SoftServe

Job Profile Summary

The Alliance Development Director leads the strategic development and management of SoftServe's partner relationships. This role focuses on driving the growth and awareness of these partnerships through the development and execution of go-to-market strategies, facilitating seamless communication between partners and field sales teams, and fostering a culture of collaboration and innovation. The Director plays a key role in shaping partner programs, serving as a primary point of contact for partner executives, and ensuring alignment between SoftServe's offerings and partner and market needs.

Job Description

Relationship Building and Management

• Lead the development and execution of strategic initiatives to strengthen relationships with key partners, serving as a primary point of contact for partner executives and fostering a culture of collaboration and trust
• Proactively identify and address any challenges or concerns in partner relationships, mediating effectively and working towards mutually beneficial solutions
• Develop a deep understanding of each partner's business, goals, and priorities to identify opportunities for collaboration, mutual benefit, and strategic alignment

Go-to-Market Collaboration

• Architect and oversee a comprehensive long-term go-to-market (GTM) strategy that is in synergy with partner ecosystems and broader market trends
• Mentor and support Field Partner Sales Managers (PSMs) to not only align but also innovate in regional partner business plans in concert with global strategies
• Champion a unified GTM approach across all verticals and regions, advocating for seamless partner integration
• Lead discussions with C-level executives to pinpoint key industries and solutions, ensuring SoftServe is at the forefront of partner-centric trends
• Collaborate closely with partners and SoftServe's field sales teams to develop and implement joint go-to-market plans, ensuring alignment and effective execution
• Ensure consistent communication of go-to-market plans, commitments, and progress to partners and field sales teams, facilitating transparency and knowledge sharing

Partnership Growth and Awareness

• Ensure that targets that are set by the Partner are achieved
• Ensure that SoftServe has Platinum status with the Partner
• Serve as a strategic conduit between SoftServe's offerings and partner needs, positioning the company to capitalize on market opportunities
• Orchestrate the definition of partner needs and spearhead collaboration with Centers of Excellence (COE) and Business Unit (BU) segment leaders to craft pioneering solutions and services
• Partner with the marketing leadership to architect and expedite go-to-market strategies for breakthrough solutions
• Cultivate emergent capability domains, aligning with product experts to amplify SoftServe’s market presence
• Collaborate with partners at a strategic level to define and refine key performance indicators that reflect partnership vitality and success
• Lead strategic initiatives to maximize partnership value and identify opportunities for exponential growth
• Champion SoftServe's brand within partner ecosystems, crafting a distinct market position that emphasizes innovative leadership
• Direct the creation and implementation of high-impact marketing initiatives that resonate deeply with partner strategies

Metrics and Tracking

• Define and track key performance indicators (KPIs) to measure the success and effectiveness of partnerships, including revenue generation, pipeline growth, and go-to-market activities
• Monitor progress towards achieving partnership goals and targets, providing regular updates and insights to leadership

Preferred Competencies & Experience

• 10+ years of experience in alliance development, partner management, or similar leadership roles
• Deep understanding of enterprise technologies and cloud platforms
• Proven ability to develop and execute go-to-market strategies
• Strong leadership, communication, and interpersonal skills
• Experience in fostering a culture of innovation and collaboration

Required Skills

• Leadership: leads and motivates teams, fosters collaboration, and provides guidance and mentorship
• Strategic thinking: develops and executes comprehensive long-term strategies, aligning with partner ecosystems and broader market trends
• Relationship building: establishes and maintains strong relationships with key partners, including executives, fostering trust and collaboration
• Communication: effectively conveys information and ideas to diverse audiences, including C-level executives, partners, and internal teams
• Problem-solving: identifies and resolves complex challenges, bringing clarity and order to challenging situations and driving innovative solutions

Supervisory Responsibilities

• May lead a team of Alliance Development professionals of different seniority levels

Qualifications

• Education: Minimum BA/BS degree or equivalent experience, MBA is a plus
• Certifications: Relevant certifications from major cloud platforms are preferred