Alliances GTM Manager

Responsibilities

• Maintain and expand Alliance relationships with the world’s largest global systems integrators (GSIs) such as Accenture, Capgemini, and Deloitte and the world’s largest technology partners such as AWS and SAP—developing close, trusted relationships with partner stakeholders and executives.
• Develop strategic business plans with partners including ARR goals, executive stakeholder buy-in, and account planning alignment to reach mutual revenue goals.
• Carry and achieve an assigned sales quota of annual recurring revenue sourced and co-sold with partners. Track and regularly report out on goal attainment.
• Develop close, trusted relationships with Mendix’s Account Executives. Regularly account plan and make connections between Mendix AEs and partner sales teams. Proactively contribute (in partnership with the AE) to sales cycles where we are co-selling with a partner. Track partner activity in Salesforce.com and document the value of the partner to the sales cycle. 
• Collaborate with Siemens’ Alliances counterparts and sales executives to support partner activity and sales cycles in the Manufacturing sector.
• Master sufficient Mendix technology fundamentals to effectively deliver presentations on Mendix’s overview, value proposition, and go-to-market plays to partner audiences.
• Through a blend of inbound and outbound efforts, identify, recruit, and onboard new groups and stakeholders within existing partners.
• Collaborate internally with cross functional teams:
• Solution Architects and Partner Enablement teams to assist partners in training their technical teams, developing demo solutions, and building proofs of concept leveraging the Mendix platform.
• Partner Marketing to develop necessary marketing content for internal communications and evangelization within GSI firms, as well as external communications to the market – e.g., joint webinars, press releases.
• Additional teams as needed such as Legal and Finance, Sales Operations, Academy/Training, etc.
• Operate with an “ownership” mindset. Proactively manage up with Global Director of Alliances GTM and with regional sales leaders. Use creativity and grit to solve problems as they arise.

Qualifications:

• Minimum of 5 years of experience in a partner management role.
• 8-15 years of combined professional experience, preferably across one of the following fields: Sales, Management Consulting, or other operating roles within a SaaS technology company.
• Demonstrated experience carrying and meeting sales quota targets, including sourced business targets. Competitive sales and business development mentality with an eagerness to reach revenue objectives.
• Executive presence, with experience and comfort building relationships and delivering presentations to senior executives.
• Ability to navigate large organizations and build champions, externally with partner firms and internally across Mendix/Siemens
• Demonstrated technical aptitude with passion to learn about Mendix technology and the low code development market.
• Proficiency in Salesforce for opportunity tracking, PowerPoint for presentation development, and Excel for basic reporting and analysis
• Ability to travel as needed: 10-20% travel estimated.

Our Guiding Principles

• While we live on different continents, speak different languages, and work on different things, we are bound by our “MendixBlue” guiding principles. Being “MendixBlue” means that you live the culture, and you consistently improve it as we grow. It’s kind of a big deal.
• We put the customer first. Without our customers, we have no business. So, if you act in the best interest of our customers, always…you belong here.
• We think big. We work to have a meaningful, lasting impact on the world. So, if you aim high and think long term…you belong here.
• We innovate. We want to be what happens next. So, if you ask “what if?” and work to find a way or make one…you belong here. 
• We nurture talent. We look, not just at the sum of what an individual has done, but at the potential of who they can be. So, if you’re up for learning from your failures…you belong here.
• We hear every voice. Inflated egos don’t last here, humility does. So, if you share credit and ensure that the best ideas win – regardless of who they come from…you belong here.
• We own it. If something needs doing, we do it. So, if you focus on the outcome, and take initiative to get it done…you belong here.
• We have fun. We use laughter as a common language. We can ask for help and we’re happy to give it. So, if you find joy and purpose in what you do…you belong here.