Nuance

Global Alliance Manager, System Integrators (SIs)

US-Remote
Job ID
1-34898
Category
Sales - All Openings
Pos. Type
Full Time

Company Overview

At Nuance, we empower people with the ability to seamlessly interact with their connected devices and the digital world around them.  We are creating a world where technology thinks and acts the way people do by designing the most human, natural, and intuitive ways of interacting with technology.

 

Our nimble technology uses analytics and advanced algorithms to transform the inanimate into animate and reduce complicated processes into simple ones.

 

Join our Enterprise team…great customer service starts here. We design virtual assistants for intelligent and effortless customer service helping customers find the information they need using whatever channel they prefer.

Job Summary

Global Alliance Manager, System Integrators will be responsible to develop, manage and grow Nuance revenues through global system integrator partners by driving brand awareness and sales proficiency to increase sales opportunities of Nuance solutions and services.  This will be a high touch position coordinating activities across all relevant departments within Nuance and assigned SIs.

 

Responsibilities:

 

  • Strategic Planning and Sales Management:
    • Develop and execute strategic partner plans that support defined business goals and provide growth opportunities of Nuance solutions and services
    • Establish, maintain and own relationships of key SI decision makers and executives
    • Build brand awareness and educate SI partners on Nuance strategy, value proposition and key messaging
    • Conduct sales meetings, webinars and conferences to boost sales competencies of Nuance solutions and services and support joint selling engagements
    • Drive the interaction and communication between Nuance and SI partner sales management
    • Follow-up on leads and work closely with Nuance field sales teams and SI field sales team to develop and manage sales engagement models and sales activities to bring opportunities to closure
    • Create, document and provide accurate forecasting of pending sales opportunities
    • Negotiate, maintain and continually refine contracts to maximize Nuance products and services SI can resell
    • Work with SI’s to understand current offerings and to uncover new use cases and potential joint technology solutions
    • Work with Nuance Partner Program team and SI teams to maximize SI partners participation in the training and competency program
    • Conduct executive business reviews internally and with SI partners and adjust strategic direction as needed
  • Operations on Ongoing Management:
    • Manage and enforce all administrative and operational aspects of Nuance contractual relationship
      • Ensure partner compliance with partner agreements and licensing policy
      • Work within Partner Program structure in Agreements
    • Be the focal point for communicating all operational issues, policies and procedures between SI partners and Nuance
      • Ensure pricing, part numbers, licensing programs, sales engagement models etc. are communicated and understood by SI Partners
      • Assist Nuance and SI field teams with quotes, orders, deal reviews and procurement processes
    • Tracking pipeline and forecasting accurately for assigned SI partners. Includes both resale and influenced business

Number of Years of Work Experience: 8+ years of experience leading and managing SI partners and/or a sales team in selling enterprise software and service solutions

 

Required Skills: 

  • Knowledge and sales experience selling solutions and technology, particularly around contact center and customer experience solutions
  • Exceptional interpersonal skills and able to communicate professionally with partners, customers, and internal cross-functional teams including Sales Management, Marketing, Product, Support and Engineering. 
  • Ability to develop and execute a strategic plan and drive to a specific set of actions to grow awareness and distribution Nuance solutions and services
  • Motivated self-starter that is skilled at penetrating into new accounts
  • Proven track record with building strong relationships at all levels (peers to executive level) of SI partner organizations
  • Proven ability to meet or exceed sales targets through channel partnerships
  • Ability to lead development of joint value proposition along with GTM strategy for SI partners
  • Ability to manage multiple opportunities, determine urgency and execute detailed action plans
  • Hands-on, and “does what it takes” attitude to drive success
  • Ability to effectively work under pressure and to meet challenging targets
  • Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, SI partners, sales, and executive management
  • Mature and confident, with the presence to effectively represent the company externally, and bring enhanced credibility to Nuance
  • Strong business acumen and negotiation abilities

Preferred Skills: 

  • Working knowledge of a large SI organization structure (e.g. Accenture, PwC, Deloitte)
  • Familiarity with Salesforce.com, CMS and Oracle
  • Familiarity with Nuance Enterprise Solutions and Services and the competitive landscape of Speech, Voice Bio, Digital and Artificial Intelligence

Education: Bachelor’s degree (MBA desirable)

 

Other: Ability to travel up to 30% of the time

Additional Information

Nuance offers a compelling and rewarding work environment. We offer market competitive salaries, bonus, equity, benefits, meaningful growth and development opportunities and a casual yet technically challenging work environment. Join our dynamic, entrepreneurial team and become part of our continuing success.

 

Nuance Communication Inc.  is an equal opportunity employer.  We evaluate qualified applicants without regard to race, age, color, religion, sex, national origin, disability, veteran status, gender identity, sexual orientation and other legally protected characteristics. The EEO is the Law poster and its supplement is available here. If you need a reasonable accommodation because of a disability for any part of the employment process, please call 781-565-5000 – Human Resources Department and let us know the nature of your request and your contact information.

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