Manager/Director of Alliances - SI\'s

Position Summary

Aria has built a structured program to support its ecosystem of platform partners, complementary software partners and Consulting, IT and SI partners ranging from regional to large global services providers. As we grow our presence and business with partners, we realize the need to add new members to the global alliance team. We seek for immediate hire, a full-time Alliances Manager/Director who will be located either in the UK or India. The primary focus of this individual will be to drive revenues with and through our existing services partners.

Responsibilities

• Success will be measured by the growth of services partner-influenced platform pipeline and revenue, level of partner engagement, and the effectiveness of joint go-to-market campaigns.
• Travel to meet in person across the globe, as well as virtually to motivate teams across partner locations to increase Aria’s mindshare and become the preferred and trusted partner in our space.
• For identified partner accounts, own business development efforts and all activities required to drive and grow partner sourced and influenced revenue.
• Enable partners with guidance on training, certification, development of Centers of Excellence (CoE’s) to help build joint solutions and help them become self-sufficient to run an independent Aria based business.
• Get involved personally with partner led opportunities & implementation projects.
• Schedule and participate in regular reviews with Aria internal teams (Sales, Marketing, Customer Success and Professional Services) and partners to ensure that there is alignment on strategy and go-to-market activities.
• Ensure partners are fully enabled on how to position and deliver Aria Systems business value proposition and solutions.
• Work with partners to define and build business initiatives that will create industry differentiators and generate incremental demand for Aria solutions.

Required Qualifications

• 10+ years of experience either managing partnerships between services and software companies or of selling software solutions or services to enterprise.
• Experience with SaaS delivery models.
• Excellent verbal and written communication skills (across teams, internally and externally with partners and customers) with the ability to engage comfortably with both Executive and C-Level Management.
• Ability to establish and maintain positive and effective work relationships with coworkers, clients, members, providers, and customers.
• Experience working within and across multiple geographies.
• Ability and willingness to travel on an inter-regional basis.
• Fluent English speaking with a second language (Ideally Spanish).
• Bachelor’s Degree or equivalent.

Preferred Qualifications

• High preference for candidates with Certification from the Association for Strategic Alliance Professionals (ASAP). Either at Certificate of Accomplishment-Alliance Management (CA-AM) or Certified Strategic Alliance Professional (CSAP).
• Experience and knowledge of clients in industries including Communications, Media, Technology, Utilities, Financial Services or Manufacturing.
• Experience partnering or working with regional SI’s and global services providers like Accenture, Cloobees-Synechron, EY, Infosys, Prodapt, Tech Mahindra, Virtusa, or at software companies like Salesforce, ServiceNow, Oracle, and SAP.
• Strong networks across the partner ecosystem.
• Experience with India based SI’s.

Aria Culture

Aria Systems fosters a flexible, rewarding, and close-knit work environment while encouraging innovation and self-direction. As a fast-moving company, we expect all of our employees to share our strong sense of urgency, ability to learn and master new technologies quickly, and willingness to adapt to rapidly changing priorities. In return Aria offers competitive salaries and benefits, attractive stock options, and a flexible, informal work environment.