Alliances Account Director

Department: Partner and Alliances

Location: City, State, Country

Position Overview

The Alliances team is one of the fastest growing sales groups at Sovos. In two and a half years the team has grown from accounting for just under 5% of our sales bookings to almost 25% - and that number is only going up! Comprised of a team of creative minds and goal-oriented hunters, our Alliances team is all about appreciating the big picture and making the strategic moves to get there. We are trail blazers and critical difference makers in an already fast growing and dynamic global sales organization.

As part of the North America technology team, the Alliances Director is a key individual contributor that will spearhead business development across several strategic ERP partners (Microsoft Dynamics 365, SAP, Oracle, etc.). This new and highly visible role will drive execution around account strategy, go to market, and integrations with each focused partner. You will help establish, and track success against the correct metrics and KPIs, and work in partnership with the rest of the Alliances team to set appropriate growth and investment strategies. Success to expand ecosystem sales will incorporate deep account penetration and driving referrals from integrated ERP/platform partners that result in incremental sales.

Note: Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.

Job Responsibilities

· Building and managing our strategic alliance partners (E.g. Microsoft, SAP, Oracle) or GSIs (Big 4, EY, Accenture). Higher sales quotas once ramped.

· Lead business development programs with assigned partners that increase Sovos sales revenue through our technology partners.

· Develop and execute go-to-market (GTM) strategy with a named list of Sovos (ERP) technology partners to drive incremental revenue. GTM strategy to include direct seller channel/reseller engagement maps. Support global business development through alignment with other Sovos regions.

· Create business plans with key stakeholders for each partner and ensure goals are being defined and met across KPIs. Establish a business cadence, including Quarterly Business Reviews (QBRs) and regular executive alignment.

· Identify partner stakeholders, win mindshare of partner field teams, and drive business development and all aspects of partner engagement. Build deep relationships with individual Sovos and partner sellers, ensuring that sales teams have a strategy to engage with ERP Partners.

· Help build appropriate internal content to enable Sovos sellers on the benefits of partner solutions, and to enable partner sellers on the benefits of Sovos solutions.

· Collaborate with Product, Engineering, Operations, Sales, and Marketing to provide coverage of the partners, drive joint solutions, reference architectures, customer offerings, develop new integrations, and leverage existing integrations to execute GTM programs that drive new referral sales opportunities.

· Drive alignment between the partner and Sovos field organizations and continue to build on the Sovos co-sell culture to create win-win outcomes with our joint customers.

Organizational Alignment

· Reports to VP, Partner & Alliances

Qualifications

· 15+ years, 10+ years in sales/alliances, enterprise software industry experience. Has specific account or domain experience critical for the role.

· A proven track record of penetrating, onboarding, and growing ERP partners including knowledge of business models and joint GTM strategies.

· Ability and passion for developing and establishing strategic partnerships/accounts and working closely with sales teams in competitive environments.

· Familiarity with enterprise software and SaaS sales models.

· Proven ability to understand company KPIs and build joint GTM plans with technology partners to further company goals.

· Experience with technology partner agreements, referral agreements, and building strategic engagement business and marketing plans.

· Proven ability to achieve sales objectives and drive accurate forecasting of partner business.

· Growth mindset in an organization that is building out its partner DNA and ecosystem.

· Strong collaboration skills both within field sales and professional services.

· Ability to travel when the timing is appropriate and safe.

· Due to federal contracts - successful candidates must successfully pass a background check and drug test before hire

Environmental Job Requirements and Working Conditions

· Primary office location –

· Position requires

o moderate (less then 50%) travel required both domestic and international to Sovos locations and events

· Utilize technology (e.g., phone systems, computer hardware and software applications) to fulfill work requirements

· Manager Support Required: Can successfully navigate LOBs and complex issues, escalations, and resolutions with minimal support needed.

Company Background

Sovos was built to solve the complexities of the digital transformation of tax, with complete, connected offerings for tax determination, continuous transaction control compliance, tax reporting and more. The company supports more than 8,000 customers, including half of the Fortune 500, operating in over 70 countries. Its SaaS products and proprietary Sovos S1 Platform integrate with a wide variety of business applications and government compliance processes. Sovos has employees throughout North America, Latin America and Europe, and is owned by Hg and TA Associates. For more information visit www.sovos.com and follow us on LinkedIn and Twitter.