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Focused on delivering strategic alliances that drive substantial and mutual benefit to firm, client and vendor. I’m a driven and versatile team player offering over 24 successful years’ digital experience, significant industry knowledge and a track record of building profitable alliances that scale.
Key skills and focus
- Industrialising alliances, scaling and building strategic relationships with partners through the whole customer buy-flow lifecycle.
– Determining addressable market and territory & quota management.
– Developing proposition and go-to-market tactics that can be scaled and repeated to create sustainable
pipeline.
– Relationship management within the alliance, regular cadence, target planning and management of joint partner revenue (influence).
– Co-innovating and co-developing intellectual property within alliances.
– Mentoring and motivating teams to drive sales success, providing subject matter expertise into sales
motion
– Communicating value and ROI through expert sales and client relationship management to enterprise
clients at executive level.
– Advocating within client enterprises, providing strategic context, consulting and demonstrating
instruments of change over time, leading to transformative business,
– Listening to the voice of the customer, creating vision and storytelling to break down complex sales into value first selling.
– Development of practices to service alliances
– Contract management and negotiation