Director, 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

• Own and grow Sphera's strategic alliance with Siemens while managing a portfolio of key global resellers and strategic partners. • Develop and execute multi-year joint business plans aligned with Siemens strategic objectives and partner priorities. • Identify and execute new partnership opportunities that expand Sphera's market reach through strategic resellers, joint solutions, and co-selling initiatives. • Build trusted relationships with executive sponsors and key stakeholders across Sphera and partner organizations. • Align Sphera executive sponsors with partner leadership to strengthen strategic relationships and accelerate joint initiatives. • Own partner-generated pipeline, bookings, and revenue targets across Siemens and assigned strategic reseller partners. • Translate Siemens strategic priorities into joint go-to-market initiatives that deliver measurable business outcomes and mutual revenue growth. • Develop a deep understanding of Siemens business challenges and current-state solutions to identify high-impact opportunities for cross-sell and upsell across Sphera Cloud solutions. • Identify, recruit, and develop new strategic reseller relationships that expand Sphera's market presence. • Develop and execute joint marketing, sales, and enablement programs that increase Siemens/partner engagement and selling effectiveness. • Ensure Siemens/ partners are equipped with the training, messaging, competitive positioning, and resources necessary to successfully position Sphera solutions. • Serve as the executive sponsor and strategic point of contact for Siemens and assigned alliance partners. • Conduct quarterly executive business reviews that measure performance, align priorities, and identify new growth opportunities. • Influence senior leaders across partner organizations to strengthen long-term strategic alignment and executive sponsorship. • Navigate complex organizational structures and multi-stakeholder decision-making environments. • Act as the internal champion 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 influences product roadmap, commercial strategy, competitive positioning, and customer success initiatives. • Develop measurable KPIs for strategic alliances, including pipeline generation, bookings, revenue, partner engagement, certifications, and joint marketing effectiveness. • Maintain accurate forecasts and provide executive reporting on alliance health, pipeline progression, bookings, revenue performance, and strategic growth opportunities.

🎯 Requisitos

• Bachelor's degree in Business, Marketing, Engineering, or a related field; MBA preferred. • 10+ years of experience in strategic alliances, channel management, enterprise sales, business development, or partner management within enterprise software or SaaS. • Demonstrated success managing global strategic technology partners such as Siemens, SAP, Microsoft, Schneider Electric, AVEVA, or similar enterprise ecosystems is highly desirable. • Proven success developing executive relationships, negotiating strategic partnership agreements, and delivering measurable partner-generated revenue. • Experience managing complex enterprise sales cycles involving executive stakeholders and cross-functional buying teams. • Strong executive presence with exceptional communication, negotiation, presentation, and relationship-building skills. • Strategic thinker with the ability to translate business objectives into executable partnership strategies and measurable business outcomes. • Experience collaborating across highly matrixed organizations and influencing without direct authority. • Proficiency with Salesforce CRM, pipeline management, forecasting, and executive reporting. • Willingness to travel globally as required (approximately 30–40%)

🏖️ 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