Global Alliance Director | Accenture

Global Alliance Director | Accenture

IFS is a billion-dollar revenue company with 7000+ employees on all continents. Our leading AI technology is the backbone of our award-winning enterprise software solutions, enabling our customers to be their best when it really matters–at the Moment of Service™. Our commitment to internal AI adoption has allowed us to stay at the forefront of technological advancements, ensuring our colleagues can unlock their creativity and productivity, and our solutions are always cutting-edge.

At IFS, we're flexible, we're innovative, and we're focused not only on how we can engage with our customers but on how we can make a real change and have a worldwide impact. We help solve some of society's greatest challenges, fostering a better future through our agility, collaboration, and trust.

We celebrate diversity and understand our responsibility to reflect the diverse world we work in. We are committed to promoting an inclusive workforce that fully represents the many different cultures, backgrounds, and viewpoints of our customers, our partners, and our communities. As a truly international company serving people from around the globe, we realize that our success is tantamount to the respect we have for those different points of view.

By joining our team, you will have the opportunity to be part of a global, diverse environment; you will be joining a winning team with a commitment to sustainability; and a company where we get things done so that you can make a positive impact on the world.

We're looking for innovative and original thinkers to work in an environment where you can #MakeYourMoment so that we can help others make theirs. With the power of our AI-driven solutions, we empower our team to change the status quo and make a real difference.

If you want to change the status quo, we'll help you make your moment. Join Team Purple. Join IFS.

Job Description

IFS's success relies on a strong and committed partner community. The Global Strategic Partner Director is responsible for managing relationships and driving engagement with Accenture that is critical to our success. The objective is to enhance partner commitment to leverage their capabilities for successful IFS software sales and deployments.

The Partner Director will be accountable for building and managing relationships with Accenture to develop joint go-to-market motions that generate demand, drive revenue to IFS, and provide value to our customers. This includes but is not limited to meeting specified sales quota targets and enabling Accenture to successfully sell and implement IFS software and related transformation programs by working closely with IFS Leadership, Sales, Pre-sales, Services, and consulting teams within Accenture to ensure software revenue targets are achieved as well as successful IFS software implementations and transformation programs are completed. This includes but is not limited to establishing processes to drive engagement cadence, ensuring that partner knowledge, skills, and resource deployments are aligned with IFS' interests, and working to ensure partner activities are executed in a manner that achieves valuable customer outcomes and aligned with customer satisfaction.

Tasks include but are not limited to:

• Building key relationships with Partner executives (Partner teams, Industry-specific Consulting Leaders, Sales Leaders, Practice Leaders, etc.) to produce a high level of reliance and drive revenue growth
• Developing and executing the strategy and annual business plan for the partnership
• Ensuring Partners are enabled to successfully sell and deliver services to existing and prospective customers
• Collaborating with partners to identify and prosecute joint sales opportunities
• Planning and promoting growth of the partner's certified resource pool and related Practice build
• Evangelizing IFS within the Partner
• Evangelizing the Partner within IFS
• Conducting revenue forecasts for partner-directed transactions
• Engaging with sales executives and directors to drive IFS revenue
• Developing a deep comprehension of the partner's services demand, capacity and related capabilities
• Engaging and coaching Pre-Sales and Sales Teams on identifying opportunities that are aligned to the business plan and strategy
• Developing and executing joint sales and marketing campaigns with Partners that increase brand awareness and drive incremental revenue to the organization
• Developing and owning relationship maps, ensuring related cadences are successfully executed

Key Functions:

• Build partner engagement, capacity and a high dedication relationship with IFS through:
• Joint Partner strategy and business plan development
• Coaching and guiding Partners to develop, grow and operate an IFS-focused business.
• Personal contact with each managed Partner, delivering proper Partner resources, and being the conduit for user-friendly relationships with the Partner
• Linking the right resources to grow the Partner's impact to IFS
• Maintaining visibility into the Partners' IFS pipeline and delivering resources needed to assist them with moving the sales and deployment opportunities to close
• Coordinating activities within IFS to drive successful Partner sales and delivery outcomes while ensuring customer satisfaction
• Collaborating with the Partner to develop innovative solutions leveraging IFS technology
• Implementing global IFS policies and procedures to ensure profitable growth
• Developing Partners to promote IFS priorities and demand-focused needs
• Effectively managing and coaching the Partner sales teams in closing IFS opportunities
• Participating in efforts to establish and refine global partner programs, policies, procedures, and approaches

Primary Duties and Accountabilities:

• Developing and managing Partner relationships that produce meaningful outcomes for IFS, the Partner, and customers
• Gaining sales intelligence from the Partner for joint accounts and opportunities to improve positioning within pursuits
• Source new directs and opportunities from the Partner to build a strong pipeline
• Performing ongoing business planning, QBRs and business review cycles
• Actively driving Partner engagement in promoting of customer opportunity pursuits
• Identifying new business and revenue opportunities for IFS and the Partner via demand generation plans and activities
• Coordinating regularly scheduled Partner Status Meetings
• Forecasting pipeline status and revenue from partners on a weekly, monthly, quarterly and annual basis
• Overseeing related Training and Certification programs
• Develop and manage the IFS and Partner's annual business plan
• Serving as the primary Point of Contact for day-to-day business needs between IFS NA and the Partner
• Negotiating, securing, and managing Partner contracts and all other related needs of the relationship
• Develop extensive knowledge of the Partner's organization, market position, and capabilities to articulate the joint value proposition of the Partnership

Qualifications

• Extensive experience in large IT service-based organizations, Business-to-Business and ERP software industry
• Candidate would preferably have 10+ years' or equivalent experience in partner or vendor management, role in the enterprise technology sector.
• Experience in developing partner go to market, sales and marketing plans
• Experience holding and overachieving annual sales quota·
• Ability to establish and manage trusted relationships with senior business leaders
• Collaborating with and influencing various stakeholders in a matrixed environment
• Meet targets and goals with limited supervision and with limited resources, within a matrixed organization
• Strong Business Acumen
• Experienced in driving complex technology sales processes and negotiations
• Strong commercial/sales business development background and expertise
• Hands-on, self-directed professional who plans, prepares and executes professionally
• Projecting executive presence sufficient to interact and influence, C-Suite
• High levels of energy, passion, and initiative
• Able and willing to regularly travel
• Prior large scale partner management experience
• Excellent communication skills (both written and verbal) ·

What We're Offering

• Salary Range: $200,000 - $250,000 plus bonus
• Flexible paid time off, including sick and holiday
• Medical, dental, & vision insurance
• 401K with Company contribution
• Flexible spending accounts
• Life insurance and disability benefits
• Tuition assistance
• Community involvement and volunteering events

Additional Information

We embrace flexibility and hybrid work opportunities to support diverse needs and lifestyles, while also valuing inclusive workplace experiences