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Senior Alliance Partnership Consulting Lead - PPM Alliances ( Americas)

Company: Hexagon Group
Location: Houston
Posted on: January 16, 2022

Job Description:

Overview

About Hexagon Hexagon is a global leader in sensor, software and autonomous solutions. We are putting data to work to boost efficiency, productivity, and quality across industrial, manufacturing, infrastructure, safety, and mobility applications. Our technologies are shaping urban and production ecosystems to become increasingly connected and autonomous - ensuring a scalable, sustainable future.Hexagon's PPM division empowers its clients to transform unstructured information into a smart digital asset to visualize, build, and manage structures and facilities of all complexities, ensuring safe and efficient operation throughout the entire lifecycle.Hexagon (Nasdaq Stockholm: HEXA B) has approximately 21,000 employees in 50 countries and net sales of approximately 3.8bn EUR. Learn more at hexagon.com and follow us @HexagonAB. 2021 Hexagon AB and/or its subsidiaries and affiliates. All rights reserved.

Responsibilities

The Senior Alliance Partnership Consulting Lead for PPM Alliances is responsible for crafting, executing and optimizing the NA Hexagon PPM partner strategy to meet or exceed assigned regional business goals. They will work extremely closely with the Sales VP's in the region to ensure that our partnerships are leveraged to source, accelerate, secure and grow Hexagon software and SaaS revenues.Role Objective:To provide leadership, direction and guidance internally and within assigned partners to maintain focus on scope and build momentum in engagement. To define governance and ensure the relationships meet joint goals and drive Hexagon Business growth. To document joint value propositions and successful GTM plans and to enhance GTM offerings where applicable.Define and execute a multi-year Alliance strategy.Establish meaningful senior executive relationships at industry, market and account level.Manage key activities including sales training, technical training, sales/opportunity management, compliance with certification requirements. Facilitate joint selling with the direct sales teamIdentify and develop joint "go-to-market" strategies and lead generation opportunitiesWork with Hexagon Inside Sales, BDR, Marketing and Alliance internal resources to facilitate the execution of joint campaigns. Provide accurate and timely management information based on activities tracing, deal overviews and forecastsMaintain an understanding of Hexagon's product technology and articulates Hexagon's products propositions to existing and potential partners. Assist if required in transaction contracts, business practices and deal booking issuesFacilitate and track partner skills development, monitor certification and investment as per initial commitment. Increase the depth and breadth of Hexagon knowledge in the Partner organization and discover new opportunities to develop joint value propositions. Ensure Alignment of Alliance activities at all times to Hexagon needs and business strategy. Actively track joint sales pipeline and meet or exceed quarterly and annual revenue targets.Develop and maintain relationships with global counterparts to leverage corporate initiatives and to ensure adherence to alliances standards.Monitor partners' business results, making recommendations for improvements to increase penetration.Evangelise the partnership including joint value proposition with sales teams to ensure awarenessEstablish rules of engagement and operational escalation procedures to quickly identify and resolve issuesInternal Stakeholders & roles Industry Solution Consultants: In the development of joint value propositions and GTM'sSales: In the follow up of leads and staying up to date on progress internally and with the Alliance PartnerPartner Enablement: Work with dedicated enablement resource to map out onboarding and path to ACTIONLocal Marketing: Develop joint campaigns based on existing activities in the current marketing planInside Sales: Activate this team to help drive awareness / attendances of marketing or eventsSales Enablement: To drive awareness and usage of Sales enablement materials relevant to the defined GTM and contribute to custom made enablement.

Qualifications

ExperiencePrevious experience managing partners with direct knowledge in large technology deals, with special focus on Industrial software used in capital projects and operational facilities.Experience in technical marketing for Industrial/Manufacturing is a plusExperience within large organizations and familiarity with working with other regions outside the US (ideal)Experience with Salesforce.com is a plusAchieve quarterly business metrics for Alliances in your region. These include: Alliance Partner Influenced Bookings, Alliance Partner Sourced Pipeline, LOB/BU License Revenues. Proven directly related experience, progressing to senior level role(s)Business and Account Planning meetings.Bachelor of Business Administration (BBA) or related fieldKnowledge and Skills RequiredAbility to negotiate win/win outcomes between peers and partners alike.Ability to map Hexagon PPM's value propositions into a partner's strategic priorities to create compelling events for their sales force.Passion / interest in technologyExcellent written and verbal communication skillsAble to present information and ideas in a team or individual settingHighly developed, clear concise and compelling communication skills.Strong presentation skills and ability to articulate complex technology simply.Well-developed business acumen and understanding of business strategy.Excellent conflict management skills, with the ability to be fair & firm.Knowledge of the software industry within Enterprise Applications desired.Detailed experience with Microsoft applications such as Outlook, PowerPoint, Word and Excel.Excellent relationship and influencing skills.May require up to 50% travel within the region and periodically other regions. -Job SummaryReq# ID: 2021-7269Division: PPM US# of Openings: 1Category: Sales/Account ManagementTravel %: 50%Relocation: No

Keywords: Hexagon Group, Houston , Senior Alliance Partnership Consulting Lead - PPM Alliances ( Americas), Professions , Houston, Texas

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