Director, Strategic Alliances (AMER)

Strategic Alliances Director- AMER

More than a mission, C2FO is a movement that is disrupting the financial world and changing the way businesses gain access to the working capital they need to grow. Here, everyone is an employee-owner which means we’re all invested in our work and our team members. We’re a company of team players and self-starters, finding new and innovative ways to get things done. If you’re excited to learn, grow and leave your mark on our fast-growing organization, C2FO may be the place for you.

About C2FO

Headquartered in Kansas City, USA, C2FO has more than 500 employees worldwide, with operations throughout North America, Europe, India, Asia Pacific, and Australia. C2FO is the world’s largest on-demand working capital platform. Our mission is to ensure every business has the capital needed to thrive and we have delivered more than $350 billion in funding to businesses since our founding. How do we do this? By providing fast, flexible, and equitable access to low-cost capital through our easy-to-use platform.

We provide technology with a human touch, giving our customers the direct support they need and ensuring our team members have the tools, resources, and work environment they need to deliver on our promise to customers. With the C2FO platform, businesses worldwide have more working capital to fuel their growth, create jobs and develop new products.

Benefits

At C2FO, we take care of our customers and our people – the vital human capital that helps our customers thrive. That’s why we offer a comprehensive benefits package, flexible work options for work/life balance, volunteer time off, and more. Learn more about our benefits here. (https://www.c2fo.com/amer/us/en-us/about-us/careers)

About The Channels And Business Development Team

Our team is focused on strategic pipeline creation for our global Enterprise Sales organization. This team is responsible for targeting new Global 2000 enterprises and developing a sales pipeline with finance, treasury and procurement leaders to grow C2FO’s client list. The core functions within the team include business development and channel sales with select system integrators, consulting firms, ecosystem partners and our existing C2FO platform customers (buyers and suppliers). This team collaborates extensively with our marketing, product, account management and sales operations Associates. The goals for this team are directly tied to revenue generation and our team is key to the global growth of C2FO.

About The Strategic Alliances Director

As the Strategic Alliance Director (reporting to the Global Alliances Leader), you will play a critical role in building and expanding our relationships with our AMER Alliance Partners (Global System Integrators and Advisory firms) with a strong focus on enterprise deal execution. While this role will be an individual contributor, it is a strategic position that requires a blend of leadership, GTM strategy, technical acumen, and the highest standards of integrity in all dealings. This role is an instrumental component to C2FO’s Enterprise Sales efforts to expand our current base of leading Global 2000 Clients. The primary purpose of this Associate is to manage the day-to-day relationships with our strategic alliance partners and proactively seek growth opportunities to expand the influence of these partners. We are seeking a highly creative thinker who can help us create and foster a comprehensive strategic alliances strategy to position C2FO as a “must have” solution alongside other industry leading partners in the E.S.G, Finance, Treasury, Procurement, Payments, Banking, System Integrator and Consulting spheres of influence.

Essential Duties

• Manage and implement partnership strategies with select GSI’s, Advisory firms and other select Alliance partners.
• Take full ownership driving revenue for a portfolio of dedicated GSI and Strategic Partners.
• Work with the broader internal team (sales, marketing, product, sales operations) to achieve Channel Sales KPI’s for prospective customer meetings, opportunities and new contracts.
• Manage pipeline reporting between partners and our Enterprise Sales team and oversee reporting and OKR attainment metrics in collaboration with sales operations.
• Collaborate with marketing to facilitate the creation of enablement materials.
• Support the planning and lead broader team involvement for partnership engagements including events, webinars and sponsorships.
• Lead training sessions for educating our partners on our joint value proposition and best practices for introducing customers to C2FO and setting meetings for our Enterprise Sales team.
• Team/Partner/Collaborate with our sales operations team to request improvements to our targeting, reporting, crossover analysis, pipeline reviews and other standard processes and systems including SFDC, Paper flite, SalesLoft and any new alliances software or processes.
• Travel to meet with partners as well as to attend conferences to facilitate introductions, meetings and help drive pipeline.
• Support with negotiating and executing partnership agreements with new alliance partners and work with the sales operations team to track partner contracts, lead submission criteria and payouts of partnership agreements.
• Own the annual partnership planning process, including joint investments, marketing and enablement plans that directly drive C2FO licenses and service offerings Responsible for the development of the sales strategy and execution.
• Track pipeline and independently measure success with assigned alliance partners, cultivate areas of opportunity, and identify areas of improvement.
• Meet or exceed monthly, quarterly, and yearly revenue targets as well as track leading and critical KPIs that accelerate C2FO adoption.
• Take on other duties as needed with the Global Alliances Leader and SVP of Channels and Business Development.
  
  

Who You Are

• Have a partnership mindset.
• Experience developing and implementing partnership strategies with GSI’s and Advisory firms.
• Ability to understand and navigate complex GSI relationships.
• Experience driving partner go-to-market campaigns that include cross-functional teams across sales, marketing, and partners.
• Experience engaging and influencing executives at GSI’s.
• Experience owning, driving, and managing partnerships against targets and KPI’s.
• Excellent communicator and active listener with a strong sense of ownership in the work.
• Manage growth plans with current and prospective Alliance partners.
• Ability to use a clearly defined methodology for establishing priorities.
• Ability to proactively develop partner relationships by listening to, understanding, anticipating, and providing solutions to partner and partners' customer needs.
• Passion for serving as the voice of the partner internally and working cross-functionally with enterprise sales, product, engineering, and marketing.
• Possess excellent interpersonal, communication, and influencing skills with the ability to work with stakeholders across different functions and levels, both internally and with partners.
• Are a creative thinker who can collaborate deeply with our partners and internal teams to develop compelling experiences and tightly integrated joint value propositions.
• Have a team-centric, self-starter with the ability to an excel in a dynamic, white space, and fast-moving startup environment.
• A strong leader with experience working with various internal and external team members from sales, accounting, marketing, product and legal.
  
  

Basic Qualifications

• Bachelor's degree in a business or technology-related field or commensurate experience.
• 7 years’ experience in strategic alliances, consulting, business development or combination.
• 5 years of proven experience managing and developing strategic alliances, preferably from within a SaaS organization or equivalent business and consulting experience.
  
  

Preferred Qualifications

• Previous strategic alliances experience with a SaaS company targeting Global 2000 B2B Enterprises.
• Experience in strategic alliances, fintech, consulting, preferred.
• Proficiency in Microsoft suite (especially Outlook, Excel, and PowerPoint).
• Experience in utilizing sales methodologies, metrics, processes, and tools.
• Experience with Salesforce.com or other Customer Relationship Management (CRM) software is a plus.
  
  

Commitment to Diversity and Inclusion

As an Equal Opportunity Employer, we not only value diversity and equality, but we also empower our team members to bring their authentic selves to work every day. Our goal is to create a workplace that reflects the communities we serve and our global, multicultural clients. We recognize the power of inclusion, emphasizing that each team member was chosen for their unique ability to contribute to the overall success of our mission. 

 We do not discriminate based on race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. All employment decisions are based on qualifications, merit, and business needs.