Senior Alliances Manager (System Integrators)

Explorium is a cutting-edge data science software company, with total funding over $50 million. We’re expanding our presence globally as the first External Data Platform for advanced analytics and machine learning. 


Job Summary 

We are looking for an exceptional, proven and motivated individual to join our growing Partnerships & Channels team at the ground floor. This role is responsible for generating and navigating the partner process with midsize and boutique system integrators and consulting partners. This role will manage the channel GTM strategy and positioning, as well as own all key stakeholder relationships. This partner role is highly collaborative, working closely with Explorium’s customer-facing data science, data, product, sales and marketing functions. This is a revenue generating role in a strategic capacity, with the potential of growing a future team.


Responsibilities:

  • Oversee the day-to-day alliance sales relationship and activities with select global system integrators;
  • Experience selling Software-as-a-Service (SaaS), Platform-as-a-Service (PaaS) or other cloud-based platforms;
  • Build a strong pipeline of joint prospective clients and strategize innovative ways to reach new clients;
  • Own system integrator business development efforts and activities to drive and consistently grow partner sourced revenue (commitment to the number, deadlines and thoughtful planning);
  • Negotiate favorable pricing and business terms with our joint customers by selling value and ROI;
  • Work with inside sales and partners for leveraged effectiveness;
  • Develop an understanding of global system integrator’s business, strategy, operations, practices, service lines, digital efforts and technology;
  • Drive, maintain and present a pipeline of current and prospective SI-driven opportunities designed to drive visibility, revenue, customers and extend Explorium's footprint;
  • Maintain accurate and timely prospect and customer deal pipeline and forecast data;
  • Keep key partner stakeholders up-to-date on Explorium's solutions to ensure their teams understand our technology and know-how which will enable them to position and promote our joint solutions to end customers;
  • Act as the internal champion for the growth of the named service integrator partnerships across Explorium;


  • 5+ years direct and channel/SI selling experience (e.g. Accenture, Deloitte, Cognizant);
  • BSc equivalent educational background is preferred
  • A minimum of 5 years of experience with strategy development, partnership management or business development in the technology industry;
  • Experience with Software-as-a-Service (SaaS) delivery models especially in the data management, data governance and/or data quality spaces. Experience in Cloud-based technology;
  • Previous Sales Methodology training (R.A.D.A.R./Complex-Selling, TAS, “Solution Selling,” SPIN, et al), CRM experience (Salesforce.com preferred), and strong customer references preferred;
  • Ability to understand changing market dynamics, translating them into actionable strategies to achieve company objectives;
  • Proven track record establishing and maintaining strong, productive partner relationships;
  • Strong and proven skills for successful account planning, opportunity creation and development;
  • Forecasting commitments and forecasting accuracy;
  • Track record of success and knowledge with prospects and customers in the system integrators space;
  •  Proactive, independent thinker with high energy/positive attitude;
  • Exceptional management, presentation, written, oral communication and interpersonal skills;
  • Thrives in a fast-paced, high growth, rapidly changing environments;
  • Team player with consistent success in cross-functional organizational structures;
  • Ability to think strategically and creatively coupled with strong analytical and business problem solving skills;
  • Strategic sales orientation and experience.


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