This is a critical role in our Sales organization that will be responsible for establishing, implementing, and building a best-in-class Alliance Management function for Model N. The Senior Director, Alliance Management will report to Model N's Chief Revenue Officer and will work closely with Sales, Services, R&D, Finance, Legal and commercial teams.
This role will be measured by both strategic goals and objectives and delivering on sourced pipeline and sourced revenue from the partner eco-system. The initial types of partners in the desired eco-system include: system integrators, data providers, technology, complementary solutions, strategic consultants and BPO providers. Future growth areas will include APJ expansion and potentially reseller partnerships as an indirect channel is developed.
Maximize existing and future Model N alliances as the function supporting and advising all major collaborations.
Work with new and existing partners to ensure Model N and the partner achieve our goals in our alliances and partnerships.
Prepare and continually improve/refine detailed templates and best practices for alliance management and integration; foster alliance management understanding and skills across the organization.
Define processes and establish progress monitoring to ensure successful alliances; track and report progress against key partnership objectives and value drivers.
Lead efforts to increase alignment, mutual understanding, and trust between collaboration participants; establish and ensure smooth communication across and operation of collaborations.
Understand the partner's internal people, roles, and decision-making processes to proactively engage with them to make decisions, as well as to know how and when to best engage as unexpected events emerge.
Develop and maintain a comprehensive knowledge of each key contract as well as any associated or related contracts; ensure Model N and partners are adhering to obligations and the spirit of the agreement.
If necessary, align with the partner regarding the interpretation of the contract in the event of a difference of opinion between the two sides.
Identify issues and opportunities that are "extra-contractual" and work both internally and with the partner to construct a path forward to address or capitalize on them.
Lead alliance renegotiation as opportunities for improvement arise. Lead process and decision-making around the conclusion of alliances when appropriate.
Design and implement process to track and periodically report integration progress against key value drivers from the deal (e.g., progress of key programs, achievement of synergies).
10+ years in enterprise software, application software and/or consulting environments, including proven track record in alliance management.
Multi-channel experience including direct sales, channel alliances and SaaS.
Project management experience with special emphasis on establishing processes, defining templates, and managing cross-functional teams through significant ambiguity and complexity.
Track record of having managed successful alliances, as well as a desire and ability to perform both at a strategic leadership level as well as in a hands-on capacity.
Thorough understanding of contracts and partnerships.
Highly motivated, results-oriented individual who is likely to have an MBA and other advanced training.
Strong general management and leadership qualities and an ability to influence across company lines and to communicate at the Executive Committee level.
Excellent interpersonal, oral, and written communication skills, including specifically, the skills needed to manage difficult conversations and interactions as they arise.
Extensive travel across US required, with limited travel to EMEA and APJ.
About Model N:
Model N (NYSE: MODN) is the leader in revenue management solutions. Driving mission-critical business processes such as configure, price and quote (CPQ), contract and rebate management, business intelligence, and regulatory compliance, Model N solutions transform the revenue lifecycle from a series of disjointed operations into a strategic end-to-end process. With deep industry expertise, Model N supports the complex business needs of the world's leading brands in pharmaceutical, medical device, high-tech manufacturing, and semiconductor across more than 100 countries, including Johnson & Johnson, AstraZeneca, Novartis, Microchip Technology and ON Semiconductor. For more information, visit www.modeln.com. Model N is the registered trademark of Model N, Inc. Any other company names mentioned are the property of their respective owners and are mentioned for identification purposes only.