Channel Alliances Manager at Khoros

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Overview
Job Summary:
The Business Development team at Khoros is looking for a Channel Alliances Manager to function as the sales lead between the Khoros new business sales organization, customer success organization and the external partners within the Khoros ecosystem. Success in this role will mean exceeding aggressive goals for ecosystem sourced new business opportunities, exceeding sales quotas on integration sku's as well as leveraging our integration ecosystem to influence customer renewals. This person will maintain relationships with a growing list of partners across the globe and be the main point of contact for all sales interactions to provide expertise in these respective channel markets. The type of person that will thrive in this role is a well-rounded sales person, has great communication skills, is hungry to learn, can command a room, enjoys building relationships, is highly organized and can get passionate about evangelizing the story of an open platform to external constituents.The Business Development team is responsible for identifying, creating, and fostering the strategic relationships with ecosystem partners. We also manage the relationships and processes that interface with the Khoros product development, marketing, sales, and services teams. Our group is known for being a demanding, result-oriented, high-performance team and are looking for a self-starter with excellent emotional intelligence skills to take on projects that promote the value of our integrations and partnerships to customers, internal stakeholders, and external partners. This requires the ability to strategically sell joint-value with a prospect, customer and partner while balancing multiple priorities, uncover insights from our existing data, and improve our team processes. The ideal candidate will be in the CST/EST time zone.
Responsibilities:
  • Generate, coordinate and meet sourced and influenced deal quotas with partner channel sales opportunities with Khoros prospects and customers
  • Collaborate with sales team and meet aggressive sales quotas with integration sku's with Khoros prospects and customer base
  • Create and meet integration adoption quotas within Khoros customer base to influence and increase renewal rates
  • Build deep relationships into partner sales organizations including sales reps, pre-sales, and professional services staff
  • Manage external strategic partners throughout all stages of a sales cycle, from inception to close, while considering applicable commercial agreements
  • Collaborate with internal Business Development team, Sales, Enablement, and Product teams on channel sales strategy and execution
  • Qualify channel sales opportunities generated by partner marketing to ensure appropriate level of follow through and commitment including events, webinars, and other lead gen activities
  • Provide analysis of go-to-market programs in order to prioritize marketing efforts
  • Deliver sales enablement and education programs in conjunction with partner marketing to external sales organizations that depict joint value propositions between Khoros and partners
  • Prepare both partner-facing and internal reporting; internal reporting to include opportunity creation and overall pipeline impact of partners
  • Synthesize and present your findings in a clear, articulate, and compelling way

Requirements:
  • 3-5 years of experience in Business Development including experience with channel sales within an ISV, VAR, or similar partner model
  • 2-3 years experience in a quota carrying role (sales or account management) within a SaaS or similar technology organization
  • Have previous knowledge of contracts, RFPs, and other deal cycle activities
  • Self-starter who can thrive with a balance of autonomous work and frequent opportunity for collaboration
  • Experience working with complex relationships and an ability to handle open-ended design projects that may be ambiguous
  • Seasoned prospecting and discovery skills using various methods
  • Results driven, attention to detail and follow-through, and ability to work effectively at all levels within the organization and with partners
  • Passion for cloud technology software, content management, traditional media, social media, and cross-platform integrations
  • Excellent relationship, communication, and negotiation skills
  • Experience with Salesforce.com or other CRM
  • Bachelor Degree (or equivalent); Masters Degree a bonus
  • Ability to travel 50%+

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Technology we use

  • Engineering
  • Sales & Marketing
    • JavaLanguages
    • JavascriptLanguages
    • HTMLLanguages
    • CSSLanguages
    • KubernetesLanguages
    • ReactLibraries
    • ReduxLibraries
    • MySQLDatabases
    • RedisDatabases
    • SalesforceCRM
    • OutreachEmail
    • MarketoLead Gen

Location

Khoros’ headquarters is in Northwest Austin. For the safety of our employees and communities, we’re working remotely during COVID-19.

An Insider's view of Khoros

What does your typical day look like?

My day starts with a quick check of Slack for anything urgent. Daily meetings include selecting new vendors, working on implementations, supporting the business with projects, or having 1x1s. I try to block time for focused project work, daily walks, and lunch away from my desk. In between, I'll catch up on our social Slack channels!

Deb de Freitas

Director, Business Systems

How do your team's ideas influence the company's direction?

It’s our mission to internally plug Strategic Services into every team throughout Khoros. We’re super-users of the product, so we provide input and feedback. We interact with customers daily, so we convey what they’re asking for, and we want to facilitate collaboration to make an even stronger “One Khoros.”

Spike Jones

General Manager, Khoros Strategic Services

What are Khoros Perks + Benefits

Khoros Benefits Overview

Our employees are the heart of Khoros. We live better thanks to our competitive benefits package and employee-first culture. Employees can take care of themselves, their families, and also lead a healthy work-life balance. This includes working-from-home, office, or hybrid, volunteering for their communities, and competitive health & life insurance plans, in addition to wellness benefits and programs. Each Khoros office also features location-specific perks, such as commuter benefits, catered lunches, and recreational clubs. We recently earned a TrustRadius Tech Cares Award, highlighting our strong corporate social responsibility (CSR) efforts.

Culture
Volunteer in local community
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Daily sync
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Highly diverse management team
Unconscious bias training
Diversity manifesto
Mean gender pay gap below 10%
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
Onsite Gym
Team workouts
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Performance Bonus
Match charitable contributions
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Return-to-work program post parental leave
Company sponsored family events
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Paid Volunteer Time
Sabbatical
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Free Daily Meals
Khoros provides Austin employees with free lunch on Monday, Wednesday and Friday and breakfast on Tuesday and Thursday.
Game Room
Stocked Kitchen
Some Meals Provided
Happy Hours
Parking
Recreational Clubs
Relocation Assistance
Fitness Subsidies
$50/month offered for employee wellness
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Time allotted for learning
Online course subscriptions available
Customized development tracks
Paid industry certifications

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