Senior Principal Alliance Partnership Consultant
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Senior Principal Alliance Partnership Consultant
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Responsibilities
Responsibilities
Hexagon’s Asset Lifecycle Intelligence division (Hexagon) is seeking a Senior Principal Alliance Partnership Consultant.
In this role, you will be an integral part of Hexagon Asset Lifecycle Intelligence partner business and will have a strong relationship across all the various departments and teams in the organization. You will be the driving force with a solid business development mindset along with possessing entrepreneurial type skills with a drive that will help Hexagon expand and grow with assigned partners.
Position Summary
The Senior Alliance Partnership Consulting Lead is an individual contributor role responsible for executing and optimizing the EMIA partner strategy to meet or exceed assigned regional business goals. They will work extremely closely with the Sales Executives in the region to ensure that our partnerships are leveraged to source, accelerate, secure, and grow Hexagon software and SaaS revenues.
Role Objective:
To provide leadership, direction and guidance internally and within assigned partners to maintain focus on scope and build momentum in engagement. To define governance and ensure the relationships meet joint goals and drive Hexagon Business growth. To document joint value propositions and successful GTM plans and to enhance GTM offerings where applicable.
Long Description
Responsibilities
* Define and execute a multi-year Alliance strategy with the assigned partners.
* Establish meaningful senior executive relationships at industry, market and account level.
* Manage key activities including sales training, technical training, sales/opportunity management, compliance with certification requirements.
* acilitate joint selling with the direct sales team.
* Identify and develop joint “go-to-market” strategies and lead generation opportunities.
* Work with Hexagon Inside Sales, BDR, Marketing and Alliance internal resources to facilitate the execution of joint campaigns.
* Provide accurate and timely management information based on activities tracing, deal overviews and forecasts.
* Maintain an understanding of Hexagon’s product technology and articulates Hexagon’s products propositions to existing and potential partners.
Long Description
* Assist if required in transaction contracts, business practices and deal booking issues.
* Facilitate and track partner skills development, monitor certification and investment as per initial commitment.
* Increase the depth and breadth of Hexagon knowledge in the Partner organization and discover new opportunities to develop joint value propositions.
* Ensure Alignment of Alliance activities at all times to Hexagon needs and business strategy.
* Actively track joint sales pipeline and meet or exceed quarterly and annual revenue targets.
* Develop and maintain relationships with global counterparts to leverage corporate initiatives and to ensure adherence to alliances standards.
* Monitor partners’ business results, making recommendations for improvements to increase penetration.
* Evangelise the partnership including joint value proposition with sales teams to ensure awareness
* Establish rules of engagement and operational escalation procedures to quickly identify and resolve issues.
Long Description
Internal Stakeholders & roles
* Industry Solution Consultants: In the development of joint value propositions and GTM’s
* Sales: In the follow up of leads and staying up to date on progress internally and with the Alliance Partner
* Partner Enablement: Work with dedicated enablement resource to map out onboarding and path to ACTION
* Local Marketing: Develop joint campaigns based on existing activities in the current marketing plan
* Inside Sales: Activate this team to help drive awareness / attendances of marketing or events
* Sales Enablement: To drive awareness and usage of Sales enablement materials relevant to the defined GTM and contribute to custom made enablement.
Education / Qualifications
* Previous experience managing partners with direct knowledge in large technology deals, with special focus on Industrial software used in capital projects and operational facilities.
* Experience in technical marketing for Industrial/Manufacturing is a plus.
* Experience within large organizations and familiarity with working with other regions outside the US (ideal).
* Experience with Salesforce.com is a plus.
* Achieve quarterly business metrics for Alliances in your region. These include Alliance Partner Influenced Bookings, Alliance Partner Sourced Pipeline, LOB/BU License Revenues.
* Proven directly related experience, progressing to senior level role(s).
* Business and Account Planning meetings.
* Bachelor of Business Administration (BBA) or related field.
Long Description
Knowledge And Skills Required
* Ability to negotiate win/win outcomes between peers and partners alike.
* Ability to map Hexagon’s value propositions into a partner's strategic priorities to create compelling events for their sales force.
* Passion / interest in technology.
* Excellent written and verbal communication skills in English, any other languages are a preference.
* Able to present information and ideas in a team or individual setting.
* Highly developed, clear concise and compelling communication skills.
* Strong presentation skills and ability to articulate complex technology simply.
* Well-developed business acumen and understanding of business strategy.
* Excellent conflict management skills, with the ability to be fair & firm.
* Knowledge of the software industry within Enterprise Applications desired.
* Detailed experience with Microsoft applications such as Outlook, PowerPoint, Word and Excel.
* Excellent relationship and influencing skills.
* May require up to 50% travel within the region and periodically other regions.
About Hexagon
Hexagon is a global leader in digital reality solutions, combining sensor, software and autonomous technologies. We are putting data to work to boost efficiency, productivity, quality and safety across industrial, manufacturing, infrastructure, public sector, and mobility applications.
Hexagon’s Asset Lifecycle Intelligence division helps clients design, construct, and operate more profitable, safe, and sustainable industrial facilities. We empower customers to unlock data, accelerate industrial project modernization and digital maturity, increase productivity, and move the sustainability needle.
Our technologies help produce actionable insights that enable better decision-making and intelligence across the asset lifecycle of industrial projects, leading to improvements in safety, quality, efficiency, and productivity, which contribute to Economic and Environmental Sustainability.
Hexagon (Nasdaq Stockholm: HEXA B) has approximately 25,000 employees in 50 countries and net sales of approximately 5.4bn EUR. Learn more at hexagon.com and follow us @HexagonAB.
Why work for Hexagon?
At Hexagon, if you can see it, you can do it. Hexagon’s Asset Lifecyle Intelligence division puts their trust in you so that you can bring your ideas to life. We have emerged as one of the most engaged and enabled workplaces*. We are committed to creating an environment that is truly supportive by providing the resources you need to fully support your ambitions, no matter who you are or where you are in the world.
* In the recently concluded workplace effectiveness survey by Korn Ferry, a global HR advisory firm, Hexagon, Asset Lifecycle Intelligence division has emerged as one of the most Engaged and Enabled workplaces, when compared to similar organizations that Korn Ferry partners with.
Everyone is welcome
At Hexagon, we believe that diverse and inclusive teams are critical to the success of our people and our business. Everyone is welcome—as an inclusive workplace, we do not discriminate. In fact, we embrace differences and are fully committed to creating equal opportunities, an inclusive environment, and fairness for all.
Respect is the cornerstone of how we operate, so speak up and be yourself. You are valued here.
Seniority level
* Seniority level
Mid-Senior level
Employment type
* Employment type
Contract
Job function
* Job function
Consulting, Information Technology, and Sales
* Industries
Software Development
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