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Senior Product Alliances Manager
Confirmed live in the last 24 hours
Locations
Pleasanton, CA, USA
Experience Level
Entry
Junior
Mid
Senior
Expert
Desired Skills
AWS
Management
Marketing
SAP Products
Sales
Salesforce
Requirements
  • BA or BS required
  • 8+ years of business development and partner management experience
  • Excellent communicator (across teams, internally and externally with partners and customers)
  • Demonstrable contract and c-level negotiation experience: strategic ISV partnerships, OEM and/or reseller agreements
  • Experience in SaaS (Salesforce, Adobe, and other cloud-based software) in a sales, marketing, product management, or alliances capacity
  • Experience creating sales and marketing tools, demos, demo scripts, battlecards, training, etc
  • Demonstrated product and technology aptitude and willingness to learn about technology trends such as digital transformation, AI, cloud adoption, and more
  • Aptitude and experience in developing, negotiating, and implementing partner business plans that drive revenue goals and meet partnership objectives
Responsibilities
  • Manage technology and data partnerships through the entire lifecycle - partner identification, onboarding of select partners, enablement, certification, and go-to-market
  • Establish deep relationships with strategic partners including understanding their strategy, decision-makers, organizational structure, technology solutions, roadmaps, and go-to-market plans
  • Host executive meetings such as quarterly business reviews with input and involvement from key stakeholders
  • Analyze the strategic fit of prospective partners, from financial health to technology and customer approach, and gain consensus on partnership opportunity from stakeholders across Veeva
  • Manage and extend the partner programs to ensure product and customer success
  • Define criteria to support new partnerships: technical requirements, training and certification requirements, go to market requirements and needs, feedback, and monitoring
  • Work with our product teams throughout the buy/build/partner process to identify core areas of opportunity
  • Ensure partners meet the criteria necessary to be in good standing with our customers and our internal teams, identify and track success metrics
  • Work with legal, product teams, strategy, marketing, and other stakeholders to define contractual requirements, business case for partnership, and to negotiate the agreements where necessary
  • Develop and manage global go to market plans, initiatives and including activities such as education and awareness for the field facing teams, strategic account collaboration, and support for customer initiatives
  • Collaborate with Veeva Marketing to create sales tools, datasheets, case studies, field enablement activities, event sponsorship, Veeva Summit, and mutually beneficial joint marketing activities
  • Ensure consistent messaging internally and externally and that partners understand and adhere to branding and trademark guidelines for PR and other communications and outreach
  • Work as the primary point of contact for partners and Veeva stakeholders and as a liaison between our partners and our product teams
  • Manage the collection of partner and customer feedback related to partner integrations and use that feedback to improve partner programs and relationships for the benefit of our mutual customers
  • Track customer success and adoption
Desired Qualifications
  • Experience developing and leading customer or partner advisory boards, customer surveys, and other “voice of the customer” programs
  • Life Sciences industry experience
  • Relationships with key executives in the cloud and SaaS industry including companies such as AWS, Google, Microsoft, SAP, Adobe, etc
Veeva Systems

1,001-5,000 employees

Cloud computing services for pharmaceutical companies.
Company Overview
Veep's mission is to help R&D, quality, and regulatory teams eliminate inefficiencies and bring high-quality, safe, sustainable products to market without compromising quality. The company builds cloud-based tools for pharmaceutical research.
Benefits
  • Parental leave
  • PTO
  • Free food
  • Health, dental, & vision insurance
  • Gym membership reimbursement
Company Core Values
  • Do the Right Thing
  • Customer Success
  • Employee Success
  • Speed