At SoftServe, we are passionate about people and believe in true partnership, whether that’s with our clients or our partners. Like client relationships, partner relationships shape the way we go to market and grow our business. Our aim is to be the most impactful partner to each of our vendor relationships and transform the way our mutual clients do business. The Cloud Field Alliance Executive will drive the execution of the market partner strategy in a given market in collaboration with our leaders, and actively drive towards our partner goals throughout the year. This person must possess a passion for technology consulting and have experience building and managing relationships with partners, clients, and internal stakeholders, as well as proven success supporting sales opportunities. They will engage with partner field sales teams to communicate SoftServe’s differentiation and capability. Specifically, the SoftServe Field Alliance Executive will work with Partner Sales Managers, Sales Executives, Regional Sales Management , and Partner Marketing. The Alliance Executive will build cadence around key activities, including: brokering key relationships between SoftServe and our partners; planning monthly and quarterly sales outreach; facilitating joint campaigns and GTM initiatives; reporting on KPIs and joint opportunities; and broadly collaborating with sales and demand generation teams at SoftServe and our partners. We’re looking for an eager, self-starter who thrives in a fast-paced and somewhat ambiguous environment and is willing to get creative and try something, quickly adjusting to improve outcomes next time. Role responsibilities: Build strong, trusted relationships within SoftServe’s strategic partner ecosystem, including Cloud hyperscalers and related vendors Increase SoftServe’s brand awareness with our top partners through networking, marketing campaigns, partner events, strategic account planning, and more Accelerate adoption of SoftServe’s portfolio of services in the region through a structured partner development plans Foster collaboration internally and externally Build strong and trusted relationships within the SoftServe and partner ecosystem Ensure accurate and thorough pipeline reporting through close collaboration with SoftServe Account Executives and internal and external Partner Managers. Leverage new revenue opportunities by working closely with SoftServe Reseller Business Development Executives to identify and facilitate partnership opportunities Contribute to geo & vertical-specific target account lists and integrated account plans across SoftServe teams Develop, nurture & maintain AE to AE (peer-to-peer) account / territory / vertical sales intensity / alignment Assist with tailored account & vertical industry POVs, industry value maps, and differentiated industry solution offerings Coordinate and collaborate with Partner GTM and Partnership Ops teams on field efforts Regularly hold internal & external cadences around active accounts / opportunities and other initiatives Sponsor official and unofficial vendor partner summits & trade shows; and other relevant local and regional field partnering events Assist with execution of partner marketing plans Serve as partnership SME to SoftServe’s sales teams and supporting resources Contribute to integrated close plans across SoftServe & vendor partner teams. Drive Partner co-selling best practices training and enablement in support of management and growth of joint accounts (i.e. portfolio expansion) Vendor-specific engagement support (i.e. SOW, proposal, partner funding, etc.) Ensure Deal Registration with partners. Regional ownership of Partner KPIs and aligned with SoftServe client facing owner to ensure account level KPIs Generate revenue for SoftServe through the partner sales channel, and partner with sales and practice leadership to plan on territory and account growth plans. Proactively assess, clarify, and validate partner and SoftServe needs on an ongoing basis Develop partner engagement activities such as sales alignment and customer engagement Possess a deep understanding of the partner ecosystem, including incentive programs, enablement offerings, and success measures Proactively identify and manage potential channel conflict posed by the alliance, including developing contingency planning, as well as escalating to SoftServe Executive Leadership when necessary Qualifications & Experience: Minimum BA/BS degree or equivalent experience 5 years experience in partner management, technology sales, business development, and/or consulting/professional services Strong understanding of foundational enterprise technologies (cloud, compute, data & analytics, AI/ML, etc.) Experience with Google Cloud Platform and/or Amazon Web Services is preferred Strong executive presence and comfort in presenting at all levels Highly independent with natural networking skills and self-motivated with the ability to proactively seek out solutions and opportunities Excellent problem-solving ability, negotiation skills and experience in aligning cross-functional teams - marketing, sales, delivery - toward common objectives to increase program ROI. Comfortable with ambiguity, ability to quickly analyze and execute in a rapidly changing environment, take charge and make things happen. Experience in managing a pipeline of future projects or opportunities across a diverse team with keen attention to detail, including comfort in managing to a clearly defined revenue plan Ability to comfortably present and lead discussions with alliance partners and clients to advance the sales process Willingness to travel up to 30% for strategic alliance meetings, field engagement, and other field partnering opportunities. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability, sexual orientation, gender identity/expression, or protected veteran status. SoftServe is an Equal Opportunity Employer
