Director of Alliances


United States of America
  • Job Type: Full-Time
  • Function: Sales
  • Post Date: 06/10/2021
  • Website:
  • Company Address: 6210 Stoneridge Mall Rd, Suite 450, Pleasanton, California 94588, US

About ServiceChannel

ServiceChannel provides facility managers with a single platform to source, procure, manage and pay for facility maintenance and repair services from commercial contractors across their enterprise. By providing a real time, web-based view of service data across all trades, locations and contractors, facilities managers drive significant brand equity and ROI for their organizations without outsourcing or investing in new infrastructure.

Job Description

ServiceChannel is the leading cloud-based service automation platform for facilities management. We offer a single platform to source, procure, manage and pay for repair and maintenance services from commercial contractors. We are a high growth, late stage startup with fantastic product-market fit, and trusted by more than 500 global brands like Cole Haan, Bloomin’ Brands, CVS Health, Louis Vuitton, Allbirds, and Under Armour. We are committed to creating a great product for our customers and a great work environment for our employees to succeed professionally and personally, landing us on Wealthfront's Career-Launching Companies List for the second year in a row.

Partnerships are the foundation for driving market preference for the ServiceChannel Platform and play a significant role in generating new opportunities for our Sales teams. ServiceChannel’s expanding Alliances team acts as the master-mind behind these strategic relationships.! The Director of Alliances will lead a team responsible for expanding existing alliances and developing new relationships like Microsoft and ServiceNow, our expanding ecosystem of technical alliances like Checkr and Good Data, and various strategic alliances that may include companies such as Wal-Mart, CVS, Barnes & Noble, etc. These partnerships and the broader partner ecosystem form the foundation t of ServiceChannel’s go-to-market strategy and longer-term strategic innovations as the company expands in the industry.

This role will serve as the primary point of contact for our ServiceChannel alliances and partnerships. The Director of Alliances should be comfortable playing a player/coach role, and owning key relationships across the business as we continue to build the team.
In addition to the external business development efforts, the Director of Alliances will need to work across the organization to build, develop and manage elements of various developer programs and technical alliances. This individual will need to work cross-functionally across ServiceChannel teams including Sales, ChannelSales, Marketing, Product Management, Development/Engineering, Pre-Sales,Finance, Legal, Customer Success, Support, and Learning and Development. This person will be charged with establishing a shared vision between ServiceChannel and the partner, developing and executing strategic plans and nurturing and maintaining key executive relationships.

Key Responsibilities

  • Manage business development efforts and go-to-market strategy with various strategic and technical alliances.
  • Develop and expand business relationships with cloud and platform alliances
  • Develop relationships with technical alliances which may include companies that build integrations with New Relic, and other types of technical services

Required Skills & Experience

  • 10+ years of experience in the software and technology industry in a business development, strategic alliance and/or partner management function/role
  • Relationships with key executives in the cloud, SaaS and IT industry including companies such as AWS, Google, Microsoft, IBM, ServiceNow, VMware, SAP, Oracle, Salesforce, Adobe, etc
  • Experience with direct and indirect sales and go-to-market initiatives with Enterprise SaaS platforms
  • Experience enabling enterprise sales organizations, and programs such as solution selling
  • Experience selling and marketing solutions via cloud marketplaces
  • Demonstrated track record of successful quota attainment in a sales and alliances role, tracking all types of measurements including sell through, sell to and sell with (partner influence)
  • Demonstrated aptitude for emerging industry trends including digital transformation, DevOps, Microservices, Containers, Orchestration, Cloud Adoption
  • Familiarity with Cloud environments, Containers, IaaS (AWS, Azure, GCP), PaaS, SaaS, Kubernetes
  • Experience motivating, leading, developing a team of go-to-market professionals
  • Aptitude to develop, negotiate, and implement partner business plans that drive partner revenue goals
  • Ability to develop new strategic alliances and field partnerships
  • Ability to work independently and in a team environment
  • Experience working with partners, channel, and integrators to build strategic programs that drive demand and sales
  • International go-to-market experience
  • Ability and willingness to travel up to 50%

Why Work for Us?

Our work environment is dynamic, collaborative, and entrepreneurial - We are firm believers in working to live and not living to work. Don’t get us wrong, we work hard and do what it takes to get the job done, but we value a healthy work/life balance and have a lot of fun along the way. Our company is filled with foodies, music lovers, travelers and sports nuts. We are looking for energetic, positive, creative problem solvers who don’t mind digging in and getting their proverbial hands dirty.

In addition to striving to create the best possible environment for our ServiceChannel team members, we also support them outside of work as well through generous medical, dental, and vision insurance, life insurance, 401k with match, a flexible time-off policy, and paid parental leave. Our greatest benefit, however, is our amazing ServiceChannel team!

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Disclaimer: Local Candidates Only
This company does NOT accept candidates from outside recruiting firms. Agency contacts are not welcome.