APAC Alliance Manager

1 month ago

Sydney, Australia Endava Full time
SalesSydney

What's this role about?

_ Responsibilities _

We are looking for a proven Alliances Manager to join the Global Alliances team at Endava. Reporting to the Global Head of Alliances. This opportunity is designed to accelerate and grow Endava’s revenues through joint go to market, collaboration and co-selling with Endava’s ecosystem of alliances. Endava leverages alliances to increase our revenue potential, brand and provide market leading transformative services. The candidates we are looking to hire should have a demonstrable track record in developing, and nurturing relationships with technology vendors in a partnership scenario.

This role combines the best of Endava and our strategic technology partners; including but not limited to Microsoft, Google, Amazon, Salesforce, Snowflake, Stripe, and MACH Alliance. There will also be an expectation to forge industry focused partnerships that compliment Endava’s go-to-market strategy. Prospective candidates must understand the concepts and key messages behind Agile and Digital Services behind Endava’s services and have a solid understanding of technologies when applied to a successful partnership.

Candidates should have a network of contacts across some of the technology vendors referenced above and preferably in one or more of Endava’s industry verticals. The candidate we are looking to hire should have a track record of building a successful alliance with quantifiable results through joint sales and marketing initiatives and be comfortable working independently while we grow and build a bigger Global Alliance team.

What skills and experience do you need?

Working closely with Head of Alliances (based in the UK) and APAC based Sales team on all aspects of our joint Professional Services offerings focusing on both Enterprise and Corporate accounts across Endava’s Industry Verticals. Develop and execute a strategic joint go to market business plan for each alliance that drives all aspects of running a successful alliance. Including but not limited to; executive interlocks, building and managing pipeline of opportunities, enablement, certification and training plans, accelerator development and partner marketing. Share go to market plans with APAC Sales leadership to achieve desired outcomes. Work closely with Industry Vertical Sales Lead to ensure we are being visible in the alliance ecosystem and a known partner to win business. Build and further develop key relationships with our strategic alliances, in particular having a wide and deep relationship with the Partner Development Managers, Partner Sales Managers and Account Executives at our alliances. Promote Endava across alliances through having a thorough understanding of Endava’s alliances offerings and customer success stories. Ensure Endava is attached to as many opportunities as possible and ensure leads are followed up on by our Industry Vertical Sales Leads. Work with our Discipline Leads to ensure Endava has the correct capabilities that match our alliances strategic direction. Report on the Strategic Alliance Plan and Quarterly Business Review with a view to increasing joint revenue and to maintain Endava’s position as a key provider to our alliances. You will own the production & presentation of the required reporting. Collaborate with Marketing to ensure we are supporting and participating in alliance led events which will benefit and drive ROI for Endava. Orchestrate regular communication with internal and external stakeholders to update on business opportunities and initiatives. Supporting sales team on bidding as well as coordination and participation in contract negotiations. Participation and moderation of external events.

_ Required Skills _

Demonstrable professional experience as an Alliance Manager or related role Experience of alliance management in the IT Services sector Enthusiasm and conviction in building and maintaining strong alliance relationships Stand-alone and structured work Strong communication Effort to achieve and even exceed your goals Understands and demonstrates a systematic approach to managing a successful alliance business relationship Communicates fluently and effectively in business writing and present information to both technical and non-technical audiences High levels of energy, communication & organisational skill Able to plan, schedule, and monitor own work within deadlines Maintains awareness of developing technologies and takes some responsibility for personal development

_Desirable_

Familiarity with alliance business models. Ability to present complex information to partners and colleagues in a clear and appealing manner and credibility at all levels. Experience working with channel partners, systems integrators and third-party developers to deliver successful and growing partnerships. Experience of working in a Professional Services company

What's in it for you?

Benefits

Financial benefits that include a competitive remuneration package, share success plan and bonus scheme. Work-life balance is supported through a hybrid working model, flexible working hours and 20 days of remote work per year. An inclusive parental leave policy that supports 12 weeks of primary carers leave and 4 weeks of secondary carers leave. Recognition of length of service through an additional day of leave after year 3, 4 and 5 with a maximum of 3 extra days per year. Learning and development opportunities to support professional growth: Endava University, Pass IT On guilds, training, coaching, conferences, certifications, global online learning platforms subscriptions, access to our Endava library and more. A monthly lifestyle allowance and access to well-being resources including EAP, Calm App, Sworkit App and more. In-person and online team-building events and activities that bring our people together. Welcoming office spaces with access to fully stocked pantries and amenities. Values-based recognition awards including Zone Awards, E-Thank Yous and Pin Awards.

Endava is an Equal Opportunity Employer. Endava does not discriminate based on race, religion, colour, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other status protected under federal, state, or local law. All employment is decided based on qualifications, merit, and business need.

Additional Requirements: Travel is an integral part of a Sales role and the individual will need to travel locally, within country, and internationally as needed to perform the role (they should have a valid passport/driving license and be prepared to travel in working hours as needed by the company). Work-related tradeshows or live events may require the individual to occasionally lift 25 pounds.

Candidates will be required to complete full background screening before commencing.

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