Job details

Alliances Manager, Americas

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The world of Media & Entertainment is experiencing one of the most exciting and pressing technological transformations and Avid is poised to be the vendor of choice to tackle this critical imperative. But we will not do it without a robust alliances partner ecosystem, and that’s precisely where this role comes into play. The Alliance Manager will join our Business Development team, who is at the forefront of driving Avid’s growth.

The Alliance Manager is central to how we own and manage our strategic relationship with large integrators like Deloitte, EY, OnPrem (Qvest), Accenture, LEK, Point B, Bain & Company, FTI, BCG, McKinsey, PWC, Kearney, Slalom and others. The ideal candidate will possess expertise in creating and managing partnerships, the world of cloud solutions and will have a practical understanding of working with the US Government and large Global System Integrators (GSI). They will have demonstrated the ability to think strategically about new business models, perform consultative selling and overcome technical challenges to help build compelling value propositions for Avid customers.

The successful candidate must also balance strategic thinking with tactical execution, build effective and enduring partner relationships, drive highly cross-functional processes, possess a sound understanding of and willingness to learn Avid’s technology. This is a high-profile position providing a significant platform for professional business growth.

Primary Focus:

Responsible for partner management, establishing world-class joint client engagement and providing regional governance to enable and accelerate growth
Build an Americas strategic multi-year plan focused on co-sell & co-delivery between Avid and our Alliance partners. The plan will leverage joint resources and a mix of 3rd party alliances in order to accelerate the adoption of Avid solutions as part of the client transformation journey
Focus will be on the Americas market, including work with both commercial and government clients
Drive operational rigor and business review governance between Avid and the leadership teams of Alliance partners

Additional responsibilities:

Ability to be customer-facing to provide ‘white glove service’ and ensure successful onboarding. Monitor activities to mitigate risk and ensure that desired business outcomes are achieved
Lead and grow go-to-market partnership with integrators by creating joint business plans, including launch planning, enablement, and co-marketing
Lead the effective collaboration of “deal level” tactics
Collaborate with sales teams for both new and existing customers to drive revenue and sales pipeline
Advocate Avid’s differentiated solutions and value
Work closely with Avid’s executive team and internal functional leaders to drive action and build world class execution capability
Build and maintain activity and performance reports and dashboards

Qualifications

Understanding of the Media & Entertainment market
Multi-year record of proactively & successfully co-selling and co-delivering with large system integrators
Strong executive presence & track record of consistent quota attainment and over achievement
Have developed & executed multiyear business plans
Have developed & executed joint GTM strategy including milestone and process tracking metrics and associated rigor

To be successful in this role, you have:

The ideal candidate will have 5+ years of prior partner alliance management experience in enterprise software and/or cloud services, including enterprise SaaS
Experience driving partner revenue & accelerated growth with & through a technology partner in collaboration with an enterprise sales force
Ideally, the candidate will have deep knowledge of System Integrators and how to do joint business with them
Must be a team player that is goal oriented and confident, with attitude and desire to build high-performing teams. You must demonstrate an ability to get things done, manage multiple stakeholders both internally and externally, work in a true east/west operating model with both direct line and dotted line members, build consensus, and resolve conflict in a highly collaborative manner
Superb communication skills - written and verbal, able to convey complex ideas in a clear, concise manner, comfortable in business and technical discussions
Diligent at learning and communicating progress towards targeted business results, identifying obstacles and associated remediation plans
The successful candidate will be adaptable and flexible, able to work and thrive in a highly dynamic environment
Strategic thinker who is execution-oriented in driving cross-functional programs and processes
Effective at building relationships (internally and with partners), collaborating, and influencing others; experience working with senior executives/ partners on cross-company projects
Bachelor’s degree or equivalent; MBA preferred
Media and Entertainment background is preferred
The position could be located anywhere in any central metropolitan area

US Pay Transparency Range $197,400.00 - $242,000.00

If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!