GSI Alliance Manager-EMEA

London, England, United Kingdom | Sales | Full-time

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Who we are

Whatfix is a data-driven digital adoption platform (DAP) that enables organizations and users to maximize the benefits of software. Whatfix acts as an interactive overlay on top of any application to guide users with real-time guidance, self-help support, and user feedback. With product analytics and AI, Whatfix enables scalable success with technology, maximizing productivity and leveraging data-driven insights for better decision-making. The company has offices globally in the US, India, the UK, and Australia and works with Fortune 500 companies worldwide. Whatfix has raised $140 million and is backed by marquee investors, including Softbank, Sequoia, Dragoneer, and Cisco Investments. “Hustle Mode ON” is the motto we live by.

About the Role

We are seeking an outstanding GSI Alliance Manager to join our team and work out of our London EMEA HQ. The position will work with the GSI partner(s) to own all activities at different stages of the Alliance relationship.

The GSI Alliance manager will be pivotal in managing strategic relationships with our GSI partners, helping them grow their business globally while driving C-level, Practice Team, Marketing, and Field relationships. The ideal candidate will bring a partnership background to drive successful partnerships and engage at the CXO level. The position also requires strong product acumen, complex campaign understanding, and working knowledge of the Enterprise IT landscape. 

Responsibilities

  • Enhance and execute the EMEA plan for the “alliance partner” in collaboration with stakeholders across the “organization,” focusing on critical offerings and country-level execution.

  • Develop joint relationships, initiatives, and programs for long-term sustained account success.

  • Influences Sales leadership to partner for short- and long-term revenue growth while building sustainable, trusting relationships across the Alliance partner.

  • Aligns closely with the regional alliance leaders to ensure the identification, pursuit, closure, and tracking of customer opportunities to perpetuate the existing base of “organization” revenue - engage in customer-specific activities as needed

  • Identifying the right opportunities, framing deal structures, negotiating & closing out of deals with a focus on business development and sourcing deals.

  • Ensure GTM stakeholders align with the right Whatfix value prop to evangelize Whatfix with their regional sales teams and clients.

  • Manage and collaborate with GSI partners to define and execute joint sales and Go to Market (GTM) programs.

  • Propose business solutions to support sales campaigns and serve as the domain expert on proposed solutions to prospective clients. 

  • Assist the partner team with the expansion strategy into target accounts by educating them on Whatfix’s overall capability.

  • Plan sales campaigns with partner executives and lead efforts to ensure the delivery of all technical resources to our partner's sales campaigns.

  • Collaborate with partner’s product managers, software developers, analysts, industry principals, and other groups, evangelizing and enabling them on Whatfix 

  • Handle escalation & governance as part of partner program and experience during sales as well as after-sales

Requirements

  • MBA Degree or equivalent business experience

  • 8-12 years of total experience

  • 5-7 years of GSI alliance experience, preferably from within a SaaS/ISV organization 

  • Ability to understand complex GSI relationships

  • Experience driving partner go-to-market campaigns that include cross-functional teams across sales, marketing, and partners

  • Experience engaging and influencing C-level executives

  • Experience owning, driving, and managing partnerships against quarterly targets

  • Excellent communicator and active listener with a strong sense of ownership in the work

  • Multilingual skills preferred - Native German and English proficiency is preferred, and any other European language is a plus 

  • Skilled in negotiating contracts and growth plans with current and prospective GSI partners

  • Ability to understand and apply procedures, regulations, and policies related to areas of specialized expertise

  • Ability to use a clearly defined methodology for establishing priorities

  • Ability to proactively develop partner relationships by listening to, understanding, anticipating, and providing solutions to partner and partners' customer needs

What sets us apart from the rest

  • Whatfix has been named among the top 20 B2B tech companies like Adobe, PayPal, and Cisco
  • With YoY revenue growth of over 65%, we have also been recognized among the top 20 fastest-growing SaaS companies worldwide in the SaaS 1000 list
  • Recognized by Forrester and Everest Group as a 'Leader' in the digital adoption space 
  • Listed in Deloitte Technology Fast 500™ among fastest-growing companies in North America for 2022 and 2021 and recognized as a Great Place to Work 2022-2023
  • Our Customer centricity is evident from a Customer rating of 4.67 on G2 Crowd & 4.7 on Gartner Peer Insights

Perks / Benefits

  • Mac shop, work with the newest technologies
 
  • 25 days of PTO for the calendar year and 8-10 public & bank holidays
  • Equity Plan

  • Paid paternal/maternal leave

  • Monthly cell phone & internet stipend

  • Private medical insurance & health cash plan

  • Pension plan
 
  • Group Life Insurance plan

  • Team and company outings

  • Learning and Development benefits

This role requires working onsite at our London office, 2 Kingdom Street in Paddington. Relocation assistance is offered.

We are an equal-opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Due to our company's global nature and hiring committees spanning different time zones, the interviews for this role will be recorded for those not in attendance to review.