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Position

Strategic Alliance Manager

Company
Company
Esri Australia
Place
Brisbane, Australia/Remote
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Added: March 5, 2024

Esri Australia is the leader in the Australian geospatial sector and is the national distributor for the world-leading ArcGIS platform. We bring together the best and brightest in our industry. Every person in our team is highly skilled.


With different technical and industry strengths, we are united in our love for what we do. We are each committed to delivering real outcomes, and our unwavering work ethic makes sure of it.


As we continue to evolve and grow our business, we are looking for new ways to work more efficiently and more effectively. That’s where you come in!


About the Role


The Strategic Alliance Manager plays a critical senior role in our organisation, leading collaborative efforts with key partners to drive growth, innovation, and revenue. This role focuses on building and executing joint strategies and Go-To-Market (GTM) plans, emphasizing recruitment and engagement with our Esri Partner Network partners, commercializing industry-specific solutions, and maximizing the impact of strategic alliances on organizational success.


Your responsibilities will consist in:


  • Collaborate with existing SI’s/ Consultancy firms to develop a comprehensive joint strategy and Go-To-Market (GTM) plan encompassing Growth & Innovation initiatives, practice development, and revenue goals, including partner-accelerated revenue objectives.
  • Identify and engage SI’s and consulting firms that align with our success outcomes, aiming to recruit and onboard a minimum of 5 new partners in FY25.
  • Develop and commercialize joint value propositions, leveraging partner intellectual property (IP) and industry expertise to enhance Esri Australia's solutions within specific industries and domains.
  • Drive the execution, management, and delivery of pipeline and influenced revenue goals across alliance partner territories.
  • Identify target sectors & accounts based off our joint value propositions, then formulate co-selling plans in collaboration with Esri Sales leadership to maximize partnership impact.
  • Foster ongoing communication and collaboration between our partners and Esri Australia stakeholders, including Partner Sales/Alliances, Sales, Co-Primes, Solution Engineering, and Industry Teams.
  • Mentor Partner Development Representatives to support their professional growth and success within the organisation.


About You


We are seeking an enthusiastic and experienced Strategic Alliance Manager adept at forging impactful channel partnerships and driving business growth through strategic alliances. A background in the technology industry is highly desirable.


To be successful in this role, you will need:


  • University degree or above, preferably in a business or technical discipline, or equivalent experience.
  • Demonstrated ability to lead teams in a channel-driven IT industry, with a particular focus on the Australia/New Zealand region.
  • Minimum of 10 years' experience in Enterprise Channel Sales, preferably within the enterprise software industry, particularly in areas such as GIS, cloud, or enterprise software solutions.
  • Proven track record in developing and managing strategic partnerships and alliances at an enterprise level.
  • Strong interpersonal skills enabling collaboration across different functional teams and internal stakeholders to achieve partnership objectives.
  • Strong negotiation skills coupled with effective communication and presentation abilities to articulate partnership value propositions and influence stakeholders.
  • Working Rights: You must hold current permanent and full-time working rights in Australia.
  • Attitude and behaviour align with Esri Australia’s core values.


Why Esri Australia?


We’re inclusive and people focused. Our down to earth culture balances work and home life and enables our team to be great at what they do. Our people are important to us, and we offer a number of fantastic benefits including:


  • Flexibility with the hours you work and where you work them.
  • Employee training and continuous development programs with dedicated training and development time to upskill.
  • Financially rewarding Sale Incentive Plan.
  • Salary Continuance Insurance.
  • Staff awards, Referral spotter fee, regular events and more.
  • Clear pathways to grow your career.


If you are ready to take the next step in your career and want to apply your skills to support our industry-leading organisation, we want to hear from you.


For further details or if you have any questions, please contact our Talent Acquisition team on 1300 635 196 or by mail at careers@esriaustralia.com.au.


We are a 2024 Circle Back Initiative Employer – we commit to respond to every applicant.


Please note that Esri Australia does not accept unsolicited resumes from recruiters or employment agencies.

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