Strategic Alliance & Partners Manager (Remote based, EMEA preferred)

Job description

Dalet empowers media-rich organizations to transform their production and distribution workflows – accelerating media operations, maximizing collaboration and creating higher value from content. As a leading media technology and service provider with over three decades of innovation, our software solutions enable greater control, enhanced visibility and increased productivity for content professionals and storytellers around the globe. Leading organizations such as Fox Networks Group, Arsenal Football Club, MediaCorp, Audi, and the BBC trust Dalet to support their daily content operations. Our team is driven by a passion for media and committed to empowering a world where compelling stories are beautifully made, effortlessly told and thoughtfully delivered.


With customer success as a top priority, Dalet is transforming its business model and solution offerings from license-based to subscription and SaaS. The Strategic Alliance & Partners Manager will play a key part in this transformation, developing partnerships that will help Dalet become a leading provider of subscription-based media workflow solutions.


Learn more at www.dalet.com and https://www.linkedin.com/company/dalet-digital-media-systems


ROLE DESCRIPTION 

Dalet is looking for an outstanding B2B partner manager, experienced in developing strategic alliances and efficient channel partner programmes. This a highly commercial role that requires assessing, selecting and consulting with partners (both technical and strategic/channel partners) to set commercial strategy and establish long-term mutually beneficial relationships. Business targets will be set in close collaboration with Regional Business Managers and Sales directors. The role works across multiple functions within the organization, including Customer Success and R&D. 


Experience working in SaaS environments and understanding recurring and OpEx business models is essential, as this role will help drive the company’s business transformation.


A relevant background in the media production / distribution industry is desirable, but not mandatory.


Responsibilities

  • You will be responsible for the delivery of a specific and defined revenue quota, in collaboration with the Business Unit
  • Establish and maintain strategic alliances with SaaS infrastructure vendors, agreeing preferential rates and managing co-marketing requirements
  • Evaluate, recruit and activate reseller partners
  • Own, build, develop and manage the channel partner strategy, including SaaS offerings
  • Identify key stakeholders to build relationships and credibility within those partner organisations, and help them realise the full potential of the Dalet business
  • Drive one-to-one and scaled Partner engagement to train and enable their sales teams to bring the best Dalet experience to their customers
  • Lead Partner marketing events in collaboration with sales, marketing and other internal stakeholders 
  • Establish relationships with the key distributor personnel to ensure that we build a seamless and effective sales process
  • Work with relevant sales account managers on account mapping and opportunity management where applicable
  • Maintain and execute relationships at all levels of the company and facilitate interaction with different partner types

Requirements

  • 4 years proven experience in channel partnerships (SaaS background essential)
  • Proven track record of growing partner revenues by creating innovative and differentiated SaaS-based offerings and managed services 
  • Proven track record enabling channel partners, creating and delivering successful partner programmes 
  • Experienced working with large project in complex organisations 
  • Goal-driven with exquisite negotiation capabilities 
  • Solid analytical, critical thinking and problem solving skills 
  • Highly organised
  • Excellent written and spoken English 
  • Strong presentation and public speaking skills 
  • Self-starter and team player 
  • Strong propensity to take initiative; thrive on change and ambiguity 
  • Travel, when safe to do so, will be required, up to a third of the time