Director, Global Strategic Alliances

🕒 Julho 23

🇺🇸 Estados Unidos – Remoto (EUA)

💵 $163.000 - $261.000 / ano

⏰ Tempo Integral

🔴 Especialista

👔 Diretor

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Sphera

SiteLinkedInTodas as Vagas

1001 - 5000 funcionários

Fundada em 1989

💼 Consultoria

🏥 Saúde

📦 Logística

Consulting • Healthcare • Logistics

A Sphera é uma fornecedora líder de software, dados e serviços de consultoria para gestão de sustentabilidade corporativa. Oferece soluções que permitem que organizações de setores como Químicos, Oil & Gas, Industriais e Serviços Financeiros gerenciem seus objetivos de sustentabilidade de forma eficaz. O portfólio da Sphera inclui a plataforma SpheraCloud, com foco em gestão de Meio Ambiente, Saúde, Segurança e Sustentabilidade (EHS&S), conformidade operacional e gestão de riscos. Os softwares e serviços de consultoria da empresa foram desenvolvidos para ajudar organizações a aprimorar a segurança, mitigar riscos, reduzir custos e fortalecer a resiliência. Ao fornecer uma visão integrada de 360 graus da gestão de sustentabilidade e de desempenho, a Sphera ajuda as empresas a atender às exigências de reporte regulatório e a alcançar seus objetivos de sustentabilidade.

Descrição

• Build and scale Sphera's strategic partner ecosystem globally, focusing on GSIs, SIs, consulting firms, and other strategic partners • Own and grow a portfolio of high-value strategic alliance relationships • Identify, recruit, onboard, and activate partners • Build relationships with executive sponsors, alliance leaders, consulting organisations, and partner sales teams • Develop joint business plans aligned with Sphera's growth objectives and partner priorities • Establish rules of engagement and operating models • Own partner-sourced and partner-influenced pipeline and revenue targets • Build repeatable co-sell motions with Sphera's sales organisation and partner sales teams • Develop joint account mapping and align resources • Drive partner participation throughout the sales cycle • Develop joint value propositions and go-to-market strategies • Establish lead-routing, opportunity-registration, and channel-conflict processes • Create scalable partner onboarding, enablement, and activation programmes • Develop joint sales plays, playbooks, solution positioning, and enablement programmes • Partner with Marketing on co-marketing, demand generation, events, and thought leadership • Establish partner expectations and success measures • Build the governance framework for Sphera's partner ecosystem • Establish executive sponsorship, pipeline reviews, performance reviews, and QBRs • Serve as the operational connector across Sales, Marketing, Product, Services, Customer Success, and partner teams • Develop executive dashboards and scorecards • Establish and track alliance KPIs • Maintain accurate pipeline, forecasts, and executive reporting • Measure partner contribution and accountability for pipeline and revenue outcomes • Assess alliance performance, market dynamics, and ecosystem opportunities • Use data and partner feedback to improve the partner model and return on investment • Potentially build and lead a team as the alliances function grows

🎯 Requisitos

• 10+ years of experience in strategic alliances, partner ecosystems, GSI/SI partnerships, enterprise software sales, business development, or partner leadership within enterprise software or SaaS • Proven experience building and developing partner ecosystems • Demonstrated success generating partner-sourced or partner-influenced pipeline and revenue • Experience working directly with system integrators, global system integrators, consulting organisations, or specialist consultancies • Experience developing joint business plans, co-sell motions, partner enablement, and go-to-market strategies • Strong executive presence with excellent communication, negotiation, and relationship-building skills • Ability to build relationships at multiple levels, from operational sales teams through to executive stakeholders • Comfortable operating strategically while remaining hands-on and accountable for execution • Strong understanding of enterprise sales motions, account mapping, opportunity management, and complex multi-stakeholder sales cycles • Experience creating partner programmes, governance models, sales plays, and operating processes • Comfortable working in an environment where the partner function is still being built and processes are not yet fully established • Willingness to travel up to 40% as required • Bachelor's degree or equivalent experience • Preferred: experience within EHS&S, Sustainability, Supply Chain Risk Management, Operational Risk Management, Industrial Software, Digital Manufacturing, or related enterprise software • Preferred: experience with major consulting and engineering organisations such as Deloitte, Accenture, EY, PwC, ERM, Arcadis, Jacobs, or similar • Preferred: experience building partnerships with large global organisations and specialist or boutique consultancies • Preferred: experience within a SaaS company of similar or smaller scale to Sphera • Experience with reseller relationships is a plus • Preferred: experience designing and implementing partner governance frameworks, executive sponsorship programmes, and QBR processes • Preferred: familiarity with partner enablement, co-sell strategies, joint account planning, and joint go-to-market programmes

🏖️ Benefícios

• 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 • Eligible for Variable Compensation Plan Commensurate with relevant qualifications and experience