Alliances Manager

We're looking for a
Alliances Manager This role is Remote
The Alliances Manager is an individual contributor role responsible for managing and growing a
diversified portfolio of channel partners in the Australia and New Zealand ('ANZ') region. The existing partner eco-system includes but is not limited to Global System Integrators (GSI's), Delivery Partners, Value Added Resellers, Referral Partners, “Big Four” Consultancy Firms. Reporting in region to the Regional Vice President, Alliances APJ, the alliances team is an overlay business unit ultimately responsible for supporting the revenue generating focus of the sales and account management teams by increasing the contributions of “Partner Sourced” revenue in the region.
Ideal candidates will:

• Have a proven ability to work strategically with internal cross functional teams including, sales, account management, marketing, solution consultancy etc., and externally with partner field sales organizations in driving GTM activities.
• Have previous selling or alliances experience in the ANZ market and be able to manage the

different parts of the role: partner prospecting, creation and execution of joint GTM strategies,
field sales support on partner related activities, management of partnership contracting and
continuous relationship building. * This individual will be focused on optimizing our existing portfolio of ANZ partners as well as
establishing new strategic partnerships to support ongoing growth in the region.
In the role you will...

• Develop and implement joint go-to-market strategies with the ANZ partner ecosystem.
• Run structured cadence with partners, including i.e. yearly business plans, QBRs, weekly

meetings etc. * Enable the field to engage with partners and drive field engagement in accordance with the
partnership strategy. * Develop relationships with both internal enterprise field organization and field organizations of
our partners. * Enable the effective referral of sales opportunities from partners; supporting the Company's
sales efforts. * Develop targets/indicators to measure success with key partners.

• Achieve and exceed annual and quarterly revenue target

You have what it takes if you have / are ...

• Bachelor's degree in Business, Marketing, IT (or a related field) is preferred but not essential
• 5 years+ experience in a related Alliances/Channel/Partnership role in the software/technology

industry or * 5 years+ experience in a software/technology field sales role with demonstrable experience in
having regularly leveraged partner eco-systems as part of sales motions. * Proven experience of translating marketplace opportunities into the value of partnering

• A track record of exceeding company sales or alliances quotas
• Hard-working, persuasive, diligent, self-motivated, and productive, with a strong drive to

achieve results with minimal supervision. * Excellent communication, analytical, presentation, time management and organizational skills.

• Excellent conflict resolution skills
• Openness to be coached, passion for winning, and ability to resolve.

Extra dose of awesome if you have / are ...

• Experience in the HR Technology/Human Capital Management domain.
• Strong existing relationships and a track record of success with GSI's and Consultancy firms

Total Rewards:
At Cornerstone, our transparent total rewards program is based on three core tenets: equitable pay, market dynamic research, and skill-based appraisal.
In Australia, The base salary range for this position is: 103500 - 165600 AUD. If you work outside of Australia, the salary range may be different and will be applicable to your country, currency and market.
In addition to competitive base pay, the compensation package for this role may include other incentives like bonus or commission, along with a generous benefits package.
Where an individual's pay falls within the range is determined by factors including, but not limited to, job-related skills, experience, and relevant education or training.
Our Culture:
Our mission is to empower people, businesses and communities. A culture created less by what we do and more by who we are. When people ask what our team is about, we point to our core values: champion customer success, bring our best, achieve together, get stuff done, and innovate every day. We're always on the lookout for new, curious and capable people who can help us achieve our goal and we are seeking diversity in the people who join our team. We want to make sure that our company reflects the demographic of our customers, clients, and the communities in which we operate. So if you want to work for a friendly, global, inclusive and innovative company, we'd love to meet you!
What We Do:
Cornerstone is apremier people development company. We believe people can achieve anything whenthey have the right development and growth opportunities. We offerorganizations the technology, content, expertise and specialized focus to helpthem realize the potential of their people. Featuring comprehensive recruiting,personalized learning, modern training content, development-driven performancemanagement and holistic employee data management and insights, Cornerstone'speople development solutions are successfully used by more than 100 million+ people in 180+ countries and in nearly 50 languages.
Cornerstone takes special care to ensure the security and privacy of the data of its users.
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