Alliances Manager Southern Europe

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 Alliances Manager has a leading role to drive this critical activity and deliver rapid growth and expansion throughout the assigned region against this volatile global backdrop.

Identifies and develops key account alliances and relationship programs designed to produce sales opportunities. Recruits, develops and manages strategic partner alliances/partnerships and opportunity pipelines and ensures the retention, growth and customer satisfaction of accounts. Evangelizes organization products in conjunction with recruiting key alliances/partnerships. 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. 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 marketplace and the overall success of the alliance. Monitors competitor activity in accounts and implements strategies to maintain account ownership and block competitor advancement.

In this role the Alliances Manager:

• Has the remit 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 hand in hand with the Field Sales organizations, DMS, KAMS, Marketplace leaders, colleagues around ESI in the Alliances Structure.

• 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.

• Acts as a strategic link to provide key sales support for all Sales involving their strongly developed Partner network

KPIS will be defined and agreed, results will be measured by elements such as Partner presence in providing leads, Pipeline activity and growth, facilitating introductions, supporting sales processes through partnership in the field.

RESPONSIBILITIES include & not limited to

1. Execute on the Alliances Partner strategy for Inside and Field sales to deliver against the ESI wide Alliances Sales Plan.

2. Identify, develop and maintain a strong network of partners and influencers 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 our strategies are fully communicated, aligned and executed consistently to drive the very best in results with our partners.

4. Work in partnership and support of the Marketplace team in driving awareness, identifying and facilitating partner additions and support, maintenance and growth of these relationships to drive maximum revenue potential.

5. Support and contribute to the execution of marketing and opportunity identification programs and assist in creation of sales messaging deployment both through collateral and the Partner Website.

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

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

6. Report market information regarding competitors’ efforts in the channel, pricing awareness, sales inhibitors, and successes in the field.

7.  Champion and interface between Sales Management and other functional ADP groups (field sales, training, telesales, operations, marketing, etc.).

8. Drive involvement of Channel partners in Sales process with Sales leadership through periodic reviews with focus on: activity Standards and referral activity (inbound/outbound lead flow), partner updates and campaigns.

9. Work closely with ADP GM and Sales Leaders on strategy and execution of Alliances Strategy.

10. Communication: Provide regular progress update, KPIs, key actions and activities to DVPs.

11. Travel to different geographic areas if required to participate in joint end user calls as the ADP channel sales liaison.

REPORTING RELATIONSHIPS

1. Supervisor: Regional Alliances Director

1. Supervision Received: General Direction

PROFILE

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

2. Experience: 5+ experience in a product or channel marketing position or field sales management experience in a wide geographic area. Previous business services and/or business software experience a plus.  Exposure and experience in complex HCM Sales processes

Has a solid understanding of business, financials, HCM products/services, the market and the needs of assigned accounts; may help develop colleagues’ understanding; may be recognized as an expert in one area. Has high level of authority/opportunity to set and negotiate product/service terms.

3. Generic Skills: Excellent verbal, written communication and presentation skills are required.  Ability to conceptualize, negotiate and sell ideas internally and externally is essential.  Ability to generate and implement concepts, ideas, and plans while functioning in a flexible, constantly changing environment is necessary. Must be a strong team 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.

AUTOMATIC DATA PROCESSING Employer Services – MNC

JOB TITLE – Alliances Manager 

ESSENTIAL RESPONSIBILITIES

1. Attain or exceed 100% of assigned sales quota(s).
2. Work with Alliances and direct sales team members and implement job responsibilities.

• Meet regularly with key stakeholders (internal and external) to determine if Business Plan goals are on target.
• Develop a business plan which defines how you will obtain the regional (Italy, Spain and Portugal) Alliances sales objectives.
• Prepare a monthly situation report highlighting key agreed KPIs
• Maintain a sense of urgency, an attention to detail regarding situations that affect new sales, and client retention.

4. Works with regional operations personnel when required to ensure quality sales and retention of clients. 

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