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Sea Alliances Manager
2 weeks ago
The Partners and Alliances are an important and integrated part of Blue Yonder’s overall Go-To
- Market model, and in APAC this has been a fact and a natural way of doing business to cover the larger variety of countries, languages and cultures. This applies to our global consulting partners and systems integrators, as we well local and regional sales collaboration partners and resellers. The main difference often being the way the market is addressed tiering of customers and the complexity of the combined offer; i.e. large transformational supply chain projects vs. stand-alone point solution selling & implementation.
Blue Yonder’s platform also offers extended options for the Blue Yonder Technology partners to develop added solutions and services offers that hooks into the Platform and can serve datapoints to be consumed by the BY solutions and the AI capabilities on the platform, or solutions that extend the functionality and capabilities of the core BY solution. This is very often seen on Stores Solutions, Space & Range, Workforce Management, as well as in the Warehouse Management and Transportation solutions areas. The BY Platform and all BY Solutions is delivered on Microsoft Azure and takes advantage of the Azure Data Lake as repository and integration point for both the massive intake for AI consumed data, but also for consulting and integration partners to work on as part of any BY customer project.
As such, the business opportunities for all categories of BY Partners are immense across strategic advisory, master data management, integration and implementations, roll-out on global scale, user training and adoption and much more.
The acceleration by Blue Yonder with Artificial Intelligence and Machine Learning delivered as Cloud on Azure across all our Planning, Execution and Commerce solutions - in the current environment of Covid and the global Supply Chain crunch, has given our partners a massive business opportunity to go and help all our clients optimize and transform their supply chains to cope with the NEW NORMAL.
**Job Summary**
- The responsibilities of the SEA Alliances Manager will be to expand and drive the top selected Strategic Alliance Partners in the SEA region.
- The aim for this role is to focus on “market makers” - the alliances partners that help shape the minds and strategy of our large global customers, and diligently drive the message and position of BY on the agenda and into the supply chain and strategy practices of these large alliance organization.
- The role is measured on driving business traction and revenue impact on the BY topline through collaboration on the go-to-market initiatives and selected strategic account engagements.
- The person works within the Sales team and other support functions in APAC and globally, that deliver the needed help and programs for training, accreditation, shadowing and other services related glue that is needed to deliver results.
**Key Tasks**
- Develop Partner account strategies and initiatives across Retail, Manufacturing and Logistics as an integrated part of the BY Go-To-Market strategies.
- Establish and drive strong regular cadence between the partner and BY executive and sales management.
- Coordination of all BY resources working on enabling partners and collaborating on winning opportunities throughout the onboarding, selling, closing and implementation cycle.
- Work with Regional/Global Product Management, Product Development, Industry Teams and the Partners to develop compelling and often industry specific value propositions based on BY core solutions.
- Engage in the sales planning and execution phase in close and direct collaboration with the BY Sales VP and relevant Customer Executives for large accounts in joint pursuits.
- Co-sell and support the selling process against an annual revenue targets for software licenses (ACV) being sold with the involvement and positive influence of the partners.
- Serves as a resource for customer references and provides strategic customer insight including current state of business, additional business opportunities, and challenges faced by the customer.
**Knowledge/Skills Required**:
- Experience and success in selling high value enterprise solutions software with long and complex sales cycles involving multiple software vendors, consulting advisory parties and systems integrators.
- Proven strategic alliance and partner development and management over a longer time frame in an international context and framework.
- Knowledge and understanding of end-to-end supply chain drivers and experience in selling high-end solutions to a demanding global customer segment.
- Demonstrable sales track record with direct and/or indirect sales to Tier 1 companies in SaaS environment.
- Outstanding presentation, facilitation, communication and negotiation skills.
- Excellent written and verbal communication and client relationship skills.
- Strong time management and organizational skills.
