Alliance Manager
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Simpson Associates transforms raw data into actionable insights that drive positive change.
Our Microsoft data expertise, our specialist sector knowledge, plus our innovative and trusted advice and guidance are just some of the reasons clients choose to work with us.
Our mission is to help purpose-led organisations from within the public and private sectors to harness data as a lever for change and enable them to realise business value more quickly. We provide the full range of services to support organisations on their data transformation journey. From advisory support and data strategy, to developing Data & AI solutions, right through to providing a range of managed services.
We are a Microsoft Solutions Partner, holding Specialisations in AI Platform on Microsoft Azure, Analytics on Microsoft Azure, Data Warehouse Migration to Microsoft Azure and Migrate Enterprise Applications to Microsoft Azure, as well as holding Solutions Partner designations in Data & AI (Azure); Digital & App Innovation (Azure); Infrastructure (Azure) and Security.
But it's not just about the badges. We are proud to be recognised as the winner of the 2024 Microsoft Community Response Partner of the Year award, reflecting our dedication to using technology for positive change. We are also a Databricks partner, and an IBM Gold Partner, specialising in Cognos Analytics and Planning Analytics.
With offices in York and Sheffield, and a team based throughout the UK – we champion creativity, innovation and collaboration in the workplace.
The Role
Our Alliance Manager will build, manage and scale high impact partner relationships that drive pipeline growth, co-selling success and long-term revenue. The role is focused on building partnerships that deliver tangible sales opportunities and fostering relationships between Simpson Associates salespeople and their relevant equivalents in the partner organisation to ensure alliance partners are enabled, engaged and delivering results. You will work alongside our Partner Manager, who owns our strategic vendor partnerships.
You will be the primary internal owner for your portfolio of strategic alliances, ensuring that we have clear joint understanding of our opportunities for co-selling and co-delivery. This will include initial identification of partnership opportunities, establishing a commercial relationship, providing sales enablement support to partner sales teams, and driving their engagement with Simpson Associate offerings. To maximise effectiveness in this role, you will need to establish a regular rhythm of face-to-face meetings with your partner portfolio, and therefore regular UK-wide travel will be required.
Key Responsibilities
Partner Strategy and Revenue Growth
- Work with stakeholders across the business to define an alliances strategy and operational plan, identifying target partner organisations which offer potential for substantial commercial opportunity.
- Act as a primary point of contact for agreed co-delivery partners, ensuring strong alignment on strategy and execution.
- Identify realistic potential for co-sell revenue, working with partner stakeholders to drive a joint plan and forecast.
- Build strong relationships, acting as an evangelist for Simpson Associates’ capabilities, and selling the value of working with us to target and existing partner organisations.
- Drive pipeline generation through partner led opportunities to deliver an agreed target.
Partner Enablement & Sales Readiness
- Equip partners with essential tools, training and resources, enabling and motivating partner sales teams to incorporate Simpson Associates services into their sales plans.
- Establish operational processes to track and drive partner opportunities.
- Support straightforward opportunities through the whole sales process and engage the relevant pre-sales and sales resource for more complex opportunities as needed.
Marketing and Ecosystem Engagement
- Drive awareness of our brand through networking with partner sales, leadership and enablement teams.
- Work with Marketing to maximise opportunities for joint GTM messaging with partner organisations.
- Support and coordinate joint marketing and promotional activities with partners.
- Share learnings and insights back into the business to inform sales and strategic execution.
Governance and Operational Alignment
- Ensure all internal processes required to support a partner-co-sell GTM motion are in place and documented.
- Manage partner portals for logging and maintaining opportunities, funding and certifications.
- Ensure that partner opportunities are accurately logged and kept up to date in Hubspot.
- Use Hubspot effectively to track your sales and networking activity with partner organisations.
Skills and Attributes Required
- Proven business development experience within data transformation or related professional services businesses, ideally with experience in an alliance or partner management role.
Simpson Associates reserves the right to close the recruitment process at any time.