Inside Sales Alliance Partnership - Amazon/AWS

Company Description

Merkle is a leading data-driven, technology-enabled, global performance marketing agency that specializes in the delivery of unique, personalized customer experiences across platforms and devices. For more than 30 years, Fortune 1000 companies and leading nonprofit organizations have partnered with Merkle to maximize the value of their customer portfolios. The agency’s heritage in data, technology, and analytics forms the foundation for its unmatched skills in understanding consumer insights that drive people-based marketing strategies. Its combined strengths in performance media, customer experience, customer relationship management, loyalty, and enterprise marketing technology drive improved marketing results and competitive advantage. With 9,600+ employees, Merkle is headquartered in Columbia, Maryland, with 50+ additional offices throughout the US, EMEA, and APAC. In 2016, the agency joined the Dentsu Aegis Network. For more information, contact Merkle at 1-877-9-Merkle or visit www.merkleinc.com.

Job Description

Role Purpose 

The Inside Sales Alliance Partnership – Amazon/AWS will originate new business opportunities through the Cloud Partner Alliance – Amazon/AWS   to grow Merkle’s services business. The Alliance ISL will also drive attributed Merkle-influenced software-revenue for our Cloud Partnership. You will lead Merkle’s relationships across Cloud alliance product areas.

Responsibilities:

You will:

• Be responsible for demand and lead generation by the Amazon/AWS network
• Support the co-selling process between Amazon/AWS AEs/reps and Merkle sales leads and CPs
• Be a subject matter expert with Amazon/AWS, the ISL will help drive new sales at existing clients and new logos
• Train and support Amazon/AWS Partner Sales Manager who match partner opportunities with the alliance partners they know, trust and believe will best help close deals for partner.
• Accomplish your responsibilities aligned with the approved sales plan for Merkle services for partner and Merkle-influenced partner license revenue.
• Deliver, and contribute to, the joint narrative between Merkle and Partner in cooperation with Merkle solution owners.
• Support internal teams in identifying, developing and closing new business.
• Lead Salesforce Alliance enablement including participation in go-to-market activities, deal-registration / incentives, and management of Merkle virtual presence with Partner
• Bring the Partner alliance to higher levels of maturity across the Merkle Alliance Partner framework: Sales, Marketing, Enablement, Joint Initiatives, Delivery
• Contribute through internal teams to develop alliance partner offerings and go-to-market strategy
• Help manage the Salesforce Power Map and promote Merkle’s thesis into the Salesforce team
• Implement solutions to meet the business needs of clients and position the same
• Enter and track all opportunities in CRM portals to managed progress toward performance goals

Outcomes

You will play a necessary part in driving wins at the most strategic accounts to support the success of our alliance program.

• Position Merkle as a leader in the Amazon/AWS Alliance partner ecosystem with access to senior Alliance partner leadership
• Achieve alliance metric targets across pipeline, revenue, and win rate
• Increase Alliance Partner maturity across the dimensions of the Merkle Alliance Partner Framework
• Operate within assigned budget

Qualifications

Qualifications – Experience and Education

• Seven to ten years of overall professional experience
• Minimum of five years in digital media, marketing, consultative or alliance sales experience
• Domain knowledge in marketing technology and ad technology
• Amazon/AWS  Partner experience and relationships
• Knowledge and understanding of digital agency marketplace
• Develop internal relationships within respective Verticals, Business Units and across Merkle 
• Experienced in partner-side, front-end sales, qualifying and converting opportunities into sales qualified leads
• Experienced selling into and/or partnering with Cloud Partners
• Comfortable working with SVP and C-Level leadership

Additional Information

The anticipated salary range for this position is $136,000-$210,000. Salary is based on a wide range of factors that include relevant experience, knowledge, skills, other job-related qualifications, and geography. Additionally, this position is eligible for commission following the terms of the company’s plan in effect at the time the commission is earned. The company’s commission plans are s