Coface USA
Vice President, Partnerships - Business Information
Coface USA, Princeton, New Jersey, us, 08543
WHO WE ARE
In an era of rapid change, determining the creditworthiness of customers can be tricky. For companies selling internationally, distinguishing a good customer from a potentially bad one is even more difficult. At Coface, our credit information services are designed to help businesses make wise lending decisions. A modern and agile company with the most finely meshed international network, Coface is a reference in credit insurance and risk management. With over 70 years of experience as an industry leader, and a team of 4,100 experts in over 65 countries, serving around 50,000 companies, Coface experts work to the beat of the global economy. It’s our ambition to become the most agile, global business information partner in the industry. We believe in business as a force for good in the world.
THE ROLE
The Vice President, Partnerships and Alliances role has a direct impact on top-line growth, while enabling bottom-line results. This role is key to our organization; helping to identify, assess, and execute the development and maturity of Coface’s partner ecosystem. The Vice President will have significant visibility and interaction at the executive level, is highly-motivated and is a strategic-oriented sales and partner executive that is passionate about growing and cultivating the Coface Business Information partner ecosystem to their fullest potential. This individual will report to the SVP/GM of Coface North America and work closely with his or her peers on the Enterprise Sales, Mid-Market Sales and Customer Success teams.
Key Tasks and Responsibilities
Develop and own a framework for identifying, assessing, and executing partnerships
Identify and prioritize partnerships with fastest speed-to-market and greatest ROI
Develop revenue share models for new business partnerships to support Coface’s sales & profit goals
Own and communicate internally the plan across multiple stakeholders, including Executive Team
Contribute to pipeline growth through partnerships via referral, reseller, co-seller, channel, etc.
Support the development of scalable business strategies that create competitive advantage within multiple industry verticals
Assess by industry vertical and prioritize opportunities, based on business impact
Identify external alliances, supply chain partners that will serve as enablers of an integrated logistics vision in high-growth markets
Forecast business impact, based on growth rate and adoption expectations, by industry
Monitor and measure contributions to pipeline growth and new opportunities
Solicit input from critical stakeholders including key customers, industry leaders, and internal departments
Stay connected to industry trends, changes in supply chain volatility
THE CANDIDATE
10+ years of sales leadership experience, preferably in SaaS insights products
Minimum three years of client relationship management within credit insurance or financial institution; Previous experience in global business will be a plus
Last Mile/Final Mile/Omnichannel experience ideal
In-depth familiarity and knowledge of various contract structures to negotiate between price and risk
Credit Risk Management and Project Management a plus
Strong Excel skills required
Strong communication and presentation skills, including experience developing sales pitch decks
Team player with a willingness to operate in a fast-paced environment
Drive towards results, customer oriented, and forward thinking
Collaborate well with internal stakeholders and supportive of change
Work towards win-win outcomes and achieve value added results during negotiations
Ability to travel within the U.S. and Canada
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In an era of rapid change, determining the creditworthiness of customers can be tricky. For companies selling internationally, distinguishing a good customer from a potentially bad one is even more difficult. At Coface, our credit information services are designed to help businesses make wise lending decisions. A modern and agile company with the most finely meshed international network, Coface is a reference in credit insurance and risk management. With over 70 years of experience as an industry leader, and a team of 4,100 experts in over 65 countries, serving around 50,000 companies, Coface experts work to the beat of the global economy. It’s our ambition to become the most agile, global business information partner in the industry. We believe in business as a force for good in the world.
THE ROLE
The Vice President, Partnerships and Alliances role has a direct impact on top-line growth, while enabling bottom-line results. This role is key to our organization; helping to identify, assess, and execute the development and maturity of Coface’s partner ecosystem. The Vice President will have significant visibility and interaction at the executive level, is highly-motivated and is a strategic-oriented sales and partner executive that is passionate about growing and cultivating the Coface Business Information partner ecosystem to their fullest potential. This individual will report to the SVP/GM of Coface North America and work closely with his or her peers on the Enterprise Sales, Mid-Market Sales and Customer Success teams.
Key Tasks and Responsibilities
Develop and own a framework for identifying, assessing, and executing partnerships
Identify and prioritize partnerships with fastest speed-to-market and greatest ROI
Develop revenue share models for new business partnerships to support Coface’s sales & profit goals
Own and communicate internally the plan across multiple stakeholders, including Executive Team
Contribute to pipeline growth through partnerships via referral, reseller, co-seller, channel, etc.
Support the development of scalable business strategies that create competitive advantage within multiple industry verticals
Assess by industry vertical and prioritize opportunities, based on business impact
Identify external alliances, supply chain partners that will serve as enablers of an integrated logistics vision in high-growth markets
Forecast business impact, based on growth rate and adoption expectations, by industry
Monitor and measure contributions to pipeline growth and new opportunities
Solicit input from critical stakeholders including key customers, industry leaders, and internal departments
Stay connected to industry trends, changes in supply chain volatility
THE CANDIDATE
10+ years of sales leadership experience, preferably in SaaS insights products
Minimum three years of client relationship management within credit insurance or financial institution; Previous experience in global business will be a plus
Last Mile/Final Mile/Omnichannel experience ideal
In-depth familiarity and knowledge of various contract structures to negotiate between price and risk
Credit Risk Management and Project Management a plus
Strong Excel skills required
Strong communication and presentation skills, including experience developing sales pitch decks
Team player with a willingness to operate in a fast-paced environment
Drive towards results, customer oriented, and forward thinking
Collaborate well with internal stakeholders and supportive of change
Work towards win-win outcomes and achieve value added results during negotiations
Ability to travel within the U.S. and Canada
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