Wolters Kluwer Strategic Alliance, Director ELM in Boston, Massachusetts
The ideal person will be a U.S. based candidate.
The Strategic Alliance Director is a critical and highly visible role, essential to the execution of Wolters Kluwer, Enterprise Legal Management business strategy. The Alliance Manager will develop high-level relationships with large, complex technology partners, systems Integrators, ISV’s, MSP’s, Third-Party Assessors and other potential partners to identify partner needs, customer requirements, and formulate effective value-added solutions to address the partner/customer needs.
What you’ll do
Design strategic partner program and playbook
Identify promising partners, assess partnership potential and expand Wolters Kluwer’s network of relationships with strategic partners to advance our scale and scope across various industry verticals
Expand and elevate existing partner relationships across various stakeholder groups and senior executives
Develop a deep understanding of partner’s business objectives and translate that understanding into a unique value proposition that a partnership with Wolters Kluwer can deliver
Lead joint partner business planning, including defining work streams to meet strategic objectives across their portfolio
Strengthen the business relationship by expanding the ways in which the customer/partner relies on Wolters Kluwer as a trusted advisor
Create deals and deal structures that deliver revenue growth based on clear understanding of the Wolters Kluwer value proposition and partner’s business model
Work cross-functionally with Sales, Professional Services, solution SMEs, Product, Data & Analytics, & Technology to pursue new opportunities and enhance existing partnerships
Advocate for the partner while maintaining a holistic view of the relationship on a day-to-day operational and strategic level.
Grow customer/partner revenue across the full Wolters Kluwer/ELM solution portfolio
Maintain deep understanding of contractual relationship and track/enforce obligations
Work closely with our internal Professional Services and Training organization to align our internal needs and capabilities with our partner ecosystem.
Collaborate with Product and SME’s to create product roadmaps to convert into integration opportunities to increase data, product and solution sales, and position Wolters Kluwer and the partner to win in the marketplace.
Gather partner insights on customer/market trends and feedback on Wolters Kluwer products to help inform Wolters Kluwer products / go to market
Collaborate with Marketing to create/participate in partner marketing programs to drive product usage for the direct sales teams.
Collaborate with direct sales teams across the organization to prioritize product integration needs for the business
Act as the partner liaison to other WK lines of businesses to maximize our breadth
Travel up to 50%
What experience you need
7+ years of experience in client-facing, strategic partnership revenue generating in the enterprise software, data and/or analytics ecosystem, across multiple verticals with emphasis in Financial Institutions and Insurance
Experience working with Deloitte, Ernst & Young, PwC, and/or KPMG
Bachelor's degree or equivalent experience
What could set you apart
Enterprise Legal Management experience
Experience working with boutique legal industry consultancies
Industry regulations and compliance standards
Proven and referenceable track record developing new business and delivering revenue growth in alliance/partner management roles
Executive-level sales, account and relationship management skills essential to influence decision making
Experience negotiating complex partnership deals that deliver maximum value to the enterprise and the end partner
Ability to operate and succeed in a matrix organization, and collaborate effectively with a cross-functional team to align and coordinate resources
Refined skills in developing and delivering compelling presentations
Executive presence and comfort level presenting to senior executive levels
Self-starter and driven professional who enjoys partnering and problem solving
Strong business acumen and desire to succeed in a fast-paced environment
Experience selling Data, Analytics, AI and insights-driven solutions
Experience selling to technology players
EQUAL EMPLOYMENT OPPORTUNITY
Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.
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