Senior Alliances Manager

 

At Varicent, we’re not just transforming the Sales Performance Management (SPM) market—we’re redefining how organizations achieve revenue success. Our cutting-edge SaaS solutions empower revenue leaders globally to design smarter go-to-market strategies, maximize seller performance, and unlock untapped potential. Varicent stands at the forefront of innovation, celebrated as a market leader in the 2023 Forrester Wave Report for SPM, 2023 Ventana Research Revenue Performance Management (RPM) Value Index, Gartner Peer Insights, 2024 Gartner SPM Market Guide, and G2. Our solutions are trusted by a diverse range of global industry leaders like T-Mobile, ServiceNow, Wawanesa Bank, Shaw Industries, Moody's, Stryker and hundreds more. Here’s why you’ll thrive at Varicent:

• Innovate with Purpose: Build impactful solutions for customers worldwide.
• Join Excellence: Work in a diverse, collaborative, and innovative team.
• Shape the Future: Lead in redefining revenue optimization.
• Grow Together: Unlock your potential in a supportive environment.

Join us at Varicent—where your talent and ambition meet limitless opportunities for success!

We are seeking a dynamic and experienced Senior Alliances Manager to lead and expand our relationships with Global Systems Integrators (GSIs) and strategic SI partners. This role will be responsible for developing and executing our GSI strategy, with a primary focus on penetrating Deloitte’s SPPM practice, unlocking new growth opportunities, and triangulating our efforts with Workday and other technology partners. The ideal candidate will have a proven track record of driving partner-led revenue, co-sell motions, and executive engagement while fostering trusted relationships across the GSI ecosystem.

What You'll Do:

• Own and manage key GSI partnerships, with a strong emphasis on Deloitte and other strategic regional partners, driving joint go-to-market (GTM) execution, pipeline growth, and partner-influenced revenue.
• Develop and implement comprehensive partner business plans, focusing on sales enablement, solution alignment, co-marketing, and joint pipeline generation.
• Work closely with Workday and other tech alliances to drive market synergy, solution integration, and co-sell motions across our strategic ecosystem.
• Drive partner engagement and trust by aligning incentives, sales motions, and field collaboration with both partner and Varicent sales teams.
• Expand regional SI and boutique partner relationships, identifying high-impact partnerships that complement our enterprise strategy.
• Enable sales teams on partner capabilities, joint GTM plays, and co-sell opportunities, ensuring seamless collaboration between sales and partner teams.
• Lead executive-level engagement between Varicent and partner organizations to reinforce strategic alignment and executive sponsorship.
• Measure and optimize partner performance through deal tracking, revenue attribution, and continuous program improvements.
• Collaborate cross-functionally with Sales, Marketing, Product, and Customer Success to drive scalable partner impact and execution.

What You'll Bring:

• 10+ years of experience in alliances, channel sales, or business development, with a strong focus on GSI partnerships (Deloitte, Accenture, KPMG etc.).
• Deep understanding of co-sell models, influenced revenue, and enterprise software sales cycles.
• Experience working with technology partnerships, especially Workday, is a plus.
• Strong executive presence and relationship-building skills, capable of engaging senior leaders internally and externally.
• Proven ability to develop and execute partner GTM strategies, drive sales alignment, and generate incremental revenue through partnerships.
• Excellent communication, negotiation, and program management skills.
• Ability to navigate complex partner ecosystems and drive results within a fast-moving SaaS environment.
• 25%+ travel (when applicable) for partner meetings, QBRs, and field engagement.

Success Factors:

1-3 Months:

• Establish key relationships with internal stakeholders and strategic GSI partners.
• Develop a deep understanding of Varicent’s product, partner ecosystem, and GTM strategy.
• Conduct a gap analysis of current GSI and SI partnerships, identifying areas of improvement and growth potential.
• Create a structured engagement