Alliance Manager Job at BlackLine (Tokyo)

Job Description

Get to Know Us: It's fun to work in a company where people truly believe in what they're doing! At BlackLine, we're committed to bringing passion and customer focus to the business of enterprise applications. Since being founded in 2001, BlackLine has become a leading provider of cloud software that automates and controls the entire financial close process. Our vision is to modernize the finance and accounting function to enable greater operational effectiveness and agility, and we are committed to delivering innovative solutions and services to empower accounting and finance leaders around the world to achieve Modern Finance. Being a best-in-class SaaS Company, we understand that bringing in new ideas and innovative technology is mission critical. At BlackLine we are always working with new, cutting edge technology that encourages our teams to learn something new and expand their creativity and technical skillset that will accelerate their careers. Work, Play and Grow at BlackLine!

Job Responsibility

Developing business with a selected group of strategic alliance partners (SAP, Deloitte, EY, etc.) within an assigned Geo(s) in the NA region
Responsible for BlackLine's strategic partnership with SAP relative to the assigned Geo(s) in the region
Building pipeline with SAP, driving incremental ACV, supporting sales related activities and Go-To-Market (GTM) planning
Account Planning & Targeting for Sales Regional Plays, Alliance Strategy & Planning, Program Management / Delivery, Executive Alignment, Stakeholder Management and Alliance Marketing
For each Strategic Consulting & BPO partner, responsibilities include Go-To-Market (GTM) planning and execution, pipeline generation, driving incremental ACV, partner enablement, and internal alignment across various departments
Responsible for the development of key relationships between regional sales team and Partner organization sales teams and leadership
Maintain accurate pipeline & results that communicate to key stakeholders the effectiveness of the alliance program & investments
Within assigned Geo(s), drive and 'quarterback' pipeline alignment and joint deal execution, working across BlackLine's sales team and the assigned partner teams, towards target revenue numbers for the Geo(s)
Actively promote alliance value proposition within BlackLine, SAP and Alliance Partner organizations
Maximize regional SAP field relationships and champions
Proactively generate regional SolEx pipeline
Attain/exceed SolEx ACV quota for assigned Geo(s)
Orchestrate Power of 3 (BlackLine + Global Consulting Alliances + SAP) in all SolEx deals
Execute Global Strategic Alliances business plans at local level
Regionalize plan as appropriate
Proactively drive regional GCA demand generation and pipeline
Originate and drive GCA committed accounts process
Extend regional GCA practices creation (Audit, F&A, SAP)
Significantly expand and track local Partner Network of BL Champions
Single point of contact for all Global Strategic Alliances' teams in Geo(s)
Drive holistic ecosystem alignment to assigned Geo(s) sales team across all partner types/tiers
Manage regional partners to support lower/mid Enterprise (if appropriate)
Regional partner development, simplified business plans & execution
Proactively generate Partner driven pipeline for the region
Joint account mapping & targeting with all partners
Partner matching to accounts with sales
Partner deal engagement, deal closure, etc.

Requirements

Years of Experience in Related Field: 3+
Education: Bachelor's degree, Masters preferred
Experience in Partner / Alliance Management managing SI partners including experience with a variety of partner types preferred (e.g. ISVs like SAP, Big 4, Global SI's, boutiques and Regional SI's)
3+ years' experience in finance/accounting related business experience preferred
Understanding of service offering creation, marketing, lead generation processes and key performance indicators/value drivers for large professional services / SI organizations
Practical experience in supporting definition and delivery of solutions with partner leads/P&L owners
Track record of delivering measurable results, regularly meeting or exceeding targets
Superior ability to build and maintain positive working relationships
Exceptional analytical, organizational, and project management skills
Ability to quickly analyze and apply relevant information to make timely and critical decisions that affect cross-functional teams to increase program ROI and effectiveness
Strong tolerance for ambiguity
ability to focus and execute in a rapidly changing environment, take charge and make things happen
Self-starter, with strong work ethic and personal drive and character qualities that match with company core values and inspires others to follow and act
Willingness to travel on as-needed basis, regionally and occasionally globally

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Alliance Manager

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