Alliance Sales Representative

3 months ago

Guindy Chennai Tamil Nadu, India Prodapt Full time

Overview:

- Report into head of strategic alliances and lead execution of the alliance strategies
- Net New Logo lead generation through partner source, partner network, own outreach and supporting Prodapt related marketing effort
- Develop accurate, high-quality leads into Prodapt’s Salesforce/ServiceNow pre-sales team aligned to our sales process
- Ensure Sales targets for alliance sales are tracked and met
- Ensure sales tools and documentation are up-to-date on live opportunities to enable accurate pipeline tracking
- Develop close working relationship with senior vertical portfolio sales leads and marketing to develop outreach campaigns to target clients/industry verticals aligned to Prodapt’s sales motions
- Lead, mentor and coach the wider alliance sales teams.
- Develop understanding of assigned solution industry vertical, associated Prodapt GTMs and case studies to become a trusted partner to the Salesforce/ServiceNow Account Executive team and trusted advisor to prospective clients
- Manage relationships with alliance partner account executives to guide Prodapt propositions, campaigns and sales opportunities
- Originate new client and cross/up-sell opportunities for proactive proposals and find new SF/Now service briefs, RFI and RFP opportunities for Prodapt

**Responsibilities**:
Develop relationships with Salesforce/ServiceNow leadership and account execs to jointly engage in pre-sales and qualification activities

Develop relationships with key buyers and decision-makers at new and/or existing clients in the markets

Meet Sales net new targets across portfolio and report win/loss

Effectively engage with the C-suite to maintain their continued support of the Prodapt and Salesforce/ServiceNow propositions

Use differentiators to shape propositions unique to the Salesforce/ServiceNow-Prodapt partnership

Support efforts and/or gain client or Salesforce/ServiceNow agreement for joint press releases, use of references, etc.

Establish qualification and win strategy and power map

Coordinate internal approvals and sales team resources; manage solution/proposition develop client interactions and relevant client demonstrations, etc.

Participate as Sales Capture Lead from the Sales Role Blueprint and Credit Allocation (depending on level of experience).

Interaction is with senior management levels at a client and/or within Prodapt, involving negotiating or influencing on significant matters

Champion the Salesforce/ServiceNow cloud offerings both internally and externally, driving awareness of the value of Salesforce/ServiceNow

**Requirements**:
Leading Alliance led sales, particularly for Salesforce/ServiceNow multiple cloud products.

Originating sales and relationships with C-suite clients, both at established and emerging prospects

Working with Account Leads (Prodapt side and Salesforce/ServiceNow side) and Industry Leads to understand the latest in Prodapt and Salesforce/ServiceNow offerings and from that develop compelling value propositions to take the client

Build on existing credibility of the SF both internally at Prodapt, at Salesforce/ServiceNow, and with our clients - become the trusted partner for our long-standing and emerging clients, in turn influencing the client’s selection process and evaluation criteria

Coordinating internal approvals (including initial qualification) and sales team resources; manage solution/proposition development, client interactions and relevant client demonstrations

Facilitating the negotiations and closing activities. Manage successful transition of the opportunity to the delivery team

May supervise or manage other Sales Capture Leads or other sales team members (depending on level of experience)

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