Senior Alliance Partner Manager (Salesforce)

Vonage Sales Mission

We strive to innovate and enhance our customers' ability to communicate within today's digital, cloud and real-time business environment. Our sales team is composed of highly-motivated, energetic and customer-focused Team Members that expand existing accounts/channels and find new clients for company products and services.

Why this job Matters

The Strategic Alliance Partner Manager is responsible for building a strategic relationship with Salesforce UKI and to drive revenue and market share expansion for Vonage. 

Primary job responsibilities; driving pipeline creation, cross functional alignment, and GTM execution aligned with Salesforce.

This is a team and individual contributor role and performance will be measured by the following key metrics:

• Joint pipeline creation with Salesforce from defined industry verticals within Salesforce
• Meet pipeline targets by industry
• Clear engagement plan, built and executed on a rolling quarterly basis
• Ensuring our brand proposition is continuously promoted to Salesforce
• Pro-actively being aligned to key co-sponsored lead gen activities

What You’ll Do:

• Develop innovative Alliances and sales strategies to maintain Vonage as a market leader within Salesforce UK&I
• Identify USP’s within our propositions and explore ways of driving awareness and understanding with our stakeholders
• Seek out new market opportunities and recommend lead gen activities to maximize ROI
• Partner management across Salesforce UK&I by developing and owning key tactics that deliver mutual benefits
• Collaborate with other internal Alliance colleagues on the development of a mutual partner business plan, measure and track success metrics
• Achieve pipeline development commitments, participate in QBRs, and measure partner performance
• Drive Go To Market (GTM) activities through Salesforce.
• Uncover and measure referral business through partnerships.
• Team with Vonage’s marketing to drive Partner marketing initiatives, demand generation programs and campaigns that drive revenue.
• Provide status information to Vonage Management including Partner forecasts & pipeline information
• Prepare for and lead Salesforce partnership QBRs and track agreed actions
• Promote an inspiring and positive attitude during face-to-face, verbal, and written communications

Skills Knowledge and Expertise

• Experience within the Salesforce ecosystem
• Proven experience of sales and negotiation in a B2B environment
• Excellent analytical, communication, written and presentation skills
• A proven ability to generate and track pipeline and deliver quarterly targets
• Demonstrable ability to uncover, and develop business opportunities
• Personal effectiveness including good time management and self-motivation
• 5+ years alliances or sales experience (channel/partnership sales a strong plus)
• Ideally SI experience in Salesforce, SaaS, Contact Center or Telco industry
• Strong network/references in Salesforce
• Demonstrated track record of successful channel sales or selling professional services in a consulting environment strongly preferred

Key Measures of Success:

• A continuous-improvement attitude; ability to seek out and implement internal or external best practices
• Ability to work independently and with minimal supervision
• Strong organisational and time management skills
• Keeping up to date with the latest plans, developments and changes in the Salesforce.
• Willing to travel to events and meetings as required
• Work in a manner that champions our values of Accountability, Collaboration, Trust  and Excellence

What We Offer:

• Friendly, talented, collaborative and entrepreneurial teams
• Discretionary annual bonus scheme
• Bupa Healthcare,Pension, Electric Car Scheme, Ride to Work
• Generous holiday policy, flexible schedule and volunteering opportunities
• Choice of laptop – Mac or PC
• Active CSR agenda supported by voluntary days
• A fun office environment: regular socials, fresh fruit, breakfasts and drinks.

What's In It For You

In addition to providing exciting work, career advancement opportunities, and a collaborative work environment, Vonage provides competitive pay and benefits including unlimited discretionary time off and tuition reimbursement.

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