Alliance Director

About Avaya

Avaya enables the mission critical, real-time communication applications of the world’s most important operations. As a global leader in delivering superior communications experiences, Avaya offers a complete portfolio of software and services for contact center and unified communications— offered on premises, in the cloud, or a hybrid. Today’s digital world requires communications enablement, and no other company is better positioned to do this than Avaya. For more information, please visit www.avaya.com

ABOUT THE OPPORTUNITY

All applicants must already be located in the U.S. and roles are not eligible for sponsorship. This is not a union/represented role.

The Global Alliance Director will be responsible to identify new potential third party alliances/vendors as well as expand existing ones. They will provide overall relationship management, communicate goals, provide KPI results and create collateral to build pipeline and increase revenue. He/she will work closely with cross-functional teams that include: Sales, Product, Engineering, Marketing, and Services as part of the continuous relationship management of the partner with the goal to improve quality and maximize sales opportunities. This role will remain informed on industry trends, new product introductions and technology, using it to continuously improve knowledge and performance of sales teams. This person will be expected to handle partner escalations and resolution of complex customer issues. Understanding Partner and Avaya product and differentiators will help identify training gaps and enable them to prepare & deliver training and analyze effectiveness.

Some travel will be required to coordinate and attend various events at trade shows and various Alliance Partner meetings. Expected travel -5%.

ABOUT THE RESPONSIBILITIES

• This role is vital to the advancement of the Avaya Alliance portfolio as success of the strategic relationship.
• Work with Sales and Channel partners to increase Avaya revenue of Alliance Partner offers
• Performance of each Alliance Partner’s KPIs will be tracked and reported on regular cadence
• Work with Avaya Legal and Commercial Management on designing contracts and terms
• Work with marketing to build collateral, training, and marketing campaigns for offers
• Work with sales management on activities such as pipeline management, sales outlook and revenue targets
• Outputs will be reported into Alliance Management team in support of upper management readouts

ABOUT THE REQUIREMENTS

EXPERIENCE

• Demonstrable and proven experience developing Alliance relationships, preferable with SaaS technologies and offers.
• History of using sales management-oriented skills to accelerate adoption of offers
• Regularly creating joint business value propositions for prior partnerships
• 10+ years of high-profile partner relationship management
• Sales skills such as; negotiation, securing exec support, joint selling, building pipelines and closing deals

SKILLS & COMPETENCIES

• Exceptional communication skills across various technical, legal and sales teams
• Ability to develop multi-level relationships with 3rd party companies
• Can define win-win strategies as well as the executable plan to achieve desired results
• Ability to create and lead indirect teams
• Accountable for results

COMPENSATION

The pay range for this opportunity is from $164,800 - $233,600 + performance-related bonus + benefits1

This range represents the anticipated low and high end of the salary for this position. This role is also eligible to receive an annual bonus that aligns with individual and company performance. Actual salaries will vary and are based on factors such as a candidate’s qualifications, skills, and competencies.

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Avaya is an Equal Opportunity employer and a U.S. Federal Contractor. Our commitment to equality is a core value of Avaya. All qualified applicants and employees receive equal treatment without consideration for race, religion, sex, age, sexual orientation, gender identity, national origin, disability, status as a protected veteran or any other protected characteristic. In general, positions at Avaya require the ability to communicate and use office technology effectively. Physical requirements may vary by assigned work location. This job brief/description is subject to change. Nothing in this job description restricts Avaya right to alter the duties and responsibilities of this position at any time for any reason. You may also review the Avaya Global Privacy Policy (accessible at https://www.avaya.com/en/privacy/policy/) and applicable Privacy Statement relevant to this job posting (accessible at https://www.avaya.com/en/documents/info-applicants.pdf).