Alliance Manager

Alliances Manager

COMPANY OVERVIEW

Amla Commerce is a global software company with a core focus on flexible, scalable ecommerce software. Amla has two products, Artifi Labs and Znode. Artifi Labs is an ecommerce product customization platform that allows shoppers to personalize, customize and configure products. Znode is an enterprise, B2B ecommerce platform with a rich set of native features to easily manage content, site search, product information and multi-store functionality.

At Amla, we are building something special. Awesome ecommerce software and a great place to be yourself. We put passion into our work, but enjoy cracking jokes along the way. Our teams tackle complex challenges and work together to create innovative solutions, and we celebrate every little victory along the way. If youre ready to tackle opportunities that will help grow your career while joining a team thats more like a family, Amla is waiting for you.

JOB SUMMARY

Amla Commerce is recruiting an Alliances Manager to grow and manage its Microsoft partnership as well as other technical partnerships. As a software company, Amla Commerce products are developed on Microsoft technologies and integrate via APIs into other systems including ERPs, PIMs, etc.

The primary responsibility for this position is growing and managing partner technology alliance relationships. The Alliances Manager is a high-profile position that will be instrumental in developing a strategy to maximize our companies relationship with Microsoft as well as other technology partners.

The Partner Manager is part of an integrated sales and marketing team and will assist with other duties including technology partner marketing, assisting the marketing team with case studies, and program managing the Microsoft channel. This position will serve in a cross-functional capacity and work closely with company leadership.

KEY RESPONSIBILITIES

• Growing the partner network
• Partner relationship management
• Onboarding new partners
• Lead and deal registration
• Assist marketing team with case studies and content about the product and customers.
• Co-marketing with partners

MUST-HAVES FOR THIS GIG

• Bachelor's degree in Marketing, Business Administration, etc. or an equivalent degree.
• Three years of experience in managing a Microsoft alliances relationship with another ISV preferably in the ecommerce software category. Experience in ancillary categories such as PIM is also welcome
• Strong verbal and written skills
• Strong program and project management skills
• Utilize CRM tools for tracking emails, conversations, opportunities and revenue
• Strong organizational skills
• Strong Sales skills.
• Willingness to drive and organize conversations with Microsoft and other alliance partners
• Understanding of the ecommerce software and services industry
• Technical aptitude

Customer relationship

Know the executive sponsor

Know who pays the bill/approves things (Example, Dan @Staples, or Scott @ Summit Group)

Customer Org chart. Who all are involved and their roles?

You should be aware of their pulse and have a trusted relationship

Know them a little more personally. For example, Dan loves Golf.

Have a relationship, where customer is able to come to you with needs, grow the account, etc. etc. introduce you to other opportunities

Communicate / Keep in touch

Have knowledge of their business, etc.

Know their goals and objectives

Know the overall customer’s spend with us, licensing, pro services, etc. (SOW, and License Contract)

Support during implementation

Keep track of overall status update of the project during implementations

30,000 ft level status / pulse

Support customer and our team as needed

Engage with the PM to review the budget and support with change orders, extensions, etc.

Should there be a QBR/MBR (different format/agenda) during the implementation phase without the PM team? Best to join a regular PM’s status call with customer. Frequency as need be

No MBR needed

Only for SPP as needed

QBR

Agenda - Tighten it up more.

Slide for commercial

Licensing updates if needed - important dates in a slide

Resourcing updates if needed - housekeeping items

License Utilization, etc. - audit of license

Update on staffing if appropriate

Coming next - next quarter staffing

These slides will have to be reviewed and updated based on timing and during prep.

Recap slide for status updates from action items from last QBR

Slide

Communicate upcoming activities...example Grow, training, Webinar

Prep

PM (if ongoing) or Support (If just licensing).

Executive Sponsor

CSM

Meeting

Post meeting

AM to put clear action items to be put together and send MOM.

Tool?

AM to work with CSM to manage follow up items

• Drive results for quick actionable items asap
• Drive results for bigger items before next QBR

Partner

Cadence with Partner on monthly or quarterly basis for your accounts

Support partner and customer as per need

Collaborate with channel partners

Revenue tracking and management

Grow a portfolio of license revenue