Note: The job is a remote job and is open to candidates in USA. Tangoe is a leading Technology Expense Management company dedicated to helping enterprise organizations manage their Cloud, Mobile, and Fixed expense management. In this role, the Alliance Account Executive will develop and implement strategic relationships with global systems integrators and manage partnerships to achieve sales targets.
Responsibilities
- Maintain contact with clients and channel partners at a high, executive level, focusing on the strategic nature of the relationship; represent Tangoe to the customer/partner and the customer/partner to Tangoe
- Continually develop new prospects, partners and channels through individual networking and other channel relationships, utilizing the inside sales team and various client and industry meetings
- Maintain a complete understanding of each partner and client’s needs and demonstrate ability to clearly articulate how Tangoe’s product and services can improve their business operations
- Demonstrate high skill at presenting Tangoe’s product/technology features and services offerings; maintain and demonstrate complete understanding of how each Tangoe solution can be customized to fit a potential client or partner
- Work with other Tangoe departments to relay client and partner feedback on Tangoe’s products and support
- Proven success selling into steering and governance committees
- Identify new alliance partners; establish and build strategic relationships with key partners
- Complete lead generation/outbound calling and warm lead follow up
- Understand customer needs and requirements
- Present and articulate product/technology features and professional services offerings
- Close sales and achieve quarterly sales quotas
- Support sales efforts of new partners, including product demos and quotes
- Participate in client meetings and trade shows as required by executive or senior management
Skills
- Bachelor's degree in Sales, Business Administration, or related field and/ or equivalent experience
- 10+ years of direct selling experience in software/consulting services sales (ERP products and IT outsourcing services experience preferred); emphasis on TEM or Telecommunications/Communications services
- Strong track record of success in building strategic partnerships and achieving sales quotas
- Experience working with senior stakeholders and Client Account Leads/Partners to find win-win solutions
- Ability to effectively collaborate and work with internal RFP response team members
- Ability to manage entire sales process from prospecting to close
- Experience with selling professional services
- Extensive experience in consulting sales
- Experience with indirect channel management and alliance management
- Possess excellent communication, interpersonal, organizational and time management skills
- Demonstrate the ability to communicate, present and influence credibly and effectively at all levels of the organization
- Experience with CRM tools (e.g. Salesforce) would be a plus
Benefits
- A competitive salary, along with a whole stack of other benefits too! We're ambitious, friendly, driven, and passionate.
- Remote Environment
- Moderate travel based on Alliance Partner Meetings
Company Overview
Tangoe provides connection lifecycle management software and related services to enterprises and service providers worldwide. It was founded in 2000, and is headquartered in Orange, Connecticut, USA, with a workforce of 1001-5000 employees. Its website is http://www.tangoe.com.