Alliances Manager, System Integrators

Fast paced growth through Channel and Alliances development is the leading business imperative for BOX EMEA. Our Team our team  works in a fast-paced, dynamic environment, where innovative ideas and creative minds meet to drive significant market share through partner collaboration and field success. The Business Development Manager EMEA will be an experienced, hands-on, sales-oriented, driven and organized executor who will drive incremental revenue with Box’s System Integrators. This role will be responsible for creating a uniform and consistent approach to programmatically identify, qualify and recruit key regional and global system integrators that specialise in SaaS related technologies and Enterprise Content Management.

The SI Alliances Manager will be a major change agent at Box, having impact and influence with a high degree of autonomy, energy, flexibility and accuracy across all lines of business. In this role SI Alliances Manager, you will maintain an excellent working relationship between the partners and the direct sales team, and will be responsible for building and maintaining the System Integrator programs and partnerships in EMEA.  As such, this professional will have successfully managed international SI partners, clients and or teams in his/her past. The right candidate will be a seasoned professional executive with tremendous drive, emotional intelligence and capability. This person is a cross-functional player who thrives in a culture of collaboration, accountability, innovation and entrepreneurship.  She/he will be highly motivated and have the ability and desire to build effective teams, consistently drive profitable results in a high growth/entrepreneurial environments, and have real impact across the organization.  This person will provide the leadership necessary to build the global SI channel infrastructure at Box including the types and levels of partners, consistent commission practices, legal documentation requirements, website requirements, marketing materials, and all internal operational requirements. This position will report directly to the Senior Director, Partner & Alliances Channel EMEA. 

 

 Responsibilities will include

  • Recruiting and developing business with regional systems integrators, ISV’s and app development partners

  • Develop business plans to drive and operationalize partnerships with SI’s. Facilitate, develop and manage sales enablement and training plans to ensure partners are equipped to position products/solutions and compete effectively to meet revenue objectives.

  • Expand existing relationships and enable our existing partners by developing go-to-market strategies that are executed in the field.

  • Track pipeline and qualify, structure, negotiate and close deals (predominantly with Enterprise Sales) that focus on user acquisition and revenue. 

  • Identify practices which accelerates Box’s client adoption and solution for implementation.

  • Move quickly, and secure get Box unprecedented ’s unfair share of SI mindshare, practice inclusion, and program dollars to execute at a field level.

  • Conduct Quarterly Business Reviews, measuring partner performance against pre-established business metrics.

  • Collaborate with Partner Marketing to drive the creation and utilization of sales collateral as well as demand generation programs and campaigns that drive partner revenue.

  • Demonstrate Box’s value proposition to the Partners' Executive, Sales, and Technical teams to drive continued partner success.

 

Additional Requirements

  • 7 years+ experience in driving high value SI programs for SaaS or Enterprise software companies.

  • Commitment to excellence, high integrity, high energy, team player.

  • Strong customer and partner focus on establishing and developing long term, lasting relationships that drive revenue. 

  • Ability to work in a fast-paced environment and proven experience to make an immediate impact.

  • Comfortable with data driven strategy, modeling financial justification of deal and post deal metrics.

  • Strong experience and expertise leading and collaborating with cross-functional teams (including Executives, Services, Platform, Legal organizations, etc.)

  • Detail oriented, very organized, self-starter, understanding of the psychology of sales & the sales process.

  • Strong track record in defining and aligning channel partner/sales strategies and programs to maximize reseller retention and revenue performance.

  • History of achieving revenue growth in complex business environments through a focus on: developing and communicating the plan, addressing issues that hinder performance, and implementing best practices.

  • Excellent communication, operational, and motivational skills.

 

 Benefits:

  • Competitive salary with great commission and accelerators 
  • 25 days of vacation (plus your birthday off!)
  • Employee Stock Purchase Plan
  • Free lunch and fully stocked kitchens with lots of snacks and drinks
  • Subsidized gym membership and robust wellness program
  • Top notch medical/dental insurance
  • Pension
  • Casual dress environment
  • Ping-pong, Playstation

About Box: Founded in 2005, Box (NYSE:BOX) is transforming the way people and organizations work so they can achieve their greatest ambitions. As the world's leading enterprise software platform for secure content collaboration, Box helps business of all sizes in every industry securely access and manage their critical information in the cloud. Box is headquartered in Redwood City, CA, with offices across the United States, Europe and Asia. To learn more about Box, visit www.box.com.

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