Strategic Alliance Manager, Software and AWS Alliances

FloQast is making accountants’ lives better by helping automate and improve the processes and technologies that they use to do their work. Developing and driving strategic relationships with the relevant software partners and their ecosystems is a critical strategy for improving our customer experience and driving our success. In this role, the Senior Alliance Manager works directly with AWS Partner team, AWS Marketplace, direct sales, account managers, and ecosystem partners to build and drive the relationships in turn bringing revenue to FloQast.

What You'll Do:

• AWS
• Establish expertise and credibility as the go-to person for everything AWS in UK/EMEA
• Collaborate closely on overall AWS partner strategy and execution with N. American counterparts
• Encourage and enable joint sales collaboration between the FloQast team, the AWS sales team/go-to-market organization and the AWS Partner Network (Marketplace, VARs, ISVs, resellers and channel partners)
• Build tactical plans to roll out strategic initiatives for the AWS business with a focus across all FloQast sales segments
• Execute on tactical plan utilizing Partnership and other company resources (marketing, sales, product, customer success, etc) to drive revenue
• Build relationships with AWS and AWS ecosystem employees, executives, and partners to recommend FloQast to their clients

Software- Take ownership of follow-up and next steps to capitalize on relationships with partners

• Working with product management to identify priority integration use cases
• Build tactical plan to engage with customers to scope use case requirements and generate references
• Help build pipeline of partners and sales opportunities by engaging directly with integrated software partners, and mutual customers/prospects
• Manage the Ecosystem to a point 50+ integrations
• Show incremental revenue growth for related FloQast products, ex. Rec Automation, BI Connector, and ProConnect
• Coordinate with internal stakeholders: product, marketing, and sales (AMs, ASMs, AEs) to address high value use cases and drive awareness of the integration ecosystem
• Deliver multiple public-facing customer use cases for each major integration category
• Drive awareness of the integration ecosystem
• Take ownership of follow-up and next steps to scale the Integration Ecosystem

General- Work horizontally with Sales, Marketing, Customer Success, and Product teams on various projects

• Inform and direct FloQast Go-To-Market Teams strategy, tactics and skills needed to drive a strong relationship AWS and the Ecosystem partners
• Travel will roughly be 25%
• Any other duties or tasks that may be assigned to help the company meet its goals

What You'll Bring:

• 7+ years in SaaS-based Technologies. Experience in a Channel/Alliance/Partnership role.
• Direct experience working for AWS in partner-focused go to market role and/or…Experience at an ISV building out and owning a partnership with AWS
• Expertise in the ERP/accounting/financial management, Office of the CFO domain is a plus
• Experience negotiating partner contracts with C-Level executives
• Strong attention to detail; Excellent verbal and written communications skills
• Ability to run timely, accurate meetings with C-Level executives and deliver compelling presentations
• Tenacious and committed to exceeding targets
• Commitment to self-improvement and success
• Team player with a collaborative orientation
• Ability to remain organized and execute in a fast-paced environment
• Bachelor’s Degree or equivalent experience required

Our UK Employee Benefits and Perks:

You and your family are covered with 25 days paid annual leave (plus bank holidays), enhanced parental leave, family forming assistance, life assurance, dental insurance, income protection, private healthcare for you AND your family.

We also have additional incentivizing benefits like stock options, a pension plan, and some additional discounts towards activities that contribute to a healthy lifestyle.

Our office is located in Central London, where our FloQast teams enjoy a stock kitchen with tons of snacks and drinks. We also host virtual and face-to-face social events, both locally and on a global scale.

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