Global Alliance Director – Technology and Systems Integration Partnerships

As the most trusted global leader in data-first contract lifecycle management (CLM) software, Agiloft helps organizations manage the end-to-end process of proposing, negotiating, signing, and leveraging contracts using our flexible Data-first Agreement Platform (DAP). With contract data as the foundation, customers quickly and collaboratively reach agreement and leverage contract visibility to thrive with competitive advantage. Employing powerful, pragmatic artificial intelligence as a legal force multiplier, and robust integration capabilities as a data liberator, organizations around the world trust Agiloft’s certified implementers to deliver connected, intelligent, and autonomous solutions across the entire contract lifecycle.

Top analysts like Gartner, Forrester, and IDC agree, all showing Agiloft as a leader in the CLM space. Our no code platform is easily managed and administered by business users, which is why Agiloft is the contract you keep: nearly a full 100% of new customers are satisfied with their initial implementations, and some 97% of customers renew every year. Ours is a growing, vibrant, successful company that is at the forefront of a market that is becoming a must-have for all organizations.

We believe that the way to build the strongest, most vibrant place to work is to bring in individuals from all walks of life, and to support them in bringing their authentic selves to their day, every day. Our working philosophy is that “EX = CX”: when employee experience is excellent, so is customer experience. We support multiple Employee Resource Groups (ERGs), and offer a working environment that supports healthy work/life balance, including floating holidays and a quarterly, no-questions-asked wellness day.

Position Overview

We are looking for a highly motivated team player to join our Agiloft Alliances & Partnerships team who will be responsible for the management and orchestration of a portfolio of strategic partners comprising of a both complimentary Technology Partners (ISVs) and Systems Integration (SI) Partners.  The individual in this role will work closely with many Agiloft Stakeholders to drive alignment across Sales, Product, Marketing and Strategy in order to bring highly differentiated joint solution offerings to market. They will also identify potential ISV and SI Partners for Agiloft, working to recruit and onboard the new partners to ultimately support the overall go-to-market strategy.

This is a key and strategic role that requires a balance of strategy, sales, and a roll-up your sleeves and 'get it done' attitude. In this role, the Alliance Director will define the joint short- and long-term business goals and go-to-market plan with the portfolio of partners around industries and product focus, align with all relevant internal stakeholders in clearly defined “Go-To-Market” plan. The Alliance Director will manage the forecast for influenced and sourced ARR as well as pipeline growth and bookings. This role is essential to ensuring that our ISVs and SI partners are aligned with our Sales reps within the sales process, as well as building and executing on an overall joint account strategy aligned with sales leadership.

Additionally, you must be a highly motivated team player with expertise working in a fast paced, cross-functional manner. You have the ability to be an influencer, establishing relationships at senior, executive, and c-suite levels. You have a proven track record on building partner and sales strategies, executing against those strategies, and delivering results. You will demonstrate a strong business acumen, with the ability to value sell Agiloft’s product and company partnership to a wide audience.

The Alliance Director maintains a deep understanding of Agiloft Technology and articulates Agiloft value propositions to new and growing partners.  This individual will hold accountability for achieving and exceeding the performance targets jointly established with partners in the assigned territory.

• Expand Agiloft’s current partner network by:
• Partnering with Product, Strategy, Sales, Marketing and Alliances to identify new ISVs that are well suited to complement the Agiloft platform capabilities
• Build a recruitment strategy for identified ISVs - including (but not limited to) ApexAnalytics, OneStream, Snowflake
• Onboard new ISVs, including working with the Enablement team to ensure the new partners’ success
• Work with new and existing SI partners at all levels, including key decision-makers, to define and build differentiated joint solutions that may include leveraging our Technology Partnerships, or other Systems Integrator specific IP
• Drive development of comprehensive and differentiated joint go-to-market solutions between our Technology and Systems Integration partners, with tight collaboration across internal Agiloft stakeholders including Product, Strategy, Sales, Marketing, Alliances and Professional Services.
• Build business cases to inform Agiloft investment decisions as well as investments from our partners to pursue joint market opportunities.
• Drive business outcomes with assigned Partners that increase Agiloft’s value and revenue
• Provide consistent partner management to ensure that our Technology and Systems Integration Partners are developing their sales, pre-sales, and delivery capabilities in line with Agiloft strategy
• Work with partners to develop pipeline using a combination of tactics including joint account mapping, co-marketing activities and education & enablement across the partner organizations to surface new demand
• Partner internally with Enablement team to define tailored enablement plan for each partner and as needed for partner success
• Work with Agiloft partners to generate new business in existing accounts and in new markets, as well as ensuring our partners deliver successful Agiloft projects
• Work with marketing to plan marketing events
• Represent Agiloft at conferences, partner summits and various marketing events and align with marketing to ensure maximum pipeline impact
• Maintain ongoing knowledge and awareness of the current marketplace
• Other duties as assigned

• Demonstrated experience building and executing industry vertical GTM motions, playbooks and related integrated technology solutions with multiple stakeholders
• 5+ years building joint solutions between ISVs and Systems Integrators
• 10+ years in Technology Consulting, Systems Integration or related organizations
• Strong track record of exceeding partner revenue targets
• Broad-based business and technology expertise with 10+ years in either alliance management, consulting, or sales with a track record of driving successful business development activities
• Experience of working with partner consulting organizations in multiple cities/verticals
• Experienced in global markets, customs and individual country business protocols and dynamics
• Experience working with multiple Sales teams driving and building the partner ecosystem
• History of successfully developing and leading multiple strategic partnerships, including joint solution design and delivery
• Demonstrated ability to drive significant influenced revenue through partnerships
• Comfortable working with multiple internal teams, from individual contributors to senior executives, as well as building/maintaining positive relationships with clients and partners.
• Sound business acumen skills; thrive in a fast-paced, dynamic work environment
• Strategic thinker who can blend consulting and business strategy to develop compelling plans for new partner initiatives,
• Must be comfortable with complexity and thinking on multiple levels of abstraction; demonstrates use of critical thinking techniques and demonstrate data-driven decision-making.
• Excellent spoken and written communication, interpersonal, relationship building skills
• Ability to work both independently and with a team
• Ability to liaise with and motivate individuals at all levels of the partner relationships
• Willing and able to travel - Up to 30%

• Highly motivated and independent contributor
• High energy, enthusiasm, and passion for the business
• Good knowledge of Agiloft technology and applications products/solutions, platform, and SaaS; Good knowledge of CLM domain such as CLM, Source-to-Contract, Legal Operations, etc.
• Business, Computer Science or Engineering Bachelor's degree (MBA degree is preferred)

Ensuring a diverse and inclusive workplace is our priority. We are committed to an environment of acceptance where you are free to bring your full self to work. All employment decisions at Agiloft are based on business needs, job requirements, and individual qualifications without regard to race, color, religion or belief, national or social ethnic origin, sex, age, sexual orientation, gender identity and/or expression, parental status, marital status, Veteran status, or any other status protected by the laws or regulations in the locations where we operate. If you have a need that requires accommodation during the recruiting process, please let us know by contacting Director, Talent Acquisition, Brad Toothman at brad.toothman@agiloft.com.

Applicants from underrepresented groups such as minorities, veterans, or individuals with disabilities encouraged to apply.

Applications will be reviewed as submitted. There will be no application deadline for this opportunity.