Emerging Markets Alliance Director

ROLE Overview

Both the domestic and global landscapes continue to grow in complexity as organisations around the world evaluate, select and implement the full HCM spectrum of solutions to ensure continued expansion and prosperity.

The Emerging Markets Alliances Director has a leading role to manage a matrix team to drive this critical activity and deliver rapid growth and expansion throughout Emerging Markets.  

Develops alliances sales strategy, identifies key alliance programs and manages a matrix team to produce  significant impact on sales growth.

Recruit, develop and manage strategic partner alliances/partnerships and opportunity pipelines and ensures the retention, growth and customer satisfaction of key accounts in the Emerging Markets

Evaluates program trends and provides analysis and recommendations to management.

Works toward mutual goals, strategies, and objectives to build awareness and support of overall strategic benefits of the alliance in the assigned regions.

Provides for financial analyses, long-range forecasting and analysis studies associated with potential alliances/partnerships.

Monitors programs to assess the sales impact of the solution(s) in the markets and the overall success of the alliances. Monitors competitor activity in accounts and implements strategies to maintain account ownership and block competitor advancement.

In this role of Emerging Markets Alliances Director

• Has the remit to lead a matrix team to conceive, develop, implement all the necessary activities to ensure that ADP maximizes revenue performance of Partners including Technology, Service, System Integrators and Consultancies will proactively develop and deliver their assigned sales plan in local, regional and Multinational Sales opportunities through driving opportunity, influence and leads to the ADP domestic and Global Sales teams.

• Will be aligning and working with ESI Alliances management, Field Sales leaders, Marketplace leaders, and Strategic Alliances colleagues in the USA.

• Manages and works with a matrix team to execute on regional alliances sales plan, roll out key alliance program, expand partner ecosystem into new markets, and accelerate sales growth across Emerging Markets.

• Partners and collaborates across Business, Product and Marketing Leadership and peer Alliance partners providing alignment to Field Sales, Marketing, Sales Operations, Sales Support and Operations. Driving actions, mutual initiatives, field activity and aligned sales strategies to promote and increase pipeline, opportunities, deal velocity and value in the target region.

• Oversee alliances support for key deals in Emerging Markets involving alliance partners.

KPIS will be defined and agreed, results will be measured by individual and team performance such as Alliances strategic connects, Partner leads, Pipeline activity and growth, and milestones of ESI strategic partnership models.  

RESPONSIBILITIES include & not limited to

1. Manage and execute on the Alliances Partner strategy for Inside and Field sales in the assigned regions to deliver against the ESI wide Alliances Sales Plan.

2. Identify, develop and maintain a strong network of partners and influencers in the Emerging Markets that will become a key structure to facilitate and support growing sales activity as a result of partner alignment, trust and understanding of ADP’s differentiating solutions.

3. Align closely with both in-country, regional and global Alliances Partners to ensure ADP strategies are fully communicated, aligned and executed consistently to drive the very best in results with our partners.

4. Lead and support the execution of marketing and opportunity identification programs and assist in creation of sales messaging deployment both through collateral and the Partner Website.

5. Work with Product Sales and Business Consultancy education and coordination of training efforts for our Alliances Partnerships and partner closely with our Business Consultancy organisation

6. Create and deploy industry knowledge and expertise within their geographic area of responsibility.

7. Report market information of the assigned regions to the sales and alliances leaderships regarding competitors’ efforts in the channel, pricing awareness, sales inhibitors, and successes in the field

8.  Lead and interface between Sales Management and other functional ADP groups (BC, products, operations, marketing, etc.) in the assigned regions.

9. Develop and drive ESI strategic alliances partners in sales process with Sales leadership through periodic reviews with focus on: standard and referral activity (inbound/outbound lead flow), partner updates and campaigns, and key partnership initiatives.

10. Work closely with ADP GM, ESI Sales DVPs and ESI Alliances VP on strategy and execution of Alliances Strategy in Emerging Markets.

11. Lead and manage a matrix team, providing guidance and support and implement talent development strategies.

11. Communication: Provide regular progress update, KPIs, key actions and activities to ESI Sales DVPs and Alliances leadership.

11. Travel to different geographic areas if required to lead partner discussions and activities in the assigned regions.

REPORTING RELATIONSHIPS

1A. Supervisors: VP of Global Alliances and Channels, ESI (Direct line), VP of Sales, Emerging Markets (Dotted line)

1. Supervision Received: General Direction

2. Supervisory Authority: Manage a matrix team, drive performance assessment.

 PROFILE

1. Education: Bachelor’s Degree in Marketing or Business Administration preferred.

2. Experience: 20+ experience in international field sales management experience or an alliance partnership management position in a wide geographic area. Previous business services and/or business software experience required.  Experience in HR Advisory / management consulting and complex HCM Sales a plus.

Has a solid understanding of business, financials, HCM products/services, and competitor landscape in the assigned regions.  Has partner network and executive connections with key partners in Emerging Markets.  Has experience in leading and managing a multi-cultural team with direct /indirect supervision.

3. Generic Skills: Excellent verbal, written communication and presentation skills are required.  Multilingualism is a plus. Conceptualize, negotiate and sell ideas internally and externally is essential.  Generate and implement concepts, ideas, and plans while functioning in a flexible, constantly changing environment is necessary. Must be a strong team leader and player.

Anticipates and understands client/account needs; articulates competitive advantage of product/services to provide solutions. Uses judgment, discretion and ingenuity to persuade clients to adopt a favourable view and decide to buy. Leverages internal and external relationships to ensure positive client experience to encourage additional business. Builds relationships with key external influencers.

LOCATION: Stockholm, Sweden; Copenhagen, Denmark; Netherlands

AUTOMATIC DATA PROCESSING Employer Services International

JOB TITLE –Emerging Markets Alliance Director

BASIC FUNCTION

Lead and manage a matrix team to define, nurture, develop and implement an effective programme for Technology, Service and Consultancy partners across Emerging Markets.

Identify, drive and on board partners in the Emerging Markets with assigned KPIs

Working with both ADP BoB and Global solutions and focused on ESI Headquartered organisations in the assigned regions.

Manage a matrix team and coach and develop talent in the Alliance organization.

ESSENTIAL RESPONSIBILITIES

1. Attain or exceed 100% of assigned individual and alliances team quotas.
2. Lead a matrix team to work with direct sales team members in the assigned regions

• Meet regularly with key stakeholders to determine if Business Plan goals are on target.
• Develop a regional business plan which defines how the team will obtain alliance sales objectives.
• Prepare a monthly situation report highlight key agreed KPIs
• Maintain a sense of urgency, an attention to detail regarding situations that affect new sales, client retention and employee morale.

3. Supervise a matrix team and manage the administrations and talent development
4. Collaborate with regional operation management and team when required to ensure quality sales and retention of clients. 
5.  Oversee and organize partner executive meetings in Emerging Markets

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