Strategic Alliances Manager - United States at Object Edge

About Object Edge:

Established in 1994, Object Edge is an award-winning digital consultancy working with leading global brands. In a challenging digital landscape, we help businesses differentiate and compete by creating effortless digital experiences. We design, implement, and support commerce, content, subscription, and CPQ with a data-driven, highly collaborative, and best-in-class team.

We serve enterprise businesses who need to build digital experiences and want a nimble, personalized, and specialized partner.

About the Position:

The Strategic Alliances Manager at Object Edge aims to grow and strengthen our relationship with Salesforce as we seek to become a nationally recognized, leading Salesforce System Integration and Consulting Partner. They will be diligent in educating the Salesforce Account Executives, RVPs, and SVPs to understand our capabilities, as well as the amazing work we’ve done with respect to their platform and vertical designations & their prospects' technology and business needs. They must understand how to develop a strong rapport with several members of the Salesforce Sales team in a short time, resulting in the Object Edge team being brought into a new deal/account every 10 business days.

It’s crucial that this person can clearly articulate and present the Object Edge Value Proposition across each use case for Salesforce offerings so that Salesforce team members can easily understand them and position Object Edge as the leading partner in the Salesforce B2B ecosystem and also remain persistent in engaging the Salesforce team to bring Object Edge into any & every deal.

This person will work closely with our Vice President of Sales to ensure we are targeting the right reps and accounts to achieve our revenue generation targets..

Location: Remote

What You’ll Do:

• Business Development: Prospect Salesforce Core and Co-Prime Account Executives and sales leadership to schedule virtual or in-person meetings to position Object Edge as the optimal partner for all current & upcoming opportunities in their patch. Schedule and hold at minimum 5 meetings per week.
• Channel Management: Build and maintain brand recognition & personal rapport with Salesforce Account Executives and sales leadership to develop, document, and deliver any and all opportunities in their pipeline or that enter their pipeline. Deliver 6 client introductions per month via these activities.
• Deal Flow: Achieve an average of four (4) qualified stage deals per month delivered to the Object Edge sales team from the Salesforce Channel.
• Salesforce Certification: Obtain and remain up-to-date on Salesforce Trailhead Badges for Commerce, CPQ, OMS, Revenue, and Experience platforms (and any other relevant technology updates) within 90 days of taking on the role, if not already certified, demonstrating proficiency and understanding of the Salesforce platform congruent to the quality of conversations you will be having with the Account Executives.
• Strategic Awareness: Have a clear understanding and ability to articulate Object Edge’s full range of services and be able to “close the gap” between Salesforce AE opportunity pipelines and interface points for our end-to-end services offerings across all Business Units. Deliver monthly and quarterly readouts on your business development strategy, presenting heatmaps for potential opportunity relative to both industry & platform, with an overlay of relationships to strengthen to win business on those fronts.
• Tactical Planning: Develop, deploy, and report on engagement activities that lead to successful outcomes in achieving sales targets, eg; meetings held, Promise to Introduce opportunities, Top Performer action plans, etc
• Continuous Improvement: Regularly (at least quarterly) provide insights and recommendations for improvements in processes and methodologies based on channel feedback and deal outcomes, contributing to the continuous improvement culture of Object Edge.

Experience You’ll Bring:

• Work ethic: Possess a strong willingness to work hard and sometimes long hours to get the job done. Has a track record of working hard.
• Resourceful: Bold and creative thinker, someone who can connect the dots or think outside of the box to create strong relationships with the channel and inspire them to trust Object Edge with their clients in the shorter term.
• Intelligence: Learns quickly. Demonstrates ability to quickly and proficiently understand and absorb new information.
• Proactivity: Acts without being told what to do. Brings new ideas to the company.
• Calm under pressure: Maintains stable performance under heavy pressure or stress.
• High Standards: Expect personal performance and team performance to be nothing short of the best.
• Openness to criticism and ideas: Often solicits feedback and reacts calmly to criticism or negative feedback.
• Communication: Speaks and writes clearly and articulately without being overly verbose or talkative. Maintains this standard in all forms of written communication, including email.
• Teamwork: Reaches out to peers and cooperates with others to establish an overall collaborative working relationship.
• Honesty / Integrity: Does not cut corners ethically. Earns trust and maintains confidence. Does what is right, not just what is politically expedient. Speaks plainly and truthfully.

Compensation:

Salary is commensurate with experience based on department and role.

Object Edge provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. We believe in providing employees with a work environment free of unlawful discrimination and harassment. In addition to national law requirements, Object Edge complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.