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Channel & Alliances Manager

Location: San Francisco or full remote California

Description

At Bonitasoft, our customer centric selling approach is key and central in our sales strategy. We believe solution selling should focus on the value our technology will deliver to our customers. Therefore, as a Channel & Alliances Manager, you will focus on engaging with partners and managing the entire partner lifecycle from planning to market delivery, at a corporate, R&D and field level to drive meaningful business value for our partners and Bonitasoft.
You will act as an interface between Bonitasoft and all things partner related (Strategy, Product, R&D, Marketing, Sales & Channel).

 

Responsibilities

1. On Channel partnership management:

  • Build key relationships to create meaningful partnerships with major system integrators (such as Cognizant, Evoke technologies, …)
  • Reinforce and manage the partner network expansion across the United States (recruitment, relationship building, business reviews, contract management…)
  • Provide deal support, planning, relationship management, and analytical insights to optimize the value of the partnerships
  • Keep channel partners up to date to maintain corporate awareness and generate opportunities
  • Develop business plans, growth, and risk management strategies with partners and revenue
  • Define and follow adoption and business metrics in dashboards that communicate to key stakeholders the effectiveness of the alliance programs & investments

 

2. On global technological alliances management :

  • Create a uniform and consistent approach to recruit, develop, and drive strategic relationships with key technology partners (such as UiPath, Docusign, AWS, …)
  • Build and execute joint go-to-market plans to create awareness, demand and new business opportunities
  • Collaborate with Product Management and R&D to ensure that required technical integrations are incorporated into the product roadmap
  • Represent Bonitasoft at conferences and in events with technology partners

Competencies

Our successful candidate will understand 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.

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

 
These would be a plus

  • Experience working for an international company (ideally french)

 
What you’ll like about Bonitasoft

  • Package with uncapped commissions
  • Onboarding program for each new comer in the Sales team, product and Sales methodology training
  • Medical, Dental, & Vision insurance
  • 401(k) + company matching
  • Flexible working hours: 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
  • 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

Send your cv to jobs@bonitasoft.com