Global Director, Strategic Partnerships (US Remote)

The Global Director, Strategic Partnership is responsible for developing and managing the global relationships with Amazon and Microsoft marketplace and driving incremental business for Cofense, by leading and growing the channel resources to achieve profitability sales, partner satisfaction, and growth objectives.

Additionally, This role drives sales of software solutions to OEM clients. This role involves identifying potential OEM partners, understanding their needs, and promoting software products that complement their hardware/tech stack offerings. The ideal person will be able to bridge the gap between Adlib solutions and the OEM client base by working closely with technical teams to ensure the software solutions meet client requirements and negotiate terms to close deals.

Essential Duties/Responsibilities

• Strategically manage the Amazon Marketplace relationship, establish Cofense products on the marketplace
• Collaborate with the global Sales Leadership team to build/develop the channel strategy for Commercial Sales.
• Collaborate with Regional Sales Managers to define and implement engagement strategies for their Regions.

• Work with Cofense operations to integrate the marketplaces into Cofense’s finance, legal and operational requirements

• Maintain /update partner discount schedule and develop Spiff programs to drive incremental revenue and partner satisfaction.
• Identify and target potential OEMs that primarily serve life sciences, insurance and manufacturing clients to position Cofense solutions as an offering within their tech stack or as a separate addition to the tech stack. It is critical that the ideal candidate have previous relationships with OEMs and a track record of success in positioning these deals.  
• Develop and implement strategic sales plans to achieve sales targets and expand the customer base.
• Conduct market research to identify new business opportunities and industry trends.
• Build and maintain strong relationships with existing and potential OEM clients to ensure the mutual success of these partnerships.
• Understand client needs and provide tailored software solutions to meet their client requirements, build a joint value prop, and to champion the support/activate these relationships post-close. 
• Act as the main point of contact for OEM clients, ensuring high customer loyalty and innovation across the joint offering. 
• - Prepare and deliver compelling sales presentations and product demonstrations in collaboration with Adlib’s tech teams to OEM clients. Champion innovation inside of Adlib to accelerate our OEM route to market
• Negotiate pricing, terms, and conditions of sales agreements with OEM clients. Experience with driving ELA style agreements with OEMs is ideal. 

Enablement:

• Collaborate with cross-functional teams to ensure the partners are equipped to sell and position Cofense’s solutions delivering exceptional customer experiences.
• Collaborate with technical teams to address client questions and concerns about software integration.
• Drive key partner enablement and ensure program compliance.
• Work with partners to build professional services or value-added differentiation with integrated technologies.

• Maintains high partner satisfaction ratings that meet company standards.

• Enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed.
• Work closely with the marketing, and product team to develop promotional materials and campaigns targeted at OEM clients.
• Coordinate with product development and technical support teams to ensure client needs and issues are resolved promptly. 
• Partner with the product development team to accelerate integration into strategic OEM tech stacks in addition to providing insight on market trends and client needs
• Prepare and review contracts, ensuring compliance with company policies and client requirements.

Joint Business Planning:

• Work closely with partners creating joint business plans/partner account mappings aligned with both organizations’ goals.

• execution of plans with proactive management and follow-up.
• Establish and track key performance indicators (KPIs) measuring the success of partner initiatives.
• Provide thought leadership and innovative Partner GTM strategies to accelerate growth.
• Maintain accurate records of sales activities, client interactions, and sales pipeline using CRM software.

• Prepare regular sales reports and forecasts for management.
• Analyze sales data to identify trends, track performance, and develop strategies for improveme