Strategic Alliance Manager

🕒 5 dias atrás

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M-Files

SiteLinkedInTodas as Vagas

501 - 1000 funcionários

Fundada em 2009

☁️ SaaS

⚡ Produtividade

🏢 Corporativo

SaaS • Productivity • Enterprise

A M-Files é líder em automação do trabalho do conhecimento, oferecendo soluções inteligentes para gestão de documentos, automação de fluxos de trabalho e colaboração de conteúdo. A empresa se concentra em automatizar e simplificar processos para profissionais do conhecimento, aprimorando a produtividade, a conformidade e a segurança. Com uma gama de soluções adaptadas a diferentes indústrias, a M-Files integra-se perfeitamente a várias aplicações existentes, como Microsoft 365, Google Workspace e Salesforce, oferecendo uma gestão de conteúdo empresarial abrangente.

Descrição

• **Summary of the Role** • The Strategic Alliance Manager (SAM) works across M-Files to drive sales and business growth by developing new and expanding existing business opportunities through strategic partnerships and partner ecosystems. • As the primary M-Files leader for assigned partners, you will be responsible for growing revenue, strengthening business development efforts, and building executive-level relationships while leading the development and execution of solutions, programs, and initiatives that support mutual growth objectives. • This role requires a deep understanding of partner ecosystems, strong sales and business development expertise, and the ability to align partner strategies with M-Files objectives. You will work cross-functionally across Sales, Marketing, Product, Services, and Executive Leadership to accelerate growth, increase partner adoption of M-Files solutions, and position M-Files as a preferred technology partner. • **Partner Growth & Business Development** • - Drive revenue growth across assigned partners supporting all sales motions, including sell-through, sell-with, sell-to, and managed services models. • - Develop and execute growth plans that align partner objectives with M-Files business goals. • - Identify, qualify, and create new business opportunities while continuing to expand existing partner relationships. • - Increase M-Files share of partner wallet and partner adoption across the M-Files product portfolio. • - Demonstrate a strong sense of urgency and accountability for growing joint partner business. • **Partner Ecosystem Leadership** • - Leverage deep experience across partner ecosystems, including Global and Regional Systems Integrators, Independent Software Vendors (ISVs), Distributors, Resellers, and Managed Service Providers. • - Build and sustain trusted relationships across all levels of partner organizations. • - Align partner strategies with M-Files objectives and drive adoption of M-Files as a preferred technology platform. • - Lead the identification and development of cross-partnership ecosystem opportunities and solutions. • **Sales & Revenue Execution** • - Meet or exceed quarterly and annual sales objectives. • - Drive sales process execution, opportunity progression, forecasting accuracy, and successful closure of partner-influenced opportunities. • - Maintain accurate forecasts and provide real-time updates to leadership regarding pipeline performance and business progression. • - Develop and execute compelling business plans that differentiate and strengthen the value of M-Files solutions. • - Lead virtual teams in creating and executing winning value propositions that align customer, partner, and M-Files business objectives. • - Coach joint sales teams on effective sales strategies and opportunity management. • **Strategic Planning & Market Development** • - Anticipate market, industry, and technology trends and use those insights to identify growth opportunities. • - Stay informed on partner business priorities, IT initiatives, and industry challenges to drive strategic business development efforts. • - Develop and maintain Partner Business Plans that accelerate long-term growth opportunities. • - Identify and drive new programs, business models, and go-to-market initiatives that support business growth. • **Solution Development & Innovation** • - Lead the identification of potential joint partner solutions and engage M-Files resources to develop innovative offerings. • - Leverage knowledge of the M-Files portfolio to create differentiated end-to-end solutions that address customer needs. • - Analyze business drivers, market opportunities, and risks to support the development of scalable growth strategies. • - Champion projects that support long-range strategic goals and objectives for both M-Files and its partners. • **Partner Relationship Management** • - Establish strong professional relationships and credibility with partner executives and key stakeholders. • - Serve as a trusted advisor on joint go-to-market strategies and partner growth initiatives. • - Clearly articulate M-Files value propositions and business outcomes to both business and technical audiences. • - Act as the internal advocate for assigned partners while representing M-Files externally. • - Maintain a high level of partner loyalty, trust, and engagement. • **Technology Leadership & Industry Expertise** • - Serve as a trusted advisor to partner technology and business leaders. • - Demonstrate thought leadership by helping partners apply technology to address evolving business challenges. • - Influence partner technology strategies to include M-Files as the technology of choice. • - Drive adoption of M-Files solutions across partner technical teams, industry vertical teams, and partner-led customer engagements. • - Leverage expertise across multiple industry verticals to identify new growth opportunities and create additional value for partners and customers. • **Leadership & Cross-Functional Influence** • - Provide leadership and direction to diverse, global, and decentralized virtual teams. • - Serve as a coach, mentor, and trusted advisor to internal stakeholders and partner communities. • - Drive process improvements and contribute to the development of new methods, programs, and business models. • - Act as a strategic contributor to the ongoing evolution of M-Files' partner ecosystem and growth strategy.

🎯 Requisitos

• **Required Qualifications ** • - Bachelor's Degree with preference given to advanced University degree or comparable experience • - 12+ years Partner leadership experience with and/or working for Global/Regional Systems Integrators, ISVs & Managed Service Providers • - 12+ years' direct sales or consulting experience • - 10+ years in developing new business opportunities and solutions with partners primarily at the CxO level • - 7+ years of complex project management expertise to include demonstrated ability to lead large, global, diverse and de-centralized virtual teams • - 7+ years of end-to-end IT industry experience with domain expertise in at least two industry verticals • - 7+ years of working for or with Distributor and/or Resellers • - 2+ years of formal leadership experience • **Participation in our Recruitment Process:** • - Initial Screening w/People & Culture Team Member • - Hiring Manager (Senior Director, Partner Management - North America) • - Additional Internal Stakeholder(s) • - Sales Team Member • **Completed Recruitment Process Time Investment for Applicant: ~Approx. 3hrs*

🏖️ Benefícios

• **Why M-Files?** • We are a global company with Finnish roots and a product we are incredibly proud of. By joining M-Files, you'll have the opportunity to contribute to our continued growth while helping organizations around the world transform how they manage information, automate workflows, and unlock business value through our context-first document management platform. • We're also proud to have recently been recognized as a Leader in the Gartner® Magic Quadrant™ for Document Management, a significant milestone that reflects our continued innovation, customer focus, and market momentum. • Our guiding principles of **Make It Happen**, **Help Others**, and **Love Customers** shape how we work together every day. Transparent communication, collaboration, and a strong team spirit are consistently recognized as strengths across our organization, helping create an environment where people can do their best work while making a meaningful impact. • **What We Offer: ** • - As remote enabled company our employees enjoy the flexibility to establish their own life/work balance • - 10 paid holidays annually • - Unlimited PTO • - Matching 401K Plan (25% of employee's contribution up to the IRS max) • - Health insurance (PPO and HDHP/HSA plans offered) • - Dental insurance • - Vision insurance • - Life insurance (1x employee salary) • - Short-term disability (employer paid) • - Long-term disability (employer paid) • - Flexible Spending Plan (medical and dependent)