Senior Alliances Manager

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We are seeking a dynamic and experienced Senior Alliances Manager to lead and expand our relationships with Global Systems Integrators (GSIs) and strategic SI partners. This role will be responsible for developing and executing our GSI strategy, with a primary focus on penetrating Deloitte’s SPPM practice, unlocking new growth opportunities, and triangulating our efforts with Workday and other technology partners. The ideal candidate will have a proven track record of driving partner-led revenue, co-sell motions, and executive engagement while fostering trusted relationships across the GSI ecosystem.

What You'll Do:

• Own and manage key GSI partnerships, with a strong emphasis on Deloitte and other strategic regional partners, driving joint go-to-market (GTM) execution, pipeline growth, and partner-influenced revenue.
• Develop and implement comprehensive partner business plans, focusing on sales enablement, solution alignment, co-marketing, and joint pipeline generation.
• Work closely with Workday and other tech alliances to drive market synergy, solution integration, and co-sell motions across our strategic ecosystem.
• Drive partner engagement and trust by aligning incentives, sales motions, and field collaboration with both partner and Varicent sales teams.
• Expand regional SI and boutique partner relationships, identifying high-impact partnerships that complement our enterprise strategy.
• Enable sales teams on partner capabilities, joint GTM plays, and co-sell opportunities, ensuring seamless collaboration between sales and partner teams.
• Lead executive-level engagement between Varicent and partner organizations to reinforce strategic alignment and executive sponsorship.
• Measure and optimize partner performance through deal tracking, revenue attribution, and continuous program improvements.
• Collaborate cross-functionally with Sales, Marketing, Product, and Customer Success to drive scalable partner impact and execution.

What You'll Bring:

• 10+ years of experience in alliances, channel sales, or business development, with a strong focus on GSI partnerships (Deloitte, Accenture, KPMG etc.).
• Deep understanding of co-sell models, influenced revenue, and enterprise software sales cycles.
• Experience working with technology partnerships, especially Workday, is a plus.
• Strong executive presence and relationship-building skills, capable of engaging senior leaders internally and externally.
• Proven ability to develop and execute partner GTM strategies, drive sales alignment, and generate incremental revenue through partnerships.
• Excellent communication, negotiation, and program management skills.
• Ability to navigate complex partner ecosystems and drive results within a fast-moving SaaS environment.
• 25%+ travel (when applicable) for partner meetings, QBRs, and field engagement.

Success Factors:

1-3 Months:

• Establish key relationships with internal stakeholders and strategic GSI partners.
• Develop a deep understanding of Varicent’s product, partner ecosystem, and GTM strategy.
• Conduct a gap analysis of current GSI and SI partnerships, identifying areas of improvement and growth potential.
• Create a structured engagement plan for top GSIs and boutique SIs, including Deloitte SPPM.
• Define and initiate joint GTM activities, including sales enablement and co-marketing efforts.

4-6 Months

• Execute initial partner business plans with defined KPIs and success metrics.
• Drive measurable pipeline growth through GSI and SI co-sell initiatives.
• Establish and solidify joint solution positioning with Workday and other key tech alliances.
• Secure executive sponsorship and alignment from both Varicent and strategic partners.
• Implement a partner performance dashboard to track influence, sourced revenue, and engagement levels

7 Months & Beyond

• Execute initial partner business plans with defined KPIs and success metrics.
• Drive measurable pipeline growth through GSI and SI co-sell initiatives.
• Establish and solidify joint solution positioning with Workday and other key tech alliances.
• Secure executive sponsorship and alignment from both Varicent and strategic partners.
• Implement a partner performance dashboard to track influence, sourced revenue, and engagement levels.