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Sr Manager, Alliances and Partner Development


TIBCO | 69700 Technology Alliances | Palo Alto, CA

The mission of the Technology Alliances team is to create and launch long-term, multi-dimensional partnerships that drive technology alignment and mutual revenue streams while ensuring client success.  The Alliance Manager is responsible for managing partnerships that will help TIBCO continue to expand its ability to offer the most flexible software deployment and consumption models in the industry. This position forms deep relationships with external partners at all levels of their organization, provides a main point of contact for the partnership, and is the entry point for that partnership working with TIBCO product management, engineering and marketing. This specific opening is for an experienced business development professional focused on expanding and maturing TIBCO’s partnerships with Google.      
Skills & Requirements

  • Engaging, training and marketing with partners
  • Navigate up and down organization as appropriate
  • Create executive alignment and commitment on key partnership goals and strategic initiatives by maintaining access and influence with key leadership contacts
  • Act as the point of contact to increase partner knowledge and proactively educate partners regarding TIBCO’s products, services, resources and differentiators
  • Act as a liaison between our product managers and partners to help build working relationships resulting in technology adoption and solution development
  • Be a stakeholder in partner marketing efforts with the help of Partner Marketing Managers for marketing and co-marketing opportunities (lunch-n-learns, seminars, webinars, campaigns, trade shows, events) with key partners
  • Conduct Quarterly Business Reviews with top partners
  • Provide feedback to partner sales and leadership regarding market intelligence, competition, knowledge gaps and other valuable insights gained while working with partners
  • Manage partner inquiries regarding product, solutions and customer escalations
  • Build out & maintain partner profile information and contact information
  • Manage the execution and development of key internal initiatives to strengthen aligned programs
  • Ability to travel up to 15%