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Channel & Alliances Manager

Location: San Francisco or full remote California


Bonitasoft is looking for a Channel & Alliances Manager to grow existing & establish new channel and technology partnerships.
In this role, you will be responsible for building and managing the ecosystem for Bonita’s channel partnerships for the North American & APAC market and platform technology partners.
This role requires experience and knowledge of current and new automation platforms and associated market players. You will manage the entire partner lifecycle from planning to market delivery and engage with partners at a corporate, R&D, and field level to drive meaningful business value for Bonitasoft and our partners.
The Channel & Alliances Manager will report to Charles Souillard (Bonitasoft’s COO and co-founder), and will be based in San Francisco or anywhere else in California!



1. Channel partnership management:

  • Reinforce and manage the partner network expansion across the United States (recruitment, relationship building, business reviews, contract management…)
  • Work closely with other cross-functional teams to optimize the business opportunities
  • Build key relationships to create meaningful partnerships with major system integrators (such as Cognizant, Evoke technologies…)
  • Keep channel partners up to date to maintain corporate awareness and generate opportunities
  • Provide deal support, planning, relationship management, and analytical insights to optimize the value of the partnerships.
  • Develop business plans, growth, and risk management strategies with partners and execute against metrics and milestones to drive user growth, product adoption and revenue.
  • Lead efforts with Account Managers to evaluate, identify and secure channel deals.


2. Global technological alliances management

  • Create a uniform and consistent approach to recruit, develop, and drive strategic relationships with key technology partners
  • Build and execute joint go-to-market plans to create awareness, demand and new business opportunities – including enablement activities to build skills to sell and support technology partner solutions to mutual customers
  • Collaborate with Product Management and R&D to ensure that required technical integrations are incorporated into the product roadmap
  • Define and follow adoption and business metrics in dashboards that communicate to key stakeholders the effectiveness of the alliance programs & investments.
  • Act as an interface between Bonitasoft and all things partner related (strategy, product, R&D, marketing, sales and channel)
  • Represent Bonitasoft at conferences and in events with technology partners


Our ideal candidate is someone who understands the business automation market and who can align and integrate the value of Bonita with technology partners to deliver differentiated value to our joint customers.
What you will bring along:

  • 8+ years of industry-related experience, including experience in Bonitasoft’s market (BPM, RPA, DPA, ACM…)
  • 5+ years experience leading a partner and technology program in an enterprise software vendor in the US market
  • Strong business acumen and ability to think strategically
  • Demonstrated success managing and growing SaaS channel partners
  • Track record of developing ecosystem strategies and working with ISV’s to drive technology adoption and growth
  • Strong technical background
  • Highly analytical, data driven strategic thinker but also creative problem solver and innovator
  • Excellent interpersonal, written and presentation skills



What you’ll like about Bonitasoft:

  • Medical, Dental, & Vision insurance
  • 401(k) + company matching
  • A great deal of freedom and trust. At Bonitasoft we don’t clock in and out. We are interested in results from day one. The freedom goes hand in hand with responsibility.
  • Flexible working hours.
  • Remote work and home office are possible but we have a great coworking office in the heart of San Francisco!
  • Friendly atmosphere and motivated colleagues who like what they do.
  • Choose Your Own device policy: pick the machine and tools you like.
  • Yearly kick-off in France to spend quality time with all Bonitasoft employees from around the world


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