Independent Software Vendor

An ISV (Independent Software Vendor) Alliances Manager at Redington is responsible for recruiting and managing partnerships with software companies to promote and sell their products through the distributor's extensive channel of resellers. This role is vital for driving new revenue and helping both the ISV and the reseller channel grow their businesses.

Key responsibilities

Partner recruitment and development

• Identify, recruit, and onboard new independent software vendors to the Redington ecosystem.
• Help ISVs navigate the channel market and build their go-to-market strategies.
• Enable partners by conducting training and providing resources to help them sell the ISV's products effectively.

Relationship management

• Build and nurture strong relationships with key stakeholders and executives within the ISV organizations.
• Serve as the primary point of contact for alliance partners and act as a liaison between the ISV and Redington's internal teams, including sales, marketing, and legal.
• Conduct regular business reviews with partners to track progress, align on goals, and ensure the alliance is mutually beneficial.

Sales and marketing enablement

• Collaborate with the Redington sales team to identify opportunities for selling ISV solutions.
• Develop and execute joint marketing campaigns, events, and other demand-generation activities with ISVs.
• Create marketing collateral and sales tools that communicate the value proposition of the ISV's products to the reseller channel.

Business and strategic planning

• Work with ISVs to create comprehensive business plans and set key performance indicators (KPIs) for the partnership.
• Track and report on sales performance, pipeline growth, and other key metrics related to the alliance.
• Stay informed on market trends, competitor offerings, and new ISV solutions to identify new partnership opportunities.

Necessary skills and qualifications

• Experience: A strong background in channel sales, alliance management, or business development in the software industry is essential.
• Business Acumen: The ability to understand complex business models, market dynamics, and develop strategic, revenue-generating partnerships.
• Technical Knowledge: A solid understanding of the technology landscape, including cloud platforms (like AWS and Azure), SaaS, and other relevant solutions.
• Interpersonal Skills: Exceptional communication, negotiation, and relationship-building skills are critical for managing external partners and coordinating with internal teams.
• Strategic Thinking: The capacity to identify and act on market trends and opportunities that will create long-term value for the partnership.