teams, and drive strategic go-to-market initiatives to close large transformational deals across the US.

Qualifications

• Experienced in partner-side selling motions and programs.
• Experience selling into and/or partnering with Adobe ecosystem.
• Initiative-taking, persuasive, a self-starter and fast learner.
• Comfortable working with SVP and C-Level leadership.
• A strong network and Rolodex with enterprise buyers.
• Skilled in consultative, solution-based selling to senior buyers.

Responsibilities

• Collaborate with Industry owners and drive sales and marketing with partner teams.
• Act as subject matter expert with Adobe and support new sales at clients and new logos.
• Train and support Adobe Partner Sales Managers to align opportunities with service partners.
• Execute duties aligned with the sales plan for Merkle services and partnerships.
• Deliver joint narratives between Merkle and Adobe with solution owners.
• Cross-functionally support teams to identify and close new business.
• Lead Adobe Alliance enablement and go-to-market activities.
• Drive partner maturity across Sales, Marketing, Enablement and Delivery.

Skills

Partner selling

Adobe ecosystem

Executive engagement

Networking

Sales pipeline

Salesforce

Tools

Salesforce

Job description

Job Description:

Merkle powers the experience economy. For more than 35 years, the company has put people at the heart of its approach to digital business transformation. As the only integrated transformation and technology consultancy in the world with a heritage in data science and business performance, Merkle delivers holistic, end-to-end experiences that drive growth, engagement, and loyalty. Merkle's expertise has earned recognition as a leader by top industry analyst firms across digital transformation and commerce, experience design, engineering and technology integration, digital marketing, data science, CRM and loyalty, and customer data management.

At dentsu, we believe great work happens when we're connected. Our hybrid way of working combines remote flexibility with regular in-person collaboration to spark ideas and strengthen our teams. Many of our employees who live within commuting distance (90 minutes) from one of our Headquarter or Hub Offices (New York, Chicago, Detroit, Los Angeles) are required to work in the office 2-3 days per week including one Team Day. The minimum number of days may vary by office and role. Dentsu may designate other HQ or Hub offices at any time. Those who do not live near an office may be designated as a remote employee, depending on the role and business needs. Regardless of your work location, we expect you to be flexible to meet the needs of our Company and clients, which may include attendance in an office from time to time.

The Alliance Partner Manager (APM) will be primarily responsible for originating new business opportunities through the Partner Alliance (Adobe) to grow Merkle's services business. The APM will also be responsible for driving attributed Merkle-influenced software-revenue for our Adobe Partnership. The scope of the role is to lead Merkle's relationships across Adobe alliance product areas. You will report into the Alliance Leader, Adobe.

You are:

• Experienced in partner-side selling motions and programs
• Experienced selling into and/or partnering with Adobe and experience in the Adobe ecosystem
• Initiative-taking, persuasive, a self-starter, and a quick study
• Comfortable working with SVP and C-Level leadership
• A "plugged in" professional with an active network / "Rolodex"
• Skilled in consultative, solution-based selling to senior enterprise buyers such as the CMO, CDO, and CIO
• Disciplined in pipeline management, forecasting, and sales-stage rigor within Salesforce
• Help shape and contribute to Solution development representing Adobe perspectives, sales processes and way of working
• Personally originate, qualify, and close net-new enterprise opportunities, leading joint Adobe and Merkle pursuits from discovery through signed statement of work
• Own executive relationships with client economic buyers and decision makers, and build the multi-stakeholder buying groups needed to advance deals at target accounts
• Build and prioritize a named account list of large, transformational opportunities aligned to the joint solutions, such as Experience Concierge and Modern CRM, and to Adobe strategic sales plays
• Contribute to and help lead the joint pursuit process with Adobe account teams, including Go/No-Go qualification, win-theme development, pursuit-team mobilization, and close planning
• Develop proposals that connect Merkle services to measurable client value, and partner with solution and delivery leads to scope and hand off closed work

You will:

• Collaborate with Industry owners, manage the partnership relationship with Adobe partner managers and drive sales and marketing initiatives directly with our partner's sales and marketing teams.
• Function as a subject matter expert with Adobe, the APM efforts will support new sales at existing clients and new logos.
• Train and support Adobe Partner Sales Managers who match partner opportunities with the service provider partners they know, trust and believe will best help close deals for partner.
• Execute your duties aligned with the approved sales plan for Merkle services for partner and Merkle-influenced partner license revenue.
• Deliver, and contribute to, the joint narrative between Merkle and Adobe in cooperation with Merkle solution owners.
• Cross-functionally support internal teams in identifying, developing and closing new business.
• Lead Adobe Alliance enablement including participation in go-to-market activities, deal-registration / incentives, and management of Merkle virtual presence with Partner
• Drive the Partner alliance to higher levels of maturity across the Merkle Alliance Partner framework: Sales, Marketing, Enablement, Joint Initiatives, Delivery
• Contribute through internal teams to develop alliance partner offerings and go-to-market strategy
• Assist in managing the Adobe Power Map and advance Merkle's thesis into the Adobe team
• Execute solutions to meet the unique business needs of clients and effectively position the same
• Enter and track all opportunities in CRM portals to managed progress toward