Senior Director Alliances

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Company: MAXIMUS
Location: Falls Church, VA 22042

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 :[Since 1975, MAXIMUS has operated under its founding mission of Helping Government Serve the People, enabling citizens around the globe to successfully engage with their governments at all levels and across a variety of health and human services programs. MAXIMUS delivers innovative business process management and technology solutions that contribute to improved outcomes for citizens and higher levels of productivity, accuracy, accountability and efficiency of government-sponsored programs. With more than 30,000 employees worldwide, MAXIMUS is a proud partner to government agencies in the United States, Australia, Canada, Saudi Arabia, Singapore and the United Kingdom. For more information, visit https://www.maximus.com.%5DJob Description Summary:[Responsibilities

  • Develop a comprehensive business plan and go-to-market strategy that drives revenue for both MAXIMUS Federal and the assigned ALLIANCE partners
  • Develop and manage strategic partner relationships with assigned ALLIANCE partners to include: Amazon AWS, Google, Splunk, Microsoft, and others
  • Cultivate relationships across functional areas including sales, product/service development, marketing and business development
  • Integrate MAXIMUS Federal products and solutions as part of standard, repeatable solutions and global offerings for assigned Alliance Partners
  • Identify and facilitate internal employee competency building of strategic partner vendor platforms
  • Evangelize MAXIMUS Federal within various teams within ALLIANCE organizations
  • Build and execute broad and deep enablement plans and strategies driving adoption and integration of MAXIMUS Federal products and solutions within partner portfolio
  • Lead and facilitate QBRs, joint executive alignment, and overall engagement

Requirements

  • 10+ years of experience in software field alliances/business development
  • Exceptional track record of leveraging strategic partners to build and close deals by working across all functions and levels of the organization, from developer to the C-suite
  • Demonstrable history of closing significant software licensing deals directly and via strategic partners at or above $15M Annual Recurring Revenue and annual quota achievement of $30MM+
  • Experience working with leading Global System Integrators and NA regional analytics and data integration partners
  • Excellent verbal, written, and presentation skills
  • Industry experience – Cloud, Digital solutions, Analytics, CRM, telephony applications
  • Early start-up experience
  • Bachelors required or Master’s degree

Desired Skills and Qualities

  • Must possess a quantifiable record of success in enterprise technology sales, with a demonstrated ability to meet or exceed sales objectives and the ability to generate new business through ALLIANCE partners
  • Must understand complex sales process, build consensus and be adept at developing relationships at multiple levels
  • Strong domain expertise in the areas of Cloud Services, Digital Solutions , BI/Analytics, business experience
  • Must be able to rally internal cross-functional resources to enable partner success
  • Must be comfortable engaging with a variety of roles ranging from developers to sales to senior executives
  • Ability to set priorities, focus on details and motivate internal and external teams to deliver agreed-upon goals
  • Stand out communications skills and high energy level
  • Strong problem solving skills
  • Ability to travel]Â :[
Essential Duties and Responsibilities:

  • Perform annual review of sales processes and documentation for effectiveness, and assist management in understanding where blockages, inconsistencies or confusion are
  • Identify opportunities for sales process improvements
  • Hire, retain, train, coach, guide, direct, and develop direct reports using company-wide processes, tools and resources
  • Assist with sales forecasting, planning, and budgeting processes
  • Provide leadership and counsel to the sales organization and Sr. Vice President of Strategy and Growth regarding implementing sales organization objectives that reflect business goals
  • Work with sales team to ensure accuracy and timely distribution of sales and management reports
  • Review reports for effectiveness and make recommendations and/or revisions to existing reports as needed
  • Create training on all current and new sales operations initiatives
  • Create and coordinate a training delivery plan for the development and enforcement of sales operations process and improvements
  • Work with the Sr. Vice President of Strategy and Growth on the performance measurements required to ensure success for the organization

Minimum Requirements:

  • Typically requires Bachelor’s degree, five (5) years of management experience, twelve (12) years of related experience

]Â :[EEO Statement: Active military service members, their spouses, and veteran candidates often embody the core competencies MAXIMUS deems essential, and bring a resiliency and dependability that greatly enhances our workforce. We recognize your unique skills and experiences, and want to provide you with a career path that allows you to continue making a difference for our country. We’re proud of our connections to organizations dedicated to serving veterans and their families. If you are transitioning from military to civilian life, have prior service, are a retired veteran or a member of the National Guard or Reserves, or a spouse of an active military service member, we have challenging and rewarding career opportunities available for you. A committed and diverse workforce is our most important resource. MAXIMUS is an Affirmative Action/Equal Opportunity Employer. MAXIMUS provides equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status or disabled status.]