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Senior Manager

2 months ago

Bangalore, India Whatfix Full time

Who are we?

Whatfix is a data-driven digital adoption platform (DAP) that enables organizations and users to maximize the benefits of software. Whatfix acts as an interactive overlay on top of any application to guide users with real-time guidance, self-help support, and user feedback. With product analytics and AI, Whatfix enables scalable success with technology, maximising productivity, and leveraging data-driven insights for better decision-making. The company has seven offices globally in the US, India, UK, Germany, Singapore, and Australia, and works with 135+ Fortune 1000 companies around the world. Whatfix has raised $140 million to date and is backed by marquee investors including Softbank, Sequoia, Dragoneer, Cisco Investments and several others. “Hustle Mode ON” is the motto we live by.

  • Whatfix has been named among the top 20 B2B tech companies like Adobe, PayPal, and Cisco.
  • With YoY revenue growth of over 65%, we have also been recognized among the top 20 fastest-growing SaaS companies worldwide in the SaaS 1000 list.
  • Recognized by Forrester and Everest Group as a 'Leader' in the digital adoption space, and listed by LinkedIn among one of the Top 5 startups in India in 2020
  • Listed in Deloitte Technology Fast 500™ among fastest-growing companies in North America for 2022 and 2021 and recognised as Great Place to Work 2022-2023
  • Our Customer centricity is evident from a Customer rating of 4.67 on G2 Crowd & 4.7 on Gartner Peer Insights

We are looking for a passionate, curious & driven GSI Alliance Manager to join us in Bangalore.

We are looking for a stellar GSI Alliance Manager to join our team in Bengaluru, India.

The position will work with the partner(s) to own all activities required at different stages within the Alliance relationship.

We are looking for world-class candidates to develop relationships and manage the success of Global System Integrator(GSI). The alliance manager will play a pivotal role in managing strategic relationships with our GSI to help them grow their business globally, whilst driving C-level, Practice Team, Marketing and Field relationships. The ideal candidate will bring a partner background that enables them to drive successful partnerships and engage at the CXO level. The position also requires a strong product acumen, complex campaign understanding, and working knowledge of the Enterprise IT landscape.

Responsibilities:

  • Develop the global plan for the “alliance partner” in collaboration with stakeholders across the “organization” with a focus on key offerings and country-level execution.
  • Develop joint relationships, initiatives, and programs for long-term sustained account success.
  • Anchor the GSI recruitment, constant enablement and end-to-end partner engagement.
  • Influences Sales leadership to partner for short and long-term revenue growth, while at the same time, building sustainable, trusting relationships across the “Alliance partner”
  • Aligns closely with the regional alliance leaders to ensure the identification, pursuit, closure, and tracking of customer opportunities to perpetuate the existing base of “organization” revenue - engage in customer-specific activities as needed
  • Identifying the right opportunities, framing deal structures, negotiating & closing out of deals with a focus on business development and sourcing deals.
  • Ensure Practice Services Lines and Solution Centers are fully trained on the Whatfix platform and value prop so they are positioned to evangelize Whatfix with their regional sales teams and clients.
  • Manage and collaborate with GSI partner to define and execute joint sales and Go to Market (GTM) programs
  • Propose business solutions in support of sales campaigns and serve as the domain expert of proposed solutions to prospective clients.
  • Assist the partner team with the expansion strategy into target accounts by educating them on WhatFix’s overall capability
  • Plan sales campaigns in conjunction with partner executives and lead efforts to ensure the delivery of all technical resources into the sales campaigns of our partner.
  • Collaborate with partner’s product managers, software developers, analysts, industry principals and other groups evangelizing and enabling them on WhatFix
  • Handle escalation & governance as part of partner program and experience during sales as well as after-sales

Requirements:

  • MBA Degree or equivalent business experience
  • 8-12 years of total experience
  • 5-7 years of GSI alliance experience preferably from within a SaaS/ISV organization
  • Ability to understand complex GSI relationships
  • Experience driving partner go-to-market campaigns that include cross-functional teams across sales, marketing, and partners
  • Experience engaging and influencing C-level executives
  • Experience owning, driving and managing partnerships against quarterly targets
  • Excellent communicator and active listener with a strong sense of ownership in the work
  • Skilled in negotiating contracts and growth plans with current and prospective GSI partners
  • Ability to understand and apply procedures, regulations, and policies related to areas of specialized expertise
  • Ability to use a clearly defined methodology for establishing priorities
  • Ability to proactively develop partner relationships by listening to, understanding anticipating, and providing solutions to partner and partners' customer needs

What you will get to do:

  • Be a trailblazer in a new platform category
  • Help brands solve critical business challenges that impact their P&L
  • Full accountability for your growth and business outcomes
  • Learn and have fun
  • Work with some of the best talents from Silicon Valley and India

Note:

  • We strive to live and breathe our Cultural Principles and encourage employees to demonstrate some of these core values - Customer First; Empathy; Transparency; Fail Fast and scale Fast; No Hierarchies for Communication; Deep Dive and innovate; Trust, Do it as you own it;
  • We are an equal opportunity employer and value diverse people because of and not in spite of the differences. We do not discriminate on the basis of race, religion, colour, national origin, ethnicity, gender, sexual orientation, age, marital status, veteran status, or disability status.