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Strategic Alliances Manager
Tranztec
This job is no longer accepting applications
See open jobs at Tranztec.See open jobs similar to "Strategic Alliances Manager" JumpStart Ventures.Administration
United States
Posted 6+ months ago
Tranztec is an innovative cloud transportation and data hub delivering visibility and collaboration across communities of carriers and brokers/third party logistics providers. Carriers deploy Tranztec suite of applications to connect their Transportation Management Systems to Commercial Vehicle Telematics applications matching load demand with equipment availability and improving utilization.
Position Summary:
You will play a crucial role in ensuring Tranztec reaches its growth and business objectives by helping to transform our Indirect Channel program into a top-tier, robust program, along with identifying and building a network of resellers and partners.
Main Duties & Responsibilities:
Indirect Channel Program
- Develop the systems, programs and content to facilitate resellers and partners to successfully prospect, market, sell, implement and support customers within the areas of:
- Indirect Channel marketing programs
- content development,
- approved collateral,
- Ideal Customer Profiles, etc.
- Sales Product Training
- Sales Enablement – process and systems to quote, sell
- Implementation
- Invoicing
- Support
- Communication protocols and points of contact
- Assist with Indirect Channel modeling including pricing, contractual elements, program minimums, and Ideal Partner Profile development
- Assist in determining the proper fit for resellers; organizations that can sell, implement, support, and maintain customers vs. Partners; that do not have the technical abilities yet can refer their customers within a revenue share model
Reseller and Partner relationship development
- Identify the ideal partners within the TMS (Transportation Management Systems), TSP (Telematics Service Providers) and Logistics Technology providers
- Build a pipeline of potential resellers and /or partners
- Develop and present compelling use cases and value propositions of the indirect channel with a focus upon the following key areas
- Revenue center for the partner
- Ability for partner to sell back into their customer base
- Ability for partner to have a wider product offering
- Reduced churn of existing partner business due to “stickier” more entrenched offerings
- Establish strong, long-term relationships with key decision makers and stakeholders
- Look to add 2+ Indirect Channel Partners per quarter
- Train partner sales team with key value propositions, proper product expectations, and sales enablement processes
- Assist partners with sales plan development, pipeline development, opportunity tracking
- Conduct Quarterly Business Reviews
- Develop a forecast of new customers and subscriptions by month and quarter
- Be an advocate for the Indirect Channel
- Proactively address partner concerns and issues to maintain positive relationships and maximize sales potential
- Manage channel conflicts
- Develop and manage project plans, schedules, success criteria, and milestones.
- Maintain timely knowledge of product capabilities, improvements, and enhancements.
- Cultivate open communication with internal and external clients, and business partners to identify opportunities to improve processes and methodologies.
- Keep up to date with industry trends, best practices, market data, and competitive services.
Experience & Requirements
- 7+ years’ experience within Indirect Channel programs in the SaaS/ Technology sector along with an understanding of TMS, TSP and Logistics
- Sales oriented experience
- Experience in building out sales enablement programs
- API/Integration experience and knowledge
- Working knowledge of business and management principles, including strategic planning, resource allocation, leadership techniques, and coordination of people and resources.
- Demonstrated ability to analyze, troubleshoot, initiate, and implement operational strategies to achieve forecasted objectives.
- Strong verbal, written, analytical, persuasion, and interpersonal skills.
- Strong collaborative, negotiating, influencing, leadership, and decision-making skills.
- Excellent time management and computer skills.
- Bachelor’s degree or equivalent work experience.
- Asana, ZenDesk, SalesForce experience a plus
- Ability to work East Coast hours
This job is no longer accepting applications
See open jobs at Tranztec.See open jobs similar to "Strategic Alliances Manager" JumpStart Ventures.
JUMPSTART VENTURES
6701 Carnegie Ave. Suite 100
Cleveland, Ohio 44103
Tel: 216.363.3400
Email: [email protected]
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