[Hiring] Alliances Leader @ConvergeOne

Role Description

The Alliances Leader is responsible for leading C1's strategic relationships with strategic partners and driving measurable business growth. This leader will own the development and execution of the joint business strategy, including:

• Executive relationships
• Revenue and pipeline growth
• Go-to-market execution
• Partner investment
• Sales alignment
• Enablement
• Integration of partner capabilities into C1's portfolio of solutions, professional services, and managed services

The position requires a highly collaborative and commercially oriented leader who can operate across C1 Sales, Capabilities, Solutions Architecture, Services, Marketing, Operations, and executive leadership while building strong relationships throughout the partner organizations.

Candidates are to bring deep experience and established relationships with leading customer experience and unified communication partners, such as Zoom and Genesys. Expertise across these partners is preferred. The successful candidate will be expected to develop strong strategic leadership across both partnerships.

Responsibilities

• Owns the overall strategic relationship between C1 and assigned strategic technology partners, such as Avaya, Zoom, HPE, Dell, and Microsoft.
• Develops and executes comprehensive partner business plans focused on revenue growth, profitability, pipeline creation, market development, and strategic alignment.
• Builds and maintains strong executive relationships across C1 and partner organizations.
• Establishes regular executive governance, business reviews, relationship mapping, regional alignment, and joint planning.
• Drives revenue and pipeline growth by identifying joint opportunities, target accounts, competitive displacement opportunities, and new routes to market.
• Develops and executes joint go-to-market strategies, including account mapping, sales campaigns, customer events, workshops, enablement, and demand-generation activities.
• Works closely with C1 Sales and Sales Engineering leadership to increase partner awareness, seller engagement, opportunity creation, and field execution.
• Collaborates with C1 Capabilities, Solutions Architecture, Professional Services, Managed Services, Marketing, and Operations to align the partner strategy with C1's portfolio and customer offerings.
• Identifies opportunities to expand C1's solutions, services, managed services, and recurring revenue capabilities around the assigned partners.
• Represents C1 with senior partner executives and serves as the primary internal advocate for strategic partnership.
• Works with partner organizations to maximize available investments, incentives, MDF/MVF, enablement resources, and other programs that support C1 growth.
• Develops joint sales forecasts and monitors partner-sourced and partner-influenced pipeline, bookings, revenue, gross profit, and other agreed business metrics.
• Uses data and market intelligence to identify performance gaps, competitive opportunities, and areas requiring additional investment.
• Educates and aligns C1 sellers, engineers, and leaders around partner strategy, differentiation, capabilities, and market opportunities.
• Monitors industry trends, competitive dynamics, technology roadmaps, and market changes impacting the contact center, collaboration, and customer experience markets.
• Influences partner and C1 strategy by bringing market, customer, competitive, and field insights back into both organizations.
• Identifies obstacles to growth and leads cross-functional efforts to remove them.
• Creates a collaborative partner community across national, regional, sales, technical, services, and marketing teams.
• Performs other strategic alliance and business development responsibilities as required.

Qualifications

• Bachelor’s degree in business, technology, marketing, or related field, or equivalent relevant professional experience.
• 8+ years of experience in strategic alliances, channel leadership, sales, business development, technology partnerships, or related roles within the technology industry.
• Significant experience within the enterprise communications, contact center, customer experience, collaboration, or related technology markets.
• Deep knowledge of and established relationships within market-leading Unified and Customer Experience partners.
• Demonstrated success building and executing strategic partner business plans and go-to-market strategies.
• Proven ability to influence revenue, pipeline, profitability, and business growth through strategic partnerships.
• Strong understanding of enterprise technology sales and how customers evaluate and purchase technology, professional services, and managed services.
• Demonstrated ability to develop relationships across sales, engineering, services, marketing, product, operations, and executive organizations.
• Strong business and financial acumen with the ability to analyze pipeline, revenue, profitability, market opportunity, and performance data.
• Excellent communication, presentation, negotiation, and executive relationship skills.
• Ability to operate effectively in a cross-functional, highly matrixed organization.
• Self-directed, relationship-oriented, highly collaborative, and comfortable leading through influence.
• Ability to manage multiple complex priorities in a fast-paced environment.

Requirements

• Experience working directly for leading customer experience and/or unified communications partners, a major technology integrator, solution provider, or strategic channel partner.
• Experience with partner ecosystems.
• Experience developing executive-level joint business plans with major technology manufacturers.
• Experience working across Enterprise, Healthcare, Financial Services, and Public Sector customers.
• Experience building partner-driven professional services and managed services opportunities.
• Strong understanding of cloud contact center, unified communications, AI-enabled customer experience, and related technologies.
• Demonstrated ability to create and scale repeatable go-to-market motions across a national sales organization.
• Existing executive relationships within at least one of the two partner organizations.

Benefits

• 401(k) Plan (35% employer match per dollar up to 10% employee contribution)
• Medical Coverage (3 platforms: UnitedHealthcare, Reference Based Pricing includes member advocacy; and Kaiser)
• RX Home Delivery
• HSA with Employer Contribution
• In-vitro Fertility (treatment coverage)
• Dental
• Vision (2 plans: 12-month and 24-month frames allowance)
• FSA Plans (Healthcare, Dependent Care and Limited Purpose)
• Pre-tax Commuter Plans
• Employer-paid Life Insurance
• Employer-paid Short + Term Disability
• Long Term Disability (2 plans: Employer-paid or optional Self-paid)
• Paid Parental Leave (4 weeks at 100%)
• Employee Assistance Plan
• Voluntary Life Insurance for team member, spouse, and child
• Voluntary Accidental Death for team member and spouse
• Legal/ID Theft Plans
• TeleHealth
• Wellness via Omada Health (healthy living solution)
• Travel Assistance
• Business Travel Accident Coverage
• Medical for foreign travel coverage
• Employer-paid Pet Telehealth
• Accident Insurance
• Critical Illness Insurance
• Hospital Indemnity Insurance
• Volunteer Time Off
• 10 Holidays
• Summer Sizzle
• On Demand Pay (Daily Pay)