Who are we?

About the Role

We are seeking an outstanding GSI Alliance Manager to join our team and work out of our San Jose, US HQ. The position will work with the GSI partner(s) to own all sales and business development activities at different stages of the Alliance partnership. 

The GSI Alliance Manager will be pivotal in driving new business opportunities 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 to close deals within the GSI ecosystem. The position also requires strong product acumen, complex campaign understanding, and working knowledge of the Enterprise IT landscape. 

Responsibilities

• Develop the NA 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

• 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

• This role requires 50% or more of travel, without exception 

Perks / Benefits

• Equity plan 
• Mac shop, work with the newest technologies
• Unlimited PTO policy
• Paid maternity leave
• Monthly cell phone stipend
• Paid UberEats lunches daily
• Medical, Dental, and Vision coverage (Whatfix pays 80% of the premium for individuals and their families; for the HSA, Whatfix contributes $1,000 for individuals and $2,000 for a family) 
• Team and company outings
• Learning and Development benefits

At Whatfix, we value collaboration, innovation, and human connection. We believe that working together in the office five days a week fosters open communication, strengthens our community, and drives innovation, helping us achieve our goals more effectively. 

To facilitate global collaboration, our US teams start and end early, while our India teams start and end late. US teams do not have any evening meetings. Relocation and Sponsorship offered.

We strive to live and breathe our Cultural Principles and encourage employees to demonstrate some of these core values - Customer First; Empathy; Transparency; Fail Fast and scale Fast; No Hierarchies for Communication; Deep Dive and innovate; Trust is the foundation; and Do it as you own it.

Whatfix is an Equal Opportunity Employer and an E-Verify participant. All activities must comply with our Equal Opportunity Laws, ADA, and other regulations, as appropriate.

We are an equal opportunity employer and value diverse people because of and not in spite of the differences. We do not discriminate on the basis of race, religion, color, national origin, ethnicity, gender, sexual orientation, age, marital status, veteran status, or disability status.

The salary range for this position is 200-250K OTE, with a split between the base and variable. Compensation will be determined by factors such as level, job-related knowledge, skills, and experience.

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.