About Conga/Apttus
Our new company (Conga) was created on May 7, 2020 with the merger of Conga and Apttus. The combining of these two companies creates a leader in mission-critical business process solutions, allowing both small and large companies to modernize their business processes.
Together, the new Conga is poised to provide the most complete offering in the market to digitally transform the foundational elements of business -- documents like quotes, contracts, and the processes that surround them -- to achieve commercial excellence.
For more information on the new Conga, please visit our newsroom at:
Position Description
The Director role critical to the overall success of Conga and its ISV Partner Alliance with Salesforce and Conga’s partners in the Salesforce Ecosystem. The Director of Alliances will be responsible for managing aspects of the Global Salesforce ISV Partnership program and partners in the Salesforce Ecosystem by identifying and executing on programmatic initiatives with Salesforce Core, Industry, and Cloud sellers (Account Executives, Sales Engineers, Solution Architects) and more importantly their leadership (SVPs, AVPs and RVPs, et al) as well as the engagement and enablement of various other Partners in the Salesforce Ecosystem within their designated territory.
The ideal candidate is a strategic and analytical thinker with the ability to create a vision and work with extended business teams to programmatically execute on that vision and drive measurable results. This person should have pre-existing relationships within Salesforce and the Salesforce ecosystem partners to be able to open doors, build strong relationships and create momentum within Salesforce and Salesforce Partners. It is imperative that the Director of Alliances be able to understand the Salesforce organization, products and services and be able to articulate how Salesforce and various Salesforce Partners may best leverage their Conga relationship to best service their customers’ needs
Responsibilities
- Proactively engage at the AVP/RVP level within Salesforce to clearly articulate the overall Conga vision and how it augments and enhances the Salesforce Customer Success Platform
- Proactively engage at the CxO level and VP level with Salesforce ecosystem partners to clearly articulate the overall Conga vision and how it augments and enhances the Salesforce Customer Success Platform
- Drive execution of a structured partner program designed to educate Salesforce employees, end customers and partners about the New Conga’s solutions and increase the number of deployments of Conga products within Salesforce customers
- Lead initiatives to educate Conga Alliance Partners about Conga Solutions
- Drive adoption of the Conga toolsets, among the Sales Engineering and Solutions Architect Communities within Salesforce and their Partners
- Orchestrate successful engagements that lead to positive scorecard outcomes
- Accurately forecast results of Alliance activities and translate that into MRR and other core SaaS metrics
- Understand and communicate the business value and ROI of Conga products and solutions; both to the Salesforce field, the Partner Community and their end customer base
- Develop, update and maintain scoring and success metrics for assigned market segment
- Lead and/or actively participate in quarterly business review meetings
- Leverage salesforce.com, Microsoft Office, Google Docs and other tools to track the success
- Successfully leverage the resources within the team; take leadership to determine the strategy and methods to ensure success across the entire assigned market segment
- Develop programs and campaigns to execute on Alliance Team Initiatives.
- Develop business plans and playbooks to drive internal/external execution of Alliance Team objectives.
- Partner with Marketing, Sales and Business Development to create strategies and tools designed to support the above
- Other duties as assigned
Experience, Skills, Competencies
- Minimum of 5 years of experience in channel development, business development or strategic alliances in the Salesforce ecosystem or at a minimum, other leading cloud based technology
- Exceptional verbal, written and presentation skills
- Ability to work remotely and independently with 25% - 50% travel
- Ability to quickly understand technical concepts and explain them to audiences of varying technical expertise
- Strategic and analytical thinker, able to blend technology vision and business strategy to deepen client relationships, ability to align technology with business objectives
- Demonstrated ability to translate partner needs into compelling business solutions
- Degree in business, marketing or equivalent work experience, MBA a plus
Conga is proud to be an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants regardless of race, color, religion, gender, gender identity, age, national origin, disability, parental or pregnancy status, marriage and civil partnership, sexual orientation, veteran status, or any other characteristic protected by law. Reasonable accommodations will be made to meet the requirements of the Americans with Disabilities Act and will be provided as requested by candidates taking part in all aspects of the selection process. All your information will be kept confidential according to EEO guidelines.