Manager, Strategic Alliances

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $160k - $201k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

👔 Manager

👻 Ghost score 0%

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insightsoftware

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

☁️ SaaS

🏢 Enterprise

💸 Finance

💰 $798.6M Private Equity Round - insightsoftware on 2021-07

SaaS • Enterprise • Finance

insightsoftware is a provider of reporting, analytics, and enterprise performance management (EPM) software targeted at finance, accounting, and enterprise IT teams. The company delivers a broad portfolio of products for ERP reporting and automation (for Oracle, SAP, Microsoft Dynamics, JD Edwards and 140+ ERPs), data connectivity (Simba ODBC/JDBC drivers and SDK), embedded analytics (Logi), planning & disclosure tools (JustPerform, Certent, Longview), lease and equity management, and product information management (Agility PIM). Their offerings focus on financial reporting, ERP-to-cloud data integration, automation of accounting processes, and enabling embedded analytics for ISVs and enterprise customers.

📋 Description

• Own a portfolio of strategic partner firms and determine which partners to invest in, maintain, or recruit • Define partner strategies covering collaboration areas, market segments, target accounts, opportunity types, products, and regions • Carry and achieve quarterly and annual overlay bookings targets on partner-influenced and partner-led business • Lead joint pursuits alongside sales representatives • Establish partner agreements, transacting vehicles, deal registration and routing, joint solution positioning, and governance reviews • Develop embedded and managed-service partnership motions and shape required commercial models • Work with Legal, Product, and Deal Desk to enable partnership models • Analyze partner economics and incentives and adapt insightsoftware’s positioning, sales, support, and product approach • Recruit new partner firms and move them from signature to first joint win • Drive outcomes across Sales, Services, Support, Product, Legal, Deal Desk, and Marketing without formal authority • Secure executive sponsorship and represent insightsoftware at partner summits and executive forums • Maintain accurate agreement, ownership, and portfolio pipeline visibility • Report portfolio performance to senior leadership • Deliver first-year overlay bookings, partner-influenced pipeline, commercial frameworks, joint wins, technology-to-market paths, and trusted portfolio reporting

🎯 Requirements

• Minimum five years managing strategic alliances or partnerships in enterprise software, with direct quota or overlay revenue accountability • Experience carrying strategic partner relationships from either the software vendor's seat or a partner organization • Working fluency in partner economics, including margin structure, incentives, and client-facing priorities • Proven ability to build and close pipeline through joint go-to-market activity and joint account pursuits • Demonstrated success creating a new partnership, program, or motion from the ground up • Strong strategic thinking paired with visible bias for execution • Comfort with ambiguity and judgment to make decisions before every answer is available • Adaptability across products, buying centers, and partner practice types • Outstanding written and verbal communication • Field-embedded operating style and experience working live opportunities with sellers • Ability to build trust across functions and earn influence without formal authority • Willingness to travel domestically and internationally as needed • Background check required for employment, where permitted by country, state/province

🏖️ Benefits

• Additional bonus eligibility may apply • Confidential handling of application information • Equal employment opportunity workplace