*This role can be located remotely, anywhere in the United States*
Basic Function:
The Sales Channel & Affiliates Manager - Business Development for Wolters Kluwer is responsible for leading key top-tier partnerships at Wolters Kluwer. This includes managing existing partnerships to increase business value as well as seeking new opportunities to expand those partnerships. This person will manage the strategic partnerships in alignment with the strategic priorities and goals of the company. Success in this role will be measured by ensuring delivery of the current plans of the partnership, driving both short-term and long-term objectives and meeting the revenue goals for the partnerships. In addition, this role is responsible for working closely with other internal stakeholders at all levels – sales, business units, professional services, marketing, product management, development and senior management to make this happen.
Essential Duties & Responsibilities:
Manage and drive Wolters Kluwer’s strategic partnerships across joint sales, marketing and product initiatives. Manage partner relationship success and satisfaction by meeting annual revenue and relationship goals.
Establish, manage, and drive deep industry relationships in alignment with Wolters Kluwer’s strategic and product initiatives. Manage relationship success and satisfaction by meeting specific KPIs, revenue and relationship goals
Prospect and create opportunities for Wolters Kluwer SMEs and solutions to be prominently included and highlighted by industry and government entities to drive broader market recognition.
Collaborate with Wolters Kluwer sales leaders, segment leaders and product management to set business objectives, product roadmap and partnership goals. Develop overall strategy and success plan for each named partner. Drive monthly and quarterly progress towards strategic goals within plan.
Oversee the integration and/or interface of Wolters Kluwer solutions with the partner solution in collaboration with cross functional teams within Wolters Kluwer from ideation to development, marketing, field roll-out, and sales support. Ensure Wolters Kluwer product information and messaging are properly conveyed to the partner channel.
Develop business cases and create innovative proposals for potential and existing partners that drive value for both parties.
Lead the relationship from the contractual and operational perspective. Develop a deep understanding of the contractual elements pertinent to each partner. Oversee Wolters Kluwer’s contractual obligations and be the go-to person internally and for our partners on all partner-related matters.
Influence key discussions about overall partnership strategy and roadmap. Have regular cadence with assigned partners to engage in proactive sales opportunity generation, pipeline management and deal closure. Develop go-to-market strategies and foster relationships, lead discussions, and negotiations with partners from C level executives to key functional leads. Develop strong Wolters Kluwer goodwill and awareness across partner organizations.
Promote and position Wolters Kluwer offerings via direct contact, meetings, demonstrations, concept/white papers and industry and tradeshow events.
Act as partner advocate within Wolters Kluwer and educate on how we can further build our partner ecosystem.
Coach, mentor, and develop direct reports and other cross functional associates.
Diligently use CRM (Salesforce.com) to capture relevant data, and keep comprehensive and accurate notes
Maintain industry intelligence and maintain awareness of industry trends and the strengths and weaknesses of key competitors.
Job Qualifications:
Education: BA/BS degree in business, sales/marketing or related field.
Experience: 10+ years’ experience in developing alliances and revenue-generating partner relationships, preferably with key market players in the information services and technology industries.
Ability to think strategically and work flexibly to achieve results.
Strong ability to network, align and work with key players at all levels to drive results.
Strong presentation, negotiation and business planning skills.
Must be able to prioritize and multi-task with special attention to detail and follow-up.
Travel Requirements:
Travel 20% to 30% within United States
Compensation:
Target salary range CA, CT, CO, HI, NY, WA: $117,500-$164,700This role is eligible for Bonus.
Additional Information :
Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.
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