Opening Date: Now
Are you a strategic, driven Alliances or Business Development professional ready to take the next step in your career by joining the leader of rapid application development in the Cloud. Intalio has stellar technology, strong market traction, marquee customers, a strong management team and world-class investors to continue to expand our market presence and industry leadership. Intalio has helped over 1000 customers in the past decade and with your help we will get to 10,000+.
The Intalio Channel strategy is a critical element of our go-to-market plan. We have established and continue to build a strong channel eco-system that spans the globe. Each channel segments brings key value propositions to our fast-paced environment in Cloud platform development and dynamic management is needed to drive significant market share through collaboration and field success.
We are looking for an experienced, hands-on, sales-oriented, and driven Alliance leader to execute on our channel strategy and achieve incremental revenue through Intalio’s channels. This critical role will be responsible for shaping channel strategy, defining and managing channels and ensuring achievement of revenue and channel success. This person will be a part of Intalio’s sales leadership team and will work closely with sales teams around the globe to ensure success of the channel strategy. The ability to evolve the channel strategy, define the right channels, build executive relationships and drive channel success is critical. Ultimately, s/he will be expected to create real and measurable business results. This position will report to the SVP of Global Sales. This role will be based in Singapore.
Achieve and exceed key channel metrics around revenue targets, channel creation and channel success goals.
Refine and shape channel strategy including decisions around new segments, key players and actions to cover market opportunities
Oversee and manage all channel initiatives working closely with field sales, marketing and services. Track channel pipeline and traction. Provide sales support to ensure channels are competitive and capable to win business
Build business plans within the channels and drive the quarterly execution of the plans
Expand relationships and enable our existing channels by developing go-to-market strategies that are executed in the field
Define key channels in collaboration with sales
Drive and support channel sales opportunities and gain the support of Intalio resources as needed, in both pre-sales and post-sales activities to ensure the success of the channel, and customers
Manage the channel to ensure a high level of customer satisfaction and positive reference accounts
Facilitate, develop and manage sales enablement and training plans to ensure channels are equipped to position products/solutions and compete effectively to meet revenue objectives. Evangelize the channel including joint value proposition with sales teams to ensure awareness and collaboration, minimizing sales conflicts
Develop channel business plans and program objectives to support revenue commitments
Collaborate with Marketing to drive the creation and utilization of sales collateral as well as demand generation programs and campaigns that drive channel revenue
Understand each channel’s sales process to optimize opportunities for additional field traction and incentives
Effectively work with sales team to insure that leads generated through channels and marketing efforts are converted into paying accounts and to identify Intalio customer needs that could be satisfied with a partnership
Demonstrate Intalio’s value proposition to the channel Executive, Sales, and Technical teams to drive continued channel success
Provide accurate reporting of pipeline and forecast using the Company’s CRM tool
Stellar Alliance executive with proven track record of building high-performing global channel eco-system across multiple organizations
7+ years of experience in IT related direct and channel sales for enterprise software organization; Cloud or Application Development Platform experience a plus
Experience in building an efficient channel operations system with partner portals, tracking, registrations, collaterals, etc
Proven experience of partnering with SIs, SaaS and/or ISVs for technology companies
Past experience in building partnerships with large cloud/hosting/platform vendors a plus (Microsoft, VMWare, Racksapce, Google, Amazon, etc.)
Experience in helping early-stage companies grow with strong partnerships across multiple channels
Success in establishing strategic partnerships with chosen partners with strong execution record
Enjoys a very hands on partner role; detail oriented; Also able to grow a team as needed
Technically adept, strong thinker with solution comfort; Able to articulate joint value-propositions with partners
Clear Communication and Executive Level Presentation Skills
Strong business acumen and negotiation abilities
Travel as required for the role
Bachelors Degree or higher
Personal – Team Player, Energetic Communicative, Proactive, Polished, Trustworthy, Hunter Mentality
Intalio – The Modern Way to Build Business Applications. Intalio’s suite of products enables businesses, large and small, to rapidly build business applications that are cloud-scalable and mobile-enabled to support an agile response to their market. Our standards based software can be found powering over 1000 businesses including some of the largest in the world like Deutsche Bank, General Electric, NTT, Irish Revenue Commission, Singapore Airlines, Facebook and Google. Intalio is headquartered in Palo Alto and has over 100 partners and world class investors.