Strategic Alliance Manager - ISV

Company: Xactly
Location: Logan
Posted on: June 6, 2021

Job Description:

Named among the best workplaces in the U.S. by Great Place to Work six times, honored on FORTUNE Magazine's inaugural list of the 100 Best Workplaces for Millennials, and chosen as the "Market Leader in Incentive Compensation" by CRM magazine, Xactly is proud to be disrupting the incentive compensation market space. We're building a culture of success and are looking for motivated professionals to join us!

Xactly Corporation was founded to solve an important challenge: how to help people everywhere connect and unleash their human potential. Xactly delivers a first-of-its-kind, end-to-end platform for Revenue Operations (RevOps). Xactly pairs rich empirical data and purpose-built AI capabilities in one platform to advance the quality and scope of data-driven decision making through the revenue lifecycle. Xactly empowers growing enterprises to effectively manage their revenue generation. Xactly's Intelligent Revenue platform carries organizations through the full Revenue lifecycle by focusing on planning, territory and quota, incentives, and pipeline management and forecasting from initial strategy development through execution and prioritization of all aspects of revenue optimization. Harnessing the power of AI, Xactly's scalable, cloud-based platform combines great software with the industry's most comprehensive 16-year data set to give customers the trusted insights they need to improve sales performance and grow revenue.

THE ROLE

The Regional ISV Alliance Manager is responsible for building a strategic relationship with designated global ISV partners to drive revenue and market share expansion for Xactly within a particular region. Primary job duties are focused on collaborating with the Global ISV Alliance Manager to develop the global strategy and business plan for the designated ISV partner and then owning the execution of the plan within the assigned region.

Primary job responsibilities; driving pipeline creation, revenue expansion, cross functional alignment, and GTM execution with the assigned partner(s) within the region. The Regional ISV Alliance Manager will work within Xactly as well within the partner's regional organization through building credibility, effective communication, evangelizing the Xactly value proposition, strategy and vision and cultivating key regional executive and sales leader relationships that result in an effective partnership that delivers material impact to the partner and Xactly.

This is an individual contributor role and performance will be measured by the following key metrics:
- Joint pipeline creation
- Partner referrals to Xactly
- Co-selling and partner influence activity within customers and prospects to drive our business expansion..

At Xactly, we believe everyone has a unique story to tell, and these small differences between us have a big impact. When bright, diverse minds come together, we're challenged to think different ways, generate creative ideas, be more innovative, and take on new perspectives. Our customers come from different cultures and walks of life all around the world, and we believe our teams should reflect that to build strong and lasting relationships.

Responsibilities:

- ISV partner management within a geographic region. Develop and own the business partnership and develop a joint GTM strategy.
- Assist the Global ISV alliance manager with the development of a mutual partner business plan and success metrics that are aligned to Xactly and the partner's business priorities. You are responsible for executing the business plan within your region.
- Track/Measure partnership KPIs and measure the ROI of program execution within your region.
- Achieve revenue commitments, participate in QBRs, and measure partner performance against mutual determined business metrics and partnership scorecards aligned to Xactly and partner objectives.
- Drive Go To Market (GTM) activities through ISV partnerships;
- work with Xactly Sales AE's and partner's sales team to generate revenue, both net-new and within existing accounts, including joint Go To Customer and Go To Market plans including joint account plans for key accounts.
- Uncover and measure referral business through partnership.
- Team with Xactly Partner Marketing to drive Partner marketing initiatives, demand generation programs and campaigns that drive partner and Xactly revenue. Develop and execute joint marketing programs and events. Establish the tone, direction, key value proposition messaging, content, and logistics
- Evangelize the ISV partnerships internally within your region, including joint value proposition selling, amongst the general sales teams to ensure awareness and collaboration.
- Build and nurture relationships with the partner's regional leaders and sales teams to further our mutual business objectives. Effectively collaborate across the regional selling teams to enable pipeline development, and joint sales wins to enable market share and revenue growth for Xactly and its strategic ISV partner.
- Collaborate with Xactly's Strategic regional SI alliance team to leverage the SI's ISV practices (i.e. SalesForce, Oracle)
- Own the success of the partner's onboarding. Work with Xactly's technical and sales enablement resources to develop and execute the onboarding, training and certification plan for the ISVs partner's resources.
- Provide status information to Xactly Management including Xactly + Partner forecast & pipeline information
- Lead regional partnership QBRs, and participate on Global partner QBRs and measure partner performance against pre-established business metrics and partnership scorecards aligned to Xactly and partner objectives
- Promote an inspiring and positive attitude during face-to-face, verbal, and written communications

THE TEAM

Xactly's Alliances team is a tight-knit and growing team, looking to expand and add individuals with diverse backgrounds, the hunger to achieve, and drive a complex and intellectual sale amongst our partners. Our team's goal is to set partners up for success and transform the way C-level executives think about Sales Performance Management.



WITHIN ONE MONTH, YOU'LL

- Understand Xactly's portfolio, value propositions to the market and the sales tools and resources you'll be utilizing available
- Gain a strong understanding of Sales Performance Management space and the business challenges Xactly solves
- Start building relationships with Xactly: sales teams in your region, partner marketing, partner sales enablement/
- Meet with ISV Partner's key contacts in the region and start understanding their business and building relationships so you can develop the mutual business plan for the partnership.

WITHIN THREE MONTHS, YOU'LL

- Complete briefing sessions for partners on Xactly's strategy, SPM messaging and portfolio capabilities
- Finalize a mutual business plan for any existing partnerships that includes Strategy, tactics and key metrics for the partnership
- Generate pipeline and set up joint Go To Customer and Go To Market plans including joint account plans for key accounts with the guidance of the Partners & Alliances leadership
- Evangelize the partnership including the joint value proposition, with sales teams to ensure awareness and collaboration.
- Work to develop and drive Go to Market (GTM) activities, including joint account planning with Xactly and partner Account Executives
- Report on partner performance against pre-established business metrics and partnership scorecards aligned with Xaclty and partner objectives. Provide monthly dashboard report on progress against objectives and partnership KPIs to Xactly regional sales and alliances leadership
- Hold the first partnership regional QBR

WITHIN SIX MONTHS, YOU'LL

- Have built key relationships with Partner's executive leaders and partner's sales leaders and developed a collaborative working relationship with partner staff based on trust, and mutual respect based on the business perspective of shared risk and shared reward.
- Implement robust performance measures and monthly reviews, using data driven analytics, to drive partner execution
- Hold two (2) QBRs between Xactly regional leadership and partner's regional leadership team to update on progress of initiatives against business objectives.

WITHIN TWELVE MONTHS, YOU'LL

- Be seen as a well-versed, trusted business-advisor (internally and externally), making a significant positive impact company-wide
- Achieve revenue commitments and targets around partner sourced opportunities, co-selling, pipeline building objectives, and ROI goals from GTM programs.

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