Alliance Sales Anchor

4 months ago

Guindy Chennai Tamil Nadu, India Prodapt Full time

Overview:

- Develop and execute strategic alliance strategies to drive revenue growth and market expansion.
- Identify, negotiate, and manage partnerships with key industry players and technology partners.
- Collaborate with partners to create joint business plans, sales targets, and marketing strategies.
- Ensure Sales targets for alliance sales are tracked and met.
- Lead co-sell activities and manage the sales pipeline with partners to achieve revenue goals.
- Design and execute joint marketing campaigns and events to generate demand and raise awareness.
- Drive co-innovation initiatives with partners to develop new products and solutions.
- Establish governance structures and processes for effective partnership management.
- Ensure compliance with legal and regulatory requirements for all partnerships.
- Collaborate with cross-functional teams to align resources and support alliance initiatives.
- Define and track KPIs and metrics to measure partnership success and optimize performance.

**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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