Alliance Manager, Systems Integrators

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Job Title: Alliance Manager, Systems Integrators

Company: Xactly Corporation

Location: Remote

Position Description:

The National SI Alliance Manager is responsible for building relationships with designated systems integrator/professional services partners to drive revenue and market share expansion for Xactly. The focus of the SI relationship is to build skills and capabilities within the SI partner(s) to provide consulting and implementation services for Xactly’s portfolio. The measurable outcome of this focus is a significant impact to the revenue potential of the SI, while building a community of technical and consulting resources who are evangelists for Xactly’s portfolio and value proposition to customers.

Primary job duties are focused on recruiting appropriate SI partners, establishing and leading the strategy and business planning which includes; driving pipeline creation, revenue expansion, cross functional alignment, and GTM execution with the partner(s). The SI Alliance Manager will work within Xactly as well as within the SI partner’s organization through building credibility, effective communication, evangelizing the Xactly value proposition, developing a strategy and cultivating key executive relationships with practice leaders and client account leaders that result in an effective partnership that delivers material impact to the partner and Xactly.


This is an individual contributor role and performance will be measured by the following key metrics:

1. partner staff sales and technical training and technical certifications on Xactly products for implementation services capability

2. joint pipeline creation

3. Business opportunity referrals to Xactly from the SI partner, co-selling and partner influence activity within customers and prospects to drive our mutual business expansion.


● SI partner recruitment and management Develop and own the business partnership and develop a joint GTM strategy

● Develop a mutual partner business plan and success metrics that are aligned to Xactly and the partner’s business priorities for the region. Track/Measure partnership KPIs and measure the ROI of program execution

● Achieve revenue commitments, commitments, participate in QBRs, and measure partner performance against mutual determined business metrics and partnership scorecards aligned to Xactly and partner objectives

● Drive Go To Market (GTM) activities through SI partnerships;

   -work with Xactly Sales AE’s and partner’s sales team to generate revenue, both net-new and within existing accounts, including joint Go  To Customer and Go To Market plans including joint account plans for key accounts

   -Uncover and measure referral business through partnership

● Team with Xactly Marketing to drive Partner marketing initiatives, demand generation programs and campaigns that drive partner revenue. Develop and execute joint marketing programs and events. Establish the tone, direction, key value proposition messaging, content, and logistics

● Evangelize the SI partnerships internally, including joint value proposition selling, amongst the general sales teams to ensure awareness and collaboration

● Build and nurture relationships with the partner’s practice leaders and client account leaders to further our mutual business objectives. Effectively collaborate across the partner’s client teams and selling resources and the partner’s ISV practice areas (specifically SalesForce and Oracle practices) that align with Xactly’s value proposition to enable pipeline development, sales wins and implementation services that translate to market share and revenue growth for Xactly and its strategic SI partner

● Ensure partner’s technical capability to successfully implement Xactly products with high customer satisfaction. Work with Xactly Xpert Services and technical enablement team to ensure that partner’s staff are effectively trained and are delivering successful project implementations with high customer satisfaction ratings

● Collaborate with Xactly’s Strategic ISV alliance team to leverage the SI’s ISV practices (i.e. SalesForce, Oracle)

● Own the success of the partner’s onboarding. Work with Xactly’s technical and sales enablement and professional services organization to develop and execute the onboarding, training and certification plan for the SI partner’s resources

● Provide status information to Xactly Management including Xactly + Partner forecast & pipeline information

● Lead partnership QBRs, and measure partner performance against pre-established business metrics and partnership scorecards aligned to Xactly and partner objectives

● Promote an inspiring and positive attitude during face-to-face, verbal, and written communications

Required Experience:

● 5 years of alliance or partner management experience in working with VARs or Systems Integrators in the enterprise software market

● Possess requisite technical and business acumen with broad industry knowledge

● Experience achieving annual revenue results of at least $3M, with a proven track record of growth


● Bachelor's degree required, MBA preferred

Application Instructions:

Xactly Career site to apply:

Contact Joel Wernick Recruiter: