This position is a hybrid role located in the New York office.
About You:
- Driven, accountable and collaborative
- Expert strategic alliance leader with the ability to initiate and develop complex partnerships that deliver results
- Sound decision maker, effective communicator, possess financial acumen, demonstrate initiative, build realistic plans, promote teamwork, influence others and you are able to achieve great results
- Manage a wide range of relationships from the C-level to the sales rep on the frontlines
- Technology knowledge that helps you engage and have credibility with the product and engineering teams at Swxtch and partners up to VP/CTO level engagements
- Firm dedication to the core values of IEX – belief in fairness and transparency in the financial markets
What You'll Do:
- Build new Partnerships to drive Swxtch’s market expansion and revenue opportunity
- Collaborate with Swxtch Product and Sales leadership to actively identify, target, and contract with partners that allow us to drive incremental revenue, value to customers, and win rates
- Manage complex and interrelated partner relationships to minimize channel conflict across distribution methods, vertical markets, and partner types
- Create marketing collateral and presentations to be used in pitches to partners
- Effectively pitch our product and its benefits to prospective partners via live demos and presentations
- Develop detailed models to quantify impact of bringing a new partner into our ecosystem and agreed upon mutual KPIs for success with the partner
- Collaboratively work with Product, Engineering, Marketing and Legal & Compliance to deliver the best solution based on the partner and company needs
- Negotiate and close complex and long-term contracts with partners
- Onboard and scale the success of Partnerships with a focus on meeting commercial outcomes
- Onboard new partners and educate the Swxtch sales team regarding partnerships
- Train and influence partner sellers by refining value propositions to meet specific client needs and facilitate client introductions to Swxtch
- Manage strategic relationships, having a diplomatic approach to negotiation, and strong project management skills
- Facilitate Quarterly Business Reviews with partners & key stakeholders
- Exceed assigned revenue quota on a quarterly and annual basis
- Work with cross functional teams across IEX Group to support Partner programs
- Build relationships with the IEX Group Marketing team to develop value propositions and marketing/PR campaigns necessary to drive demand for/through channel partners
- Liaise with IEX Group’s Legal Department to develop contracts for alliance and channel partner agreements; negotiate and finalize all partner agreements
- Collaborate with Finance to forecast partner revenue and deliver results at or ahead of budget
- Participate in Swxtch strategy development and annual business planning
- Have deep understanding of the competitive landscape in cloud networking
- Participate in industry trade shows & events to stay current on industry trends and ecosystem development
- Inform the annual planning process as it relates to partnership/channel revenue and expectations
You Are:
- 5+ years driving and managing tier-1 partner/alliances business initiatives within a SaaS and/or Networking environment
- Proven history of negotiating partnership pricing and contracts
- Proven track record of driving revenue and consistent attainment to quota both quarter-over-quarter and year-over-year
- Excellent written and verbal communication skills and competency in communicating at an executive level
- Experience with Financial and Data Modeling
- Bachelor's degree in related field
- Values fit (Think Big, Do Good/ Win Together/ Be Gritty/ Invent & Reinvent)
Why You Should Apply:
- Comprehensive Benefits
- New hire stock equity (RSUs)
- 401K employer match
- Unlimited PTO
- 100% coverage for medical, dental, and visionÂ
- OneMedical membership
- 16 weeks paid parental leave
- Wellness Benefits
- Flexible workplace
- Employer charity match
- Learning stipend
- Commuter benefits
- Jump Start onboarding program
- Internal mentor program cross-departmentallyÂ
- Friendly and inclusive workplace culture
Here at IEX, we are dedicated to an inclusive workplace and culture. We are an Equal Opportunity Employer that does not discriminate on the basis of actual or perceived race, color, creed, religion, alienage or national origin, ancestry, citizenship status, age, disability or handicap, sex, marital status, veteran status, sexual orientation, genetic information or any other characteristic protected by applicable federal, state or local laws. This policy not only complies with all applicable laws and protects workers' rights but is vital to IEX’s overall mission and values.