Director – Alliances

Director – Alliances

Requirements

• Strong market analysis and financial analysis skills required.
• Must have significant customer interaction experience, and be at home giving presentation to customers as well as gathering requirements.
• Strong project management skills required, with the ability to manage multiple projects simultaneously.
• Ability to make presentations to industry forums, standards organizations and act as a company spokesperson required.
• Proven ability to develop relationships at all levels – customer, executive, team, etc.
• Experience with SAP, Oracle, Microsoft, Workday or other leading software companies or big four Alliance firms.
• Proven ability to stay on task, overcome obstacles, meet deadlines and milestones and deliver work by agreed upon dates.
• Travel and trade show/event involvement required. Travel Required, 50% minimum.
• Responsible for global oversight and direction across Americas, Europe, Rest of World.
• Bachelor’s Degree required.
• Twelve (12) plus years’ experience in business development management.
• Ten (10) plus years leadership responsibility.

Responsibilities

• Works closely with Alliance partners to develop and execute a global go-to-market plan that drives all aspects of the partner relationship including executive relationships, lead referrals and revenue opportunities, partner marketing opportunities, partner and field-team visibility, and joint solution opportunities.
• Develop strategy to engage top tier alliance firms and collaborative sales strategies that enable Vertex to drive revenue growth through the Alliance channel.
• Ensures the organization understands and exploits realistic opportunities with speed and efficiency. Works closely with appropriate teams, as team members or leader, to ensure Vertex is clearly aware of market opportunities and partnerships that could deliver revenue growth.
• Keeps abreast of market trends and needs by working closely with internal and external organizations. Works with Vertex’s management team to define a realistic research scope based upon organizational constrains and strategic direction.
• Manages all personnel related processes including: selection, resource allocation, performance management, employee relations, compensation and rewards, employee development, etc.
• Applies and manages the Vertex product management process at the new business opportunity level.
• Screens and decides on opportunities based upon Vertex’s internal decision criteria.
• Prepares white papers and reports on new model and alliance activity.
• Gathers and translates market and customer input into product requirements.
• Drives any necessary changes as we grow and learn from experience.
• Influences the product management process through core teams and through influence over product managers.
• Creates format and regularly reports to upper management.
• Resolves cross-organizational issues.
• Ensures project management skills are installed within the team, and that techniques are used to drive process, meet deadlines and achieve objectives.
• Ensure on-time, on-budget and on-forecast targets by managing Vertex executives, segments and teams through a planning process with a structured approach to decision making.
• Drives creation of business cases for new products and ensures senior management is presented information necessary to make informed decisions. Questions about the business implications of all product decisions and ensures business issues are considered. Assesses business impacts and make trade-off decisions.
• Creates and maintains mechanism for receiving and tracking field input on requirements.
• Participates in setting the strategic direction for Vertex. Translates high level direction and strategy into tactical direction for individuals.
• May lead projects and perform other duties as assigned.

Preferred Qualifications

• MBA preferred.
• CPA, relevant certifications a plus.