EMEA Alliance Manager (ISV)
Box is looking for an Alliances Manager to drive the go to market, sales enablement, governance and results management for a very select number of our Strategic Alliance partners. You will participate in the due diligence process during the deal creation to make our large agreements produce the results envisioned by Box and the partner. You will own execution from the tactical day to day to how our joint business is accelerated over a fiscal year period. You are a communicator – in life, at work, and in spirit. You are quick witted, personable and know how to organize, coordinate, facilitate and lead others in projects. You are a driver who has a will to succeed and enable others to succeed around you. You build rapport with other teams and people, and are genuinely interested in building relationships with others. You have a good eye for detail in creating the right sales material that tells the Box story with the ISV partners. You think strategically, but enjoy the planning and execution more. In this role you will contribute significantly to scaling Box as the next great enterprise software company in EMEA. What you will get in return is exposure to some of the biggest opportunities that Box is involved in to drive non-organic platform, revenue and customer usage growth. You will learn from industry veterans and executives in a high paced, enjoyable, learning environment. You will be urged to fail fast, try shit, and be data oriented as you drive your efforts.
Responsibilities
- Annual Business Planning with partners that establishes a clear governance plan for the fiscal year that includes sales, marketing, training and enablement metrics, execution and resourcing to move the needle.
- Executive level through to individual contributor level contact at the ISV partners to drive forward sales/GTM activity.
- Build material and campaigns to communicate the Box vision, based on your modelling and forecast of the partnership metrics and how you will get there.
- Establish the communication cadence externally with the partner and internally to keep everyone on the same page.
- Lead others in executive sessions, tactical meetings and the drive the right method to communicate broadly on your plans and successes.
- Establish a sales engagement plan focused on execution that involves sales rep and management commitments and reviews on working with partners.
- Lead with the marketing teams the goals and objectives of the partnership, creating appropriate go-to-market plans and resourcing internally and with the partner that are metric based and driven.
- Execute training and enablement of Box and partner sales teams through Box and partner Qualificationsproductivity as the expert on the joint solution being marketed as sold.
Qualifications
- Degree or 5 years’ experience in an Enterpriser software / solution companies
- 3-5 years of related experience in a sales, channel sales or alliance management.
- Expert organization and project management capabilities of getting many people moving in the same direction with clear goals.
- Proven ability to translate strategy to action to execution that is specific, measureable, achievable and relevant to company objectives during a fiscal period.
- Comfortable with negotiation and confronting hard issues directly, efficiently and without people freaking out.
- Efficient user of the clock – you just don’t work insane hours because you have “it” together
- A poster child for using your initiative, coupled with good judgment
- A bucket of energy when solving problems, but cool under fire which inspires others. You style is a“do and deliver” rather than “plan and talk”.
- Experience of working with T1 ISV’s such as Salesforce, Oracle, SAP etc. would be advantageous but not mandatory.
- Working across the EMEA region excellent English is a pre-requisite and any additional European languages a bonus but not mandatory
- Passion for cloud technologies
About Box: Box provides a secure way to share content and improve collaboration on any device. Desktop, tablet or mobile. From huge corporations to mom and pop stores, Box believes technology should never limit anything you do. Businesses of any size can be more productive, inventive and powerful on Box. The company is well funded by top VC firms like Andreessen Horowitz, Draper Fisher Jurvetson and U.S. Venture Partners. Box is proud to be on Forbes’ list of America’s Most Promising Companies, is used in 225,000 businesses - including 99% of the Fortune 500 – and is the go-to product of 25 million people.
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