A career at Loftware is more than just a job – it’s an opportunity to help shape the supply chain of the future. Role Description: Loftware recognizes the strategic importance of partnerships for our long-term success and the Director of Alliances owns the responsibility to make the program a success in the region. The Loftware Director of Alliances achieves the business goals set for named Alliance Partners. This position manages the Partners and Programs which provide structure and scalability to our ongoing partnerships with alliances, which may include Printer Manufacturers, Independent Software Vendors and System Integrators with particular focus on SAP and Service Partner Partnerships. In addition, the Director of Alliances pursues and closes new cloud booking generating relationships with service partners and OEMs. This role closely collaborates with the Channel and Enterprise sales teams and Product Management to ensure that the Program develops strong, lucrative, and positive relationships. Definitions Alliance Partners’ business is built around their own products and services. Alliance Partners may influence the purchase of Loftware solutions and may provide access to the end user. Alliance Partners also may integrate Loftware solutions into their own or they may offer an integration so that end users may implement a Loftware product seamlessly. Responsibilities: Build an influencer network with salespeople and executives at our strategic partners. Your goal is to become their first call when a labeling opportunity arises. You are their point of reference, their knowledge source. You connect partner salespeople with our salespeople to create opportunities, make opportunities bigger, and accelerate opportunities to close. Execute the strategies and programs that result in successful on-boarding, developing and growing our strategic partner business relationships. Develop joint value propositions and market offerings. Support our alliances salespeople to work with our strategic partners to explore and develop joint offerings in key verticals and regions. Activities include: Work with regional territory leaders to develop a joint strategy and GTM plan to drive specific initiatives to develop customer opportunities with specific partnerships. Develop region specific practice & development plans driving growth as well as delivering customer success. Identify target accounts and agree joint engagement strategies with partners. Review sales play metrics/effectiveness on recurring basis with partners, the channel team and key stakeholders in the regions. Maintain KPIs and reports that communicate to executive leadership the effectiveness of identified programs and investments. Coordinate various business, operational, and legal resources to ensure we are able to engage effectively with our partners and focus on GTM success. Working with appropriate cross functions, plan and create effective lead generation activities through partner marketing and events. The goals of our alliance strategies: Amplify pipeline and bookings opportunities. Using alliances to jointly go to market, generate cloud pipeline and bookings to support our direct field. Maximize value for customers. Build partnerships with complementary businesses to close gaps in partner solutions and maximize Loftware’s value. Lower our risk. Through our partnerships, give customers more value and broaden our offering to de-risk our company against future market fluctuations. Open new markets. Partner with recognizable brands to open new customer segments that otherwise might be cost-inefficient to reach through other means. Optimize marketing spend. Leverage existing audiences from larger, more well-known brands through co-marketing and other strategic efforts to lower customer acquisition costs and improve profitability. Manages the cycle of monthly, quarterly and annual meetings; sets up and hosts meetings. Required qualifications: Bachelor’s Degree Experience directly with or within the ecosystem network of SAP, Oracle, or AWS. Services, partnership relationships, and experience are a plus. Knowledge of partner programs, processes, and success criteria. Demonstrate decisiveness in resolving business problems, making decisions, and identifying priorities. Salesforce.com usage experience is a plus. Travel: up to 30% regionally. Soft Skills Has a passion to help the company grow. Has a natural ability to network, build rapport, and build relationships. Develops and maintains trusted relationships with partners. Disciplined in working with people with cultural sensitivity Finds fulfilment in the success of others Why join us? Working for the undisputed global leader in a business-critical industry offers unparalleled possibilities. Our team is made up of the most talented, curious, and inspiring people in their fields, each bringing something unique to the table. We use the power of the global team. We set you up for success. We offer comprehensive training to all employees and place an emphasis on employee development. We win with inclusion At Loftware, inclusion, diversity, and belonging are paramount to our success and our culture. We are an equal opportunities employer. This means we are committed to recruiting qualified applicants regardless of race, color, religion, age, sex, gender, national origin, disability, or protected veteran status. We believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. About us: We make the Supply Chain work At Loftware, our end-to-end cloud-based labeling platform helps businesses of all sizes manage labeling across their operations and supply chain and our solutions are used to print over 51 billion labels every year. Loftware also fosters supply chain agility and supports evolving customer and regulatory requirements, helping companies save over $200 million in fines annually. With over 500 industry experts and 1,000 global partners, Loftware maintains a global presence with offices in the US, UK, Germany, Slovenia, China, and Singapore making us a trusted partner for companies in automotive, chemicals, clinical trials, consumer products, electronics, food & beverage, manufacturing, medical device, pharmaceuticals, retail/apparel, and more. Makeyourmark with Loftware and apply today