Director, Strategic Alliances Resume Sample
Efrain Abshire
856 Jany Cliffs,
Dallas,
TX
+1 (555) 393 4492
Work Experience
Director, Strategic Alliances
07/2016
-
PRESENT
Dallas, TX
- Industry & Foundations Focus: Position ClinicalRM optimally with target strategic corporate partners with focus on securing funding for execution of R&D projects
- Monitor ClinialRM’s portfolio on continual basis to help guide partnering decisions
- Monitor industry trends on continual basis to match with ClinicalRM’s capabilities
- Thought Leadership Focus: Utilize ClinicalRM’s MD/PhD base with focus on finding key future trends in ID for the company’s future involvement
- Informally lead colleagues in vendor and project management and supporting functions in development and execution of a coordinated partner strategy
- Evaluate companies or products for marketing agreements or co-promotion
- Determine whether the objectives and rationale of an alliance supports the organization's overall strategy. Support negotiations between organization and potential alliances
- Work with personnel and outside contacts to satisfy both partner and company goals
Director Strategic Alliances
01/2010
-
04/2016
San Francisco, CA
- Identify potential areas to pursue future partner alliances
- Develop senior level relationships with system integrators and Alliance partners, working with the market planners, and all other facets of our business to create mutually beneficial relationships
- Liaison and facilitator between the Company’s Strategic Alliance department and clinical business units for strategic alliance related tasks and/or issues. Plans and negotiates resources with line management of functional areas
- Manage the Adobe Content relationship
- Maintain strong relationships with all stakeholders and key contacts within the Adobe partner ecosystem
- Work with the Alliance team to develop and maintain a commerce & content partner strategy that aligns with the global business strategy
- Drive ongoing collaborative dialog to identify and prioritize new business opportunities
- Build foundation accounts portfolio; identify and acquire target clients ($5M+)
- Provide thought leadership to help guide clients and inform partners in the digital space
Senior Program Director, Strategic Alliances
05/2005
-
09/2009
Detroit, MI
- Establish and cultivate strategic partner relationships; maintain deep understanding of parter go-to-market strategies and goals
- Responsible for all tier partner opportunities, with a focus on top tier (>$5mm)
- Discover and qualify leads
- Understand and apply regional P & L priorities and profitability drivers to partner engagement strategies
- Build and share a library of partner assets and best practices
- Participate in business strategy decision making related to partnerships with Presidents, CTO, VPs and GMs
- Support VP in the development and execution of department strategy, organizational structure, and infrastructure build-out
- Identify and implement process initiatives for the Strategic Alliances team, and specifically with regard to Account Management
Education
National University - Redding Campus
2000 - 2004
Bachelor's Degree in Management
Professional Skills
- Highly proficient networker, able to develop and retain diverse and extensive networks up, down and across the organization, both Laureate’s and the client’s
- Basic accounting skills, 2 years proven business application
- People management (direct or indirect) skills and or / experience, 5 years
- Decision making skill and/or experience, 5 years
- Negotiation skills, 3 years
- Identifying, building and maintaining strong relationships with internal and external stakeholders
- Experience in understanding and interpretation of contractual language
How to write Director, Strategic Alliances Resume
Director, Strategic Alliances role is responsible for negotiation, software, training, security, accounting, reporting, design, digital, travel, events.
To write great resume for director, strategic alliances job, your resume must include:
- Your contact information
- Work experience
- Education
- Skill listing
Contact Information For Director, Strategic Alliances Resume
The section contact information is important in your director, strategic alliances resume. The recruiter has to be able to contact you ASAP if they like to offer you the job. This is why you need to provide your:
- First and last name
- Telephone number
Work Experience in Your Director, Strategic Alliances Resume
The section work experience is an essential part of your director, strategic alliances resume. It’s the one thing the recruiter really cares about and pays the most attention to.
This section, however, is not just a list of your previous director, strategic alliances responsibilities. It's meant to present you as a wholesome candidate by showcasing your relevant accomplishments and should be tailored specifically to the particular director, strategic alliances position you're applying to.
The work experience section should be the detailed summary of your latest 3 or 4 positions.
Representative Director, Strategic Alliances resume experience can include:
- Demonstrated experience in C-level relationship building
- Past experience and proven success with the development, coordination and project management of joint technical programs
- Seek out partners to effectively and efficiently address customer issues
- Ales and Alliances experience in leading and managing complex technology partnerships
- Experience at a leading platform software or cloud services provider & Channels
- Proven track record in delivering tangible results and significantly impacted the growth trajectory of the company
Education on a Director, Strategic Alliances Resume
Make sure to make education a priority on your director, strategic alliances resume. If you’ve been working for a few years and have a few solid positions to show, put your education after your director, strategic alliances experience. For example, if you have a Ph.D in Neuroscience and a Master's in the same sphere, just list your Ph.D. Besides the doctorate, Master’s degrees go next, followed by Bachelor’s and finally, Associate’s degree.
Additional details to include:
- School you graduated from
- Major/ minor
- Year of graduation
- Location of school
These are the four additional pieces of information you should mention when listing your education on your resume.
Professional Skills in Director, Strategic Alliances Resume
When listing skills on your director, strategic alliances resume, remember always to be honest about your level of ability. Include the Skills section after experience.
Present the most important skills in your resume, there's a list of typical director, strategic alliances skills:
- Communicate the business value and ROI of joint solutions, strong financial selling skills
- Previous Microsoft alliance experience with a strong understanding of Microsoft’s partner management programs is required
- Previous AWS alliance experience with a strong understanding of AWS' partner management programs is required
- Strong understanding of Cloud based pricing and licensing models
- Proven track record of success in driving the entire sales process from start to finish; an understanding of the sales methodology is required
- Extensive experience working closely with large Global Partners to help identify joint opportunities, solve customer problems and deliver full solutions
List of Typical Experience For a Director, Strategic Alliances Resume
1
Experience For Director Strategic Alliances Resume
- Assess the potential impact of an alliance and its alignment with KPMG's strategic business objectives and the alignment between KPMG and the potential partner, and the abilities of both parties to successfully execute a partnership
- Select the partnering model that best achieves KPMG's objectives, and help ensure that the necessary internal support requirements and partner commitments are understood
- Drive discussions with the potential partner, help ensure clear alignment between them and KPMG, and drive an execution plan for the early stages of developing the relationship
- Strong executive presence with the ability to drive results and influence behaviors at any level in organizations
- Drive regular cadence and governance across the executive, business units and technical owners with milestone metrics and progress tracking
- Provide strategic insight on partner strategies and roadmaps to recommend solutions and adapt to the changing market landscape
- Identifies and implements required sales enablement and cross-training around joint solution
2
Experience For Director, Strategic Alliances & Partnerships Resume
- Report on existing and net new pipeline generated, and provide trend analysis. Make recommendations where appropriate to generate as much pipeline as possible
- Team with Marketing team to augment their efforts at pipeline generation
- Understanding of how strategies and tactics work in the specific marketplace, along with strong knowledge of KPMG and alliance partner competition highly credible communication in any setting including one-on-one, small and large groups, with peers and senior leaders with the ability to get things done through formal channels and informal networks
- Develop and drive key partner objectives between Partners and Ellucian
- Negotiate business and contract terms to establish beneficial partner agreements, including all aspects of opportunity and partner diligence, term sheet development, business case development, and contract negotiation
3
Experience For Senior Program Director, Strategic Alliances Resume
- Enable partnership success through programs and processes designed to drive revenue for Ellucian, in collaboration with product management, marketing, sales, services and other key stakeholders
- Work with partners to help support Ellucian’s marketing and product messaging through Ellucian’s events (exhibiting/sponsorships), joint advertising and other joint marketing activities
- Drive partner investment, commitment and support of Ellucian offerings
- Manage partner relationship throughout the lifecycle of identification/discovery, enablement, support, go-to-market, and performance against measurable outcomes
- Driven, intelligent, great at relationships of all kinds, strong business acumen, cultural fit with Ellucian values, and able to thrive in a x-functional collaborative team environment
- Relevant experience developing and managing alliances with successful and demonstrable track record in creating and developing partnerships and alliances, contract law, product management and/or product marketing, and enterprise software
- Excellent negotiation skills and experience developing and structuring agreements to support business and partner objectives
4
Experience For Senior Director, Strategic Alliances Resume
- Drive business case development, draft and deliver management presentations on strategic initiatives and new partner relationships, and lead deal negotiations to closure
- Urgency in driving results, with focus on financial terms/benefit, solution fit with Product requirements, and customer satisfaction
- Intelligent, hard-working, ability to understand technical concepts quickly, and willingness to do whatever it takes to get things done
- Willingness to travel (limited)
- Position located at Ellucian headquarters office in Reston, Virginia
5
Experience For Senior Director, Strategic Alliances Adobe Resume
- Develop and maintain relationships with strategic partners
- Drive technology integration, solutions validation and business plans to maximize sales revenue and differentiated value to Nutanix’s customers and partners with milestone-driven goals and outcomes
- Work closely with key stakeholders across regions, business units and executives to deliver a results-oriented partner plan
- Experience in building a results-oriented approach to managing and leading teams with focus on business planning, strategic thinking and tactical execution plans
- Result driven / goal oriented
- Develops framework for expectations of Alliance Partners to expand business
- Develops and enhances the client relationship with Alliance Partners in order to build engagement strategies to increase revenues for both Cognizant and the selected Partners
- Manages and expands key stakeholder contact network with Alliance Partners and works closely with internal teams to identify and expand networks
6
Experience For Associate Director Strategic Alliances Resume
- Coordinates executive sponsorship and relationship alignment between Cognizant / Alliance Partners
- Develops partner profiles to ensure strategic alignment and fit with Cognizant Alliance Strategy
- Develops strategies for execution with Alliance Partners
- Identifies joint offerings capabilities with Alliance Partners and coordinates Go To Market strategies
- Responsible for the joint plan, contracts, offerings messages and communications
- Identifies gaps in Cognizant and / or Alliance Partner strategies and develops mitigation plans to fill gaps to meet marketplace requirements
- Knowledge of BPO / BPS solutions and experience working with partners who provide solutions in this space (eg, F&A, WFM, HR, Contact Center, CRM, etc) is required
- Highly skilled at working with internal cross-functional teams
7
Experience For Senior Director Strategic Alliances Resume
- Drives the expansion of the existing partnership
- Manages execution of GTM strategy for alliance
- Develops and manages the Partner-Teradici worldwide pipeline
- Acts as the primary Teradici point of contact, establish and maintain corporate relationships with the key decision makers
- Leverages demo centers and other customer immersion opportunities to generate awareness – provide and manage demo pool
- Develops and owns global executive relationships, up-levels the Teradici partnership
- Drives Teradici’s full incorporation into all key alliance partner marketplaces and formal solution provider partner programs
8
Experience For Executive Director, Strategic Alliances Resume
- Ensures proper exposure to, and creates awareness with the partner’s corporate vertical teams
- Support product QBRs/roadmap sessions and identify joint innovation opportunities
- In collaboration with Teradici and Partner’s marketing and regional sales teams, proactively seek out opportunities to participate in partner sponsored field events (webinars, conferences, meetups, lunch-and learns), collaborate with Teradici Marketing/Product Management to drive joint campaigns, expand pipeline
- Demonstrated experience cultivating high leverage strategic relationships that have produced significant incremental revenue contribution through effective co-sell GTM programs
- Experience in demonstrating a successful track record with technically oriented sales, negotiations, communication and problem solving in fast-paced environment
9
Experience For Global Managing Director, Strategic Alliances Resume
- Ongoing coaching and development of employees to drive desired performance. Hold the team accountable for results, performance, and continuous improvement
- Address less productive team members and provide training or guidance to improve
- Develop relationships at all levels, both internally and with partner organizations
- Improve individual and team performance
- Improve sales force competitiveness and focus
10
Experience For Director Strategic Alliances Solution Marketing Resume
- Identify new talent to improve team performance as needed
- Work proactively with matrix business partners to ensure business plan targets are met
- Support all relationships and act as the liaison with regional leadership teams
- Maintain strict adherence to compliance policy and procedures
- Support and grow relationships with field sales management
- Ensure full compliance with Information Security Standards, Policies and Procedures
- Coach SailPoint and Alliance Sales teams on the most optimal areas of joint engagement, and how to manage engagement where there is solution and use case overlap
List of Typical Skills For a Director, Strategic Alliances Resume
1
Skills For Director Strategic Alliances Resume
- Excellent verbal/written communication skills required for report preparation, letter writing, email communication, training documents and SOP documentation
- Proven skills in complex multi-dimensional problem solving with strategic partners
- Clearly demonstrated strengths in persuasion, oral/written communications, analytical skills and sales production
- Exceptional communication and interpersonal skills, and demonstrated ability to work across functions and at all organization levels
- Previous VDI and/or Cloud alliance experience with a strong understanding of large ISV partner management programs is required
- Demonstrated success in developing, managing and evolving high impact technology Alliances
- History of building and maintaining strong positive business relationships at all decision levels
2
Skills For Director, Strategic Alliances & Partnerships Resume
- 10/15+ years’ experience in developing strategic partnerships
- Verifiable successful consultative sales experience calling on senior executives
- Demonstrated ability to work cross-functionally, manage crises and align interests of multiple parties
- Demonstrated science acumen and diversity
- Demonstrated ability to drive the full partner lifecycle to ensure revenue/margin growth and the achievement of Ellucian’s partner strategies
3
Skills For Senior Program Director, Strategic Alliances Resume
- Builds joint governance model to ensure effective alliance management and execution
- Ales/strategic partnership experience with Tier 1 enterprise software, cloud or virtualization companies
- Experience with Cloud based software sales; SaaS, Paas, IaaS, Virtualization, enterprise IT knowledge
- Strong ability to develop and motivate direct reports and others
- Leverage existing contacts (executive team, board, etc.) and establish additional contacts as needed to engage top priority Alliances
- “Land and expand” each priority Alliance according to specific strategic objectives
- Experience with Cloud based software sales; VDI, SaaS, Paas, IaaS, Virtualization, enterprise IT knowledge
- Exhibit strong teamwork
- Mapping of existing VMware and storage vendor solutions to address key pain points
4
Skills For Senior Director, Strategic Alliances Resume
- Negotiating complex partner agreements
- Underwriting -- support, communicate and liaise with Consumer Risk management
- Create and manage the go to market planning and execution for key alliance relationships, including managing the lead generation and sales alignment processes
- Lead contract negotiations and manage partner reseller, referral and teaming agreements including baseline terms and conditions that govern the relationship
- Works closely with Teradici’s functional teams to drive strategy; direct sales team, marketing, product and engineering teams
- Proactively establish sales mapping with the partner's global direct and channel sales teams – assure teams are jointly working pipeline opportunities
- Typically works in an office with adequate lighting and ventilation and a normal range of temperature and noise level
5
Skills For Senior Director, Strategic Alliances Adobe Resume
- Work closely with marketing to champion go- to- market initiatives
- Responsible for developing detailed business plan for partner relationships
- Designs Sales Enablement strategies and strategic growth initiatives and communication materials associated with launching the partnerships
- Responsible for leading joint Cognizant and Partner status meetings
- Helps develop, influence and execute seeding/POC programs together with partner and Teradici sales teams
- In coordination with PM/engineering, develop and deliver joint solutions that accelerate the adoption of Teradici products by customers
6
Skills For Associate Director Strategic Alliances Resume
- Develop, maintain, and monetize Strategic Alliance targets, based on ongoing alignment with SailPoint product and business strategy
- Manage multiple projects while accessing the correct resource for completion
- Relationship Development at the C-suite level, 3 years
- Lead company- wide strategic initiatives that involve executive alignment and buy in
- Establish, grow and nurture relationships at all levels in the partner organization
- Establish joint value props and identify integration/channel opportunities
- Work closely with the executive and senior leadership team to communicate updates on Hootsuite’s partnership with Facebook
7
Skills For Senior Director Strategic Alliances Resume
- Align relevant internal stakeholders across product, market and sales around the opportunity and business impact
- Identification of new areas of alignment between VMware and data center & storage focused partners on target growth markets and solution offerings
- Gap analysis of additional features/functionality required to better address target industries or market segments
- Creation of launch plans for any new solution offerings, including coordination of technical education, Marketing Deliverables, field execution and implementation of supporting demand generation programs
- Engagement with Field teams to identify potential prospects and priority list of targets
- Building and managing strategic relationships
8
Skills For Executive Director, Strategic Alliances Resume
- Governance and cadence model across Sales, Marketing, Technical and Executive alignment
- The world’s most innovative organisations as reference-able clients
- Preferable to have established network in biotech / large pharma
- Hire, train and mentor Managers and Analysts as appropriate
- Serve as an advocate for SPE’s Strategic Alliances group across all SPE divisions in support of overall business objectives, and maximize potential opportunities for partnership growth
- Builds financially sound, executable, data-driven Alliance business strategies & objectives that improve HP shareholder value, and drives execution aligned to annual plans
- Drives quarterly business reviews (QBR) and regular cadence with Alliance partners, facilitating achievement of desired outcomes (through joint agendas, monitoring tools such as scorecards, action tracking, etc.)
- In-depth knowledge of partner Alliances’ structure, strategy, go-to-market, & key influencers. Becomes the point of contact for HPI PC business for Alliance partners at Americas region or country levels
9
Skills For Global Managing Director, Strategic Alliances Resume
- Effective management of key stakeholders’ expectations
- Works closely with go-to-market organization, identifies joint customer value opportunities and ways to drive adoption for alliances’ vision
- Develop key sales motions and engagements with channel, SI and SP’s to grow the joint solutions and Nutanix business
- Experience in managing technology partnerships in enterprise software, virtualization, storage and/or data center spaces, including a deep network of contacts,
- Increases the organization’s ability to track field performance/activity and sales results by recording sales activity on a consistent and regular basis in the sales reporting systems of record (CRM)
- Utilizing LOE-approved forms of agreement relative to the nature of the relationship. Accurately communicate, secure and maintain approved contract deal terms and conditions.
- Positions, communicates and presents the HERE ‘Reality Index’ strategy to internal/external stakeholders
- Develop, implement, execute, and manage strategic alliance partners in support of Acxiom’s business strategies
- Identify and qualify potential strategic alliance partners and lead the development of a joint business case and value proposition
10
Skills For Director Strategic Alliances Solution Marketing Resume
- Understand alliance partner needs and partnering drivers, manage and help ensure fulfillment of expectations, identify alliance risk factors, and develop and implement risk mitigation
- Build and manage alliance business plans with joint targets for annual business achievement
- Provide senior level support for the alliance, ensuring fair and rapid conflict resolution, facilitate executive support and communication and conduct results and operations review
- Manage the strategic alliance governance process and ensure quarterly business reviews and other governance processes are implemented as needed
- Participate in relevant partnering and/or Alliance Management conferences to represent Merck Alliance Management, contribute to securing Merck’s reputation as a Partner of Choice and identify external best practices for internalization
- Work with sponsors of potential new alliances to assess and design the alliance to achieve our business objectives
List of Typical Responsibilities For a Director, Strategic Alliances Resume
1
Responsibilities For Director Strategic Alliances Resume
- Manage executive relationships with Alliances, with substantial face time, in order to drive visibility and relevance
- General working knowledge of IT industry structure, including key categories of and relationships between technology vendors, channels, systems integrators, service providers, standards bodies and analyst firms
- Specific working knowledge of several relevant security market sectors, such as Access Management, Privileged Account Management, network security, endpoint security, vulnerability management, SIEM/UBA and threat intelligence
- Familiarity with all major product delivery form factors and licensing schemes, including premise software, hardware appliance, virtual appliance, single-tenant SaaS, multi-tenant SaaS, perpetual licensing, term licensing and subscription licensing
- Measure and report on Alliance progress in quantitative and qualitative terms
- Research, evaluate, recommend and communicate value added VWR capabilities and resources to Consortium leadership teams, key customers and key suppliers to support growth and innovation within the space. Write guidelines and train internal associate’s criteria; provide explicit direction on SOPs and contract compliance when necessary
- Allot resources, establish budget guidelines, manage projects, assign priorities, tasks and scope of authority as required to support multiple levels within VWR internal customer base
2
Responsibilities For Director, Strategic Alliances & Partnerships Resume
- Dissect problems into manageable components, and develop and implement recommendations
- Manage multiple tasks, task owners and due dates
- Work within a team environment and clearly communicate individual objectives
- The ability to prepare and present to multiple levels within the organization
- Identify, quantify and communicate costs associated with projects
- In conjunction with commercial leaders manage, develop and implement Supplier initiatives to maximize sales revenue. Research, evaluate and recommend enhancements to overall programs, identify successful promotions by market; set standards and measurement objectives. Drive corporate and segment objectives internally and externally. Interact, direct and support suppliers’ promotional efforts
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