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Manager-Alliances & Channels

FarEye US 3-8 Years

FarEye’s Alliances & Channels Manager position requires an individual with experience in Alliances & Channel account management skills.  They will manage assigned Global Accounts and regional sales support.  This individual will be part of a dynamic Global Alliances & Channels team serving both our internal direct sales teams, our channel partners, and our global alliances.  The successful Alliances & Channels Manager will drive deep learning of FarEye’s real-time visibility, last mile, and customer experience solutions to our partner community and help win business with our partner channel.  This individual will work with the FarEye partner community to expand FarEye awareness within their organizations as well as assisting in customer sales calls, joint marketing, administration, and foster partner success with FarEye. The Alliances & Channels Manager will facilitate work sessions with partners to establish a clear path to value creation for end customers.

Key Responsibilities:

  • Build business plan that defines success criteria for assigned Global partners.

  • Build awareness of FarEye within the partner ecosystem and support sales engagements.

  • Support channel sales partners from opportunity identification to closing.  

  • Help design and implement marketing campaigns with partners.

  • Support training of partners including working with the FarEye Partner Management System.

  • Collaborate with FarEye Account Executives to qualify sales opportunities and jointly navigate complex sales cycles with partners.

  • Support working with Professional Services on Statements of Work and aligning skillsets from partner community.

  • Develop and deliver compelling value propositions, considering the business and technical challenges of the partner.

  • Interact with product marketing and act as conduit for new product enhancements and releases with the partner community.

  • Work with the Professional Services to team to help train partners and integrate them in deployment projects.

  • Develop and grow FarEye business with our partner community.

  • Recruit strategic partners to the FarEye partner community.

Experience & Knowledge

  • 3+ years’ experience with enterprise SaaS software sales and/or alliances experience.

  • Knowledge of supply chain planning systems—TMS, WMS, inventory management, fulfilment, etc.

  • Proven ability to meet and exceed sales quotas.

  • Ability to assess where FarEye fits in a partner’s supply chain ecosystem and creatively provide solutions to address those needs.

  • A consultative approach to working with sales and partners.

  • Demonstrable experience of working with internal stakeholders cross-functionally.

  • Experience in giving presentations to customers/partners in a sales environment at all levels up to and including C-level.

  • Excellent writing skills (meeting communications and presentations)

  • Excellent verbal skills (explanation of solutions, meetings, presentations, training)

  • Strong leadership capability

  • Self-starter with excellent written and verbal communication skills.

  • Salesforce experience necessary

  • Travel, approximately 30%, expected post COVID