Teaming Manager/Director - Public Sector Professional Services

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The ideal candidate for the Salesforce Professional Services Public Sector Teaming Manager position is a confirmed professional services industry authority with a track record of forging strategic alliances with large, medium, and small businesses, driving effective channel marketing strategies, and driving significant revenue growth through robust partner relationships.

The ideal candidate will bring:

• Teaming and go to market strategies from the perspective of a Professional Services organization seeking growth while maintaining quality
• In-depth knowledge of the software market "cloud marketplace," acquisition processes and subcontracting, and experience with the methods, pricing strategies, and partnering/teaming strategies that deeply impact win percentages and positive customer outcomes
• Experience identifying and developing relationships within the Salesforce partner ecosystem
• Strong executive presence and presentation skills who can collaborate with internal and external teammates to align diverse customers on a common path forward
• A creative and innovative "let's build it" spirit to help develop repeatable approaches, sales plays, and other re-usable assets that can be demonstrated across the Salesforce professional services public sector Operating Unit

Responsibilities:

• Negotiate and run partnership agreements, ensuring that all terms are met and both parties derive maximum value in collaboration with the Contracts and Professional Services Sales teams.
• Monitor the sales footprint of partners and find opportunities to team
• Establish SBA Mentor-Proteges and be a great partner to bring the MP into professional service opportunities that are mutually beneficial
• Host events to develop relationships between professional services and the Salesforce partner ecosystem
• Provide regular updates and strategic insights to senior leadership, highlighting partnership progress, challenges, and opportunities.
• Establish key performance indicators (critical metrics) to measure the success of alliance and channel initiatives
• Collaborate with Professional Service Sales teams, Partner Alliances, and Capture Leads to develop joint business strategies and go-to-market plans that involve strategic partnerships
• Support RFx, Market Survey, Sources Sought responses which involve partnerships
• Drive execution of demand generation and marketing activities, growing market visibility and revenue for joint offerings by encouraging key relationships and advancing deals to wins;
• Participate in alliance joint cadences and coordinate pre- and post-execution plans for events such as sales QBRs, kick-offs, webinars, conferences, and client roundtables
• Work with leadership, Legal, and Risk teams to facilitate alliance agreement creation and maintenance, ensuring compliance with goals and standards
• Coordinate and collaborate closely with internal product and services seller and delivery teams, and operational support teams such as pricing, proposal, and contracts to refine strategies and capture activities
• Recommend new processes, tools and approaches to manage partnerships

Located in the Metro DC area

Qualifications:

• 15+ years of experience in a technology
• 5 year(s) in Partner & Alliance Management, relationship management or related field, with a track record of driving demand generation and successful programs
• Experience developing Master Teaming Agreements
• Understanding of Prime and Subcontracting strategies desired
• Experience developing new professional service sales channels (e.g. AWS Marketplace)
• Experience with Public Sector contract vehicles, partnership structures (e.g. Mentor-Protege, SIBR, CTA)
• Experience and executive presence in briefing senior executives and working with portfolio teams who also have direct relationships with partners
• Experience with developing and maintaining effective long-term business relationships with industry partners who sell into US Federal Civilian, US National Security, US State & Local, US Education, US Non-Profit and Canadian markets.
• Demonstrated expertise in the business development life cycle and solution-selling methodologies
• Experience with Public Sector cloud environments, Software-as-a-Service (SaaS), Platform-as-a-Service (PaaS), and Infrastructure-as-a-Service (IaaS) is strongly preferred
• Bachelor's degree or equivalent experience
• Ability to acquire/maintain a federal "public trust" security clearance or higher
• Metro DC area, occasional travel outside of the area (average less than 25%), variable

Must be a U.S. Citizen operating on U.S. Soil with ability to meet customer and government screening standards applicable to this role, including a Criminal Justice Information Services screening with fingerprint scan. Due to the citizenship requirement for this role, which supports U.S. federal, state, and/or local government customers, citizenship will be verified.

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