Full-Time

Alliance Manager

Posted on 4/18/2024

Box

Box

1,001-5,000 employees

Cloud content management and collaboration platform


Senior

San Francisco, CA, USA

Required Skills
Sales
Marketing
Requirements
  • 5+ years of Sales, preferably to large organizations
  • Prior experience in Content Management, Cloud and/or SaaS sales
  • Prior experience working with Resellers, System Integrators or ISVs
  • Demonstrated track record of successful quota attainment in a commissioned sales role
  • Experience collaborating with marketing to support partner requirements
  • Ability to develop and implement partner business plans that drive partner revenue goals
  • Resilient sales leader who adapts to change quickly and executes with a growth mindset
  • Experience working in matrix environments
Responsibilities
  • Oversee and manage all IBM sales initiatives, track pipeline and close deals for specific agreed upon revenue goals, provide sales support to ensure IBM is competitive and capable to win business
  • Drive Seller engagement in US and Canada
  • Execute on the WW Strategy in region to accelerate watsonx.ai with Box and IBM
  • Expand relationships and enable IBM by developing go-to-market strategies that are executed in the field
  • Secure revenue commitments from IBM and accurately forecast within SFDC
  • Facilitate, develop and manage sales enablement and training plans to ensure IBM is equipped to position products/solutions and compete effectively to meet revenue objectives.
  • Evangelize the partnership including joint value proposition with sales teams to ensure awareness and collaboration
  • Develop IBM business plans and program objectives to support revenue commitments
  • Conduct Quarterly Business Reviews, measuring IBM performance against pre-established business metrics
  • Collaborate with Marketing to drive the creation and utilization of sales collateral as well as demand generation programs and campaigns that drive IBM revenue.
  • Understand each partner's sales process to optimize opportunities for additional field traction and incentives
  • Manage day-to-day partner relationship and interface between IBM and Box
  • Effectively work with sales team to insure that leads generated through IBM and marketing efforts are converted into paying accounts and to identify Box customer needs that could be satisfied with a partnership
  • Demonstrate Box’s value proposition to the IBM Executive, Sales, and Technical teams to drive continued success
  • Serve as the subject matter expert for the channel to the Box’s regional sales teams

Box is a Cloud Content Management platform offering secure collaboration, powerful e-signatures, simplified workflows, 1,500+ app integrations, an open platform with APIs and SDKs, content migration tool, and admin controls. It serves over 87,000 businesses globally, including AstraZeneca, General Electric, P&G, and The GAP.

Company Stage

IPO

Total Funding

$1.2B

Headquarters

Redwood City, California

Founded

2005

Growth & Insights
Headcount

6 month growth

4%

1 year growth

15%

2 year growth

23%

Benefits

Health and Wellness

Family Support

Generous Time Off

Financial Benefits

Community

Evolving Workplace

INACTIVE