Regional Alliance Manager

Overview:
Xactly has helped thousands of companies and millions of sellers around the world beat their revenue targets. Using the Xactly Intelligent Revenue Platform, leaders look past the current quarter to create revenue streams for long-term growth. It is the only solution that aligns seller behavior with boardroom strategy to create a resilient, predictable and profitable business.

We deliver this 100% cloud solution by unleashing human potential. Our employees live our CARE values by focusing on customers’ success and treat every user of our products as a member of our family. Every one of us is accountable to keep our word, own our mistakes and show up with an optimistic spirit. We respect each other and value the differences that make us diverse. And we strive for excellence in everything we do - from the innovation in our products to the fun at our events.

**THE ROLE**

**The Regional SI Alliance Manager is responsible for building relationships with designated systems integrator/professional services partners to drive revenue and market share expansion for Xactly within a specific geographic region (EMEA South). The focus of the SI relationship is to build skills and capabilities within the SI partner(s) to provide consulting and implementation services for Xactly’s portfolio. The measurable outcomes of this focus is a significant impact to the revenue potential of the SI, while building a community of technical and consulting resources who are evangelists for Xactly’s portfolio and value proposition to customers.**

**Primary job duties are focused on recruiting appropriate SI partners, establishing and leading the strategy and business planning which includes; driving pipeline creation, revenue expansion, cross functional alignment, and GTM execution with the partner(s). The Regional SI Alliance Manager will work within Xactly as well as within the SI partner’s organization through building credibility, effective communication, evangelizing the Xactly value proposition, developing a strategy and cultivating key executive relationships with practice leaders and client account leaders that result in an effective partnership that delivers material impact to the partner and Xactly.**

**This is an individual contributor role and performance will be measured by the following key metrics**:
**Partner staff sales and technical training and technical certifications on Xactly products for implementation services capability, **Joint pipeline creation, **Business opportunity referrals to Xactly from the SI partner, **co-selling and partner influence activity within customers and prospects to drive our mutual business expansion.**

**At Xactly, we believe everyone has a unique story to tell, and these small differences between us have a big impact. When bright, diverse minds come together, we’re challenged to think different ways, generate creative ideas, be more innovative, and take on new perspectives. Our customers come from different cultures and walks of life all around the world, and we believe our teams should reflect that to build strong and lasting relationships.**

**Responsibilities**:

- ** SI partner recruitment and management** within a geographic region (EMEA Sotuh). Develop and own the business partnership and develop a joint GTM strategy.**
- ** Develop a mutual partner business plan and success metrics** that are aligned to Xactly and the partner’s business priorities for the region. Track/Measure partnership KPIs and measure the ROI of program execution.**
- ** Achieve revenue commitments, participate in QBRs, and measure partner performance** against mutual determined business metrics and partnership scorecards aligned to Xactly and partner objectives.**
- ** Drive Go To Market (GTM) activities through SI partnerships**;**
- ** work with Xactly Sales AE’s and partner’s sales team to generate revenue, both net-new and within existing accounts, including joint Go To Customer and Go To Market plans including joint account plans for key accounts.**
- ** Uncover and measure referral business through partnership.**
- ** Team with Xactly Marketing to drive Partner marketing initiatives, demand generation programs and campaigns that drive partner revenue**. Develop and execute joint marketing programs and events. Establish the tone, direction, key value proposition messaging, content, and logistics**
- ** Evangelize the SI partnerships internally**, including joint value proposition selling, amongst the general sales teams to ensure awareness and collaboration.**
- ** Build and nurture relationships with the partner’s practice leaders and client account leaders** to further our mutual business objectives. Effectively collaborate across the partner’s client teams and selling resources and the partner’s ISV practice areas (specifically SalesForce and Oracle practices) that align with Xactly’s value proposition to enable pipeline development, sales wins and implementation