Alliance Manager

at Box in Chicago, Illinois, United States

Job Description

WHAT IS BOX?
Box is the market leader for Cloud Content Management. Our mission is to power how the world works together. Box is partnering with enterprise organizations to accelerate their digital transformation by creating a single platform for secure content management, collaboration and workflow. We have an amazing opportunity to further establish ourselves as leaders in the space, and we need strong advocates to help us achieve that goal.
By joining Box, you will have the unique opportunity to help capture a majority of this developing market and define what content management looks like for the digital enterprise. Today, Box powers 100,000+ businesses, including many top Fortune 500 companies who trust our secure collaboration platform to manage the entire content lifecycle.
WHY BOX NEEDS YOU
Every business in the world is looking to modernize the ways they work. IBM plays a critical role in capturing the opportunity associated with the Content Cloud and driving the next evolution of our growth. We have an amazing opportunity to further expand the partnership and we need strong sellers who can help us realize that goal.
The channel sales organization at Box works in a fast-paced, dynamic environment, where innovative ideas and creative minds meet to drive significant market share through partner collaboration and field success. We are looking for an experienced hands-on, sales-oriented, driven and organized IBM Sales Manager to execute on driving incremental revenue through activating sales through rep engagement at Box and at IBM. This role will be responsible for developing, growing, scaling and executing the IBM Box Reseller business. In addition, we expect this individual to bring energy, flexibility and accuracy to the IBM business. The ability to collaborate and facilitate activity with Boxers and IBM is critical. Ultimately, the IBM Sales Manager will be expected to create real and measurable business results. This position will report to the Sr Director of the IBM Global Alliance.
WHAT YOU'LL DO

Oversee and manage all IBM sales initiatives, track pipeline and close deals for specific agreed upon revenue goals, provide sales support to ensure IBM is competitive and capable to win business

Drive Seller engagement in US and Canada

Execute on the WW Strategy in region to accelerate watsonx.ai with Box and IBM

Expand relationships and enable IBM by developing go-to-market strategies that are executed in the field

Secure revenue commitments from IBM and accurately forecast within SFDC

Facilitate, develop and manage sales enablement and training plans to ensure IBM is equipped to position products/solutions and compete effectively to meet revenue objectives.

Evangelize the partnership including joint value proposition with sales teams to ensure awareness and collaboration

Develop IBM business plans and program objectives to support revenue commitments

Conduct Quarterly Business Reviews, measuring IBM performance against pre-established business metrics

Collaborate with Marketing to drive the creation and utilization of sales collateral as well as demand generation programs and campaigns that drive IBM revenue.

Understand each partner's sales process to optimize opportunities for additional field traction and incentives

Manage day-to-day partner relationship and interface between IBM and Box

Effectively work with sales team to insure that leads generated through IBM and marketing efforts are converted into paying accounts and to identify Box customer needs that could be satisfied with a partnership

Demonstrate Box's value proposition to the IBM Executive, Sales, and Technical teams to drive continued success

Serve as the subject matter expert for the channel to the Box's regional sales teams

WHO YOU ARE

5+ years of Sales, preferably to large organizations

Prior experience in Content Management, Cloud and/or SaaS sales

Prior experience working with Resellers, System Integrators or ISVs

Demonstrated track... For full info follow application link.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability, and any other protected ground of discrimination under applicable human rights legislation. Box strives to respect the dignity and ??independence of people with disabilities and is committed to giving them the same ??opportunity to succeed as all other employees. Inclusiveness is core to our culture at Box, and we strive to ensure you get the most from your interview experience. Box makes reasonable accommodations for applicants with disabilities. If a reasonable accommodation is needed to participate in the job application or interview process, please complete this form Reasonable accommodations may include scheduling adjustments, document dictation and beyond.