Senior Alliance Sales Manager - UK/EMEA
Fusion Risk Management
The Role
We are seeking an experienced and dynamic Senior Alliance Sales Manager to manage our strategic partnerships with the Big 4 consulting firms. As a pivotal member of our team, you will be responsible for nurturing and expanding our alliances, with a primary focus on driving sales growth.
The scope of this role will initially be to support the growing partnership in EMEA and APAC. Though over time may expand to encompass other partners.
Key responsibilities of this role:
- Work with EMEA/APAC leaders from the Big 4 consulting firms & Fusion strategy and GTM plan including co-selling & sourcing revenue, identification of new market opportunities and development of assets/solutions.
- Create and manage a joint business plan to drive revenue growth with the partnership across EMEA/APAC.
- Regularly connect and update the Global Alliance leader at Fusion to ensure alignment and information flow.
- Work with partner team members to execute GTM plans in all supported regions and operating units.
- Execute, manage and deliver pipeline and revenue tied to partner’s strategies and initiatives in close alignment with internal and external partners.
- Work with Fusion sales teams to identify target accounts and drive the collaboration with partners to build, accelerate and close business in these accounts.
- Take partner sales plays offerings and industry assets/solutions agreed with partner’s Global Alliance leader at Fusion, to specific markets for local execution and engagement with our sales teams.
- Sales Enablement: Work closely with internal sales teams to develop joint value propositions, sales plays, and go-to-market strategies that leverage the strengths of the alliances. Identify the key people and resources within the partner and enable them on these plays.
- Industry Knowledge: Stay updated on industry trends, regulations, and policies to provide relevant guidance and insights to partners and customers.
- Performance Tracking: Review sales play metrics/efficiency on a recurring basis with Partners, Partner Sales team, Sales Regions & Business Development teams.
- Maintain pipeline and dashboards that communicate to Executive Leadership the effectiveness of identified programs and investments.
- Conduct regular cadence between partners & Fusion stakeholders.
- Actively expand network and relationships for Fusion within partnership (e.g. identify and develop key partner/director level relationships)
- Communications: Serve as a liaison between Fusion Risk Management and the partner. Ensure effective and timely internal & external communication and coordination with the partner.
Milestones for the First Six Months:
· Training: Dive into product knowledge, understanding the partner ecosystem, and familiarizing with tools and resources.
· Shadowing: Observe and shadow experienced team members to understand workflows and best practices.
· Building Relationships: actively engaging with strategic partners, fostering relationships, and understanding their needs.
· Sales Plan Development: Contribute to crafting a sales plan for partnering with key allies and establishing joint strategies.
· Develop business plan for your territory.
· Report and Refine: Compile a comprehensive report on achievements, lessons learned, and proposed enhancements for the upcoming months.