Alliances Manager – Sydney

Job Title: Alliance Manager
Reports to: Regional VP Sales
Location: Sydney
Staff Responsibilities: None
Salary Range: $ negotiable -depending on experience

To apply for this role directly, please complete this online application form (no agencies)

Job Description

The Alliance Manager builds product awareness and drives sales growth with strategic partners. They define markets, represent products and develop sales initiatives to define target markets and increase product penetration and sales.
This is a key role within the APAC Sales team responsible for the definition and execution of sales and marketing programs & initiatives including strategy implementation with the direct and indirect channel, partner training, direct marketing, thought leadership, sales strategy and the management of the alliances pipeline.
The ideal candidate will have strong vision, creativity and leadership within a technology solutions organisation and have a proven history of managing through influence at all levels of the organisation in a senior level partner sales role.
The ideal candidate is success-driven, fast-paced, works well in a diverse team, enjoys a dynamic and changing environment and is able to identify a sector and company that can heavily influence a
career.

Responsibilities

Strategy development and implementation

  • Implement innovative sales strategies to position Natterbox as a market leader within
    Salesforce and chosen markets
  •  Identify USP’s within our chosen markets and explore ways of alleviating potential
    threats from competing products.
  • Identify target prospect groups with partners. 

Revenue Optimisation

  •  Seek out new market opportunities and close opportunities
  • Create campaigns and initiatives that will drive and increase revenue
  •  Negotiate and execute partnership agreements (e.g. contracts, financial terms)

Market Positioning

  • Holistic positioning of the overall company value proposition
  • Develop the Company’s sales and marketing capabilities with alliance partners
  • Develop and integrate a unified market proposition and resources across business units,
    geographies, and functional groups
  • Drive execution of the Sales & Marketing programs, within the direct and indirect
    channel, branding, training events, direct marketing, market research, thought
    leadership, and the management of the alliances pipeline.
  • Create a reporting function that can track, measure, and analyse performance

Indirect sales strategy

  • Set and drive the strategic vision, objectives and values for the Salesforce channel
  • Identify new partnership opportunities in alignment with growth initiatives and strategy
    of the business

Experience

Essential:

  • A minimum of 2 years strategic sales
  • Proven experience of sales and negotiation in a B2B environment

Desirable:

  •  Experience within the Salesforce.com CRM environment
  •  Telecommunication / IT sales / Software as a Service / Cloud solutions

Skills

Essential:

  •  Excellent communication, written and presentation skills
  • The ability to manage Pipeline and close deals to meet quarterly targets
  • Demonstrable ability to uncover, develop and close business opportunities
  • Commercial skills and general business acumen including understanding margins and
    factors which affect the achievement of targets
  • Personal effectiveness including good time management and self-motivation

Desirable:

• A technical background
• Business analysis skills

Personal Attributes

Essential:

  • Excellent personal presentation
  • Hunter
  • Strong work ethic / Drive
  • Discipline
  • Charisma
  • Tenacious and Resilient
  • Confident
  • Structured in thinking and work practice
  • Ambitious
  • Persuasive
  • An eye for detail
  • Able to work under pressure
  • Intelligent and business savvy

Desirable:

  • Active interest in communications and IP technologies

Personal Circumstances

  • Full driving license and willingness and ability to travel
  • Live within commuting distance of Sydney CBD
  • Due to the nature of the Company’s products and services, the jobholder must on
    occasion be willing and available to work extra hours if the needs of the Company
    require it

Other

  • Natterbox are equal opportunities employers
  • Natterbox is revolutionising the way the world works by delivering business telephony
    via the cloud. The sector in which we operate is dynamic and fast-growing and our
    innovative solutions are winning global blue-chip clients.
  • Our company is backed by a passionate and accomplished management team with many
    years of experience in cloud computing. We have a clear vision for the future and are
    looking for talented, high energy, like-minded individuals who share our passion to
    change the world.