Whatfix
GSI Alliance Manager
Whatfix, San Jose, California, United States, 95199
Who are we?
Whatfix is a leading global B2B SaaS organization and the largest pure-play enterprise digital adoption platform solution provider.Utilizing GenAI technology, Whatfix enhances all stages of software deployment with application simulation, product analytics, and digital adoption, driving business outcomes such as increased revenue win rates, cost reduction, risk compliance, enhanced productivity, and improved user experience.We have seven offices in the US, India, UK, Germany, Singapore, and Australia, supporting 700+ global customers, including 80+ Fortune 500 companies. Whatfix has raised
$140 million
to date and is backed by marquee investors, including Softbank, PeakXV, Dragoneer, and Cisco Investments.
With over 45% YoY sustainable annual recurring revenue (ARR) growth, Whatfix is among the "Top 50 Indian Software Companies" as per G2 Best Software Awards.Recognized as a "Leader" in the digital adoption platforms (DAP) category for the past 4+ years by leading analyst firms like Gartner, Forrester, IDC, and Everest Group.The sole vendor named as Customers' Choice: 2024 Gartner® Voice of the Customer for Digital Adoption Platform Report. We also boast a star rating of 4.6 on G2 Crowd 4.5 on Gartner Peer Insights and a high CSAT of 99.8%Highest-Ranking DAP on 2023 Deloitte Technology Fast 500™ North America for Third Consecutive YearWon the Silver for Stevie's Employer of the Year 2023Only DAP to be among the top 35% companies worldwide in sustainability excellence with EcoVadis Bronze MedalAbout the Role
We are seeking an outstanding
GSI Alliance Manager
to join our team and work out of our San Jose, US HQ. The position will work with the GSI partner(s) to own all sales and business development activities at different stages of the Alliance partnership.
The GSI Alliance Manager will be pivotal in driving new business opportunities with our GSI partners, helping them grow their business globally while driving C-level, Practice Team, Marketing, and Field relationships. The ideal candidate will bring a partnership background to drive successful partnerships and engage at the CXO level to close deals within the GSI ecosystem. The position also requires strong product acumen, complex campaign understanding, and working knowledge of the Enterprise IT landscape.
Responsibilities
Develop the NA plan for the "alliance partner" in collaboration with stakeholders across the "organization," focusing on critical offerings and country-level executionDevelop joint relationships, initiatives, and programs for long-term sustained account successInfluences Sales leadership to partner for short- and long-term revenue growth while building sustainable, trusting relationships across the Alliance partnerAligns closely with the regional alliance leaders to ensure the identification, pursuit, closure, and tracking of customer opportunities to perpetuate the existing base of "organization" revenue - engage in customer-specific activities as neededIdentifying the right opportunities, framing deal structures, negotiating & closing out of deals with a focus on business development and sourcing dealsEnsure GTM stakeholders align with the right Whatfix value prop to evangelize Whatfix with their regional sales teams and clientsManage and collaborate with GSI partners to define and execute joint sales and Go to Market (GTM) programsPropose business solutions to support sales campaigns and serve as the domain expert on proposed solutions to prospective clientsAssist the partner team with the expansion strategy into target accounts by educating them on WhatFix's overall capabilityPlan sales campaigns with partner executives and lead efforts to ensure the delivery of all technical resources to our partner's sales campaignsCollaborate with partner's product managers, software developers, analysts, industry principals, and other groups, evangelizing and enabling them on WhatFixHandle escalation & governance as part of partner program and experience during sales as well as after-salesRequirements
MBA Degree or equivalent business experience8-12 years of total experience5-7 years of GSI alliance experience, preferably from within a SaaS/ISV organizationAbility to understand complex GSI relationshipsExperience driving partner go-to-market campaigns that include cross-functional teams across sales, marketing, and partnersExperience engaging and influencing C-level executivesExperience owning, driving, and managing partnerships against quarterly targetsExcellent communicator and active listener with a strong sense of ownership in the workSkilled in negotiating contracts and growth plans with current and prospective GSI partnersAbility to understand and apply procedures, regulations, and policies related to areas of specialized expertiseAbility to use a clearly defined methodology for establishing prioritiesAbility to proactively develop partner relationships by listening to, understanding, anticipating, and providing solutions to partner and partners' customer needsThis role requires 50% or more of travel, without exceptionPerks / Benefits
Equity planMac shop, work with the newest technologiesUnlimited PTO policyPaid maternity leaveMonthly cell phone stipendPaid UberEats lunches dailyMedical, Dental, and Vision coverage (Whatfix pays 80% of the premium for individuals and their families; for the HSA, Whatfix contributes $1,000 for individuals and $2,000 for a family)Team and company outingsLearning and Development benefits
At Whatfix, we value collaboration, innovation, and human connection. We believe that working together in the office five days a week fosters open communication, strengthens our community, and drives innovation, helping us achieve our goals more effectively.
To facilitate global collaboration, our US teams start and end early, while our India teams start and end late. US teams do not have any evening meetings. Relocation and Sponsorship offered.
We strive to live and breathe our Cultural Principles and encourage employees to demonstrate some of these core values - Customer First; Empathy; Transparency; Fail Fast and scale Fast; No Hierarchies for Communication; Deep Dive and innovate; Trust is the foundation; and Do it as you own it.
Whatfix is an Equal Opportunity Employer and an E-Verify participant. All activities must comply with our Equal Opportunity Laws, ADA, and other regulations, as appropriate.
We are an
equal opportunity employer
and value diverse people
because of
and not in spite of the differences. We do not discriminate on the basis of race, religion, color, national origin, ethnicity, gender, sexual orientation, age, marital status, veteran status, or disability status.
The salary range for this position is 200-250K OTE, with a split between the base and variable. Compensation will be determined by factors such as level, job-related knowledge, skills, and experience.
Due to our company's global nature and hiring committees spanning different time zones, the interviews for this role will be recorded for those not in attendance to review.
Whatfix is a leading global B2B SaaS organization and the largest pure-play enterprise digital adoption platform solution provider.Utilizing GenAI technology, Whatfix enhances all stages of software deployment with application simulation, product analytics, and digital adoption, driving business outcomes such as increased revenue win rates, cost reduction, risk compliance, enhanced productivity, and improved user experience.We have seven offices in the US, India, UK, Germany, Singapore, and Australia, supporting 700+ global customers, including 80+ Fortune 500 companies. Whatfix has raised
$140 million
to date and is backed by marquee investors, including Softbank, PeakXV, Dragoneer, and Cisco Investments.
With over 45% YoY sustainable annual recurring revenue (ARR) growth, Whatfix is among the "Top 50 Indian Software Companies" as per G2 Best Software Awards.Recognized as a "Leader" in the digital adoption platforms (DAP) category for the past 4+ years by leading analyst firms like Gartner, Forrester, IDC, and Everest Group.The sole vendor named as Customers' Choice: 2024 Gartner® Voice of the Customer for Digital Adoption Platform Report. We also boast a star rating of 4.6 on G2 Crowd 4.5 on Gartner Peer Insights and a high CSAT of 99.8%Highest-Ranking DAP on 2023 Deloitte Technology Fast 500™ North America for Third Consecutive YearWon the Silver for Stevie's Employer of the Year 2023Only DAP to be among the top 35% companies worldwide in sustainability excellence with EcoVadis Bronze MedalAbout the Role
We are seeking an outstanding
GSI Alliance Manager
to join our team and work out of our San Jose, US HQ. The position will work with the GSI partner(s) to own all sales and business development activities at different stages of the Alliance partnership.
The GSI Alliance Manager will be pivotal in driving new business opportunities with our GSI partners, helping them grow their business globally while driving C-level, Practice Team, Marketing, and Field relationships. The ideal candidate will bring a partnership background to drive successful partnerships and engage at the CXO level to close deals within the GSI ecosystem. The position also requires strong product acumen, complex campaign understanding, and working knowledge of the Enterprise IT landscape.
Responsibilities
Develop the NA plan for the "alliance partner" in collaboration with stakeholders across the "organization," focusing on critical offerings and country-level executionDevelop joint relationships, initiatives, and programs for long-term sustained account successInfluences Sales leadership to partner for short- and long-term revenue growth while building sustainable, trusting relationships across the Alliance partnerAligns closely with the regional alliance leaders to ensure the identification, pursuit, closure, and tracking of customer opportunities to perpetuate the existing base of "organization" revenue - engage in customer-specific activities as neededIdentifying the right opportunities, framing deal structures, negotiating & closing out of deals with a focus on business development and sourcing dealsEnsure GTM stakeholders align with the right Whatfix value prop to evangelize Whatfix with their regional sales teams and clientsManage and collaborate with GSI partners to define and execute joint sales and Go to Market (GTM) programsPropose business solutions to support sales campaigns and serve as the domain expert on proposed solutions to prospective clientsAssist the partner team with the expansion strategy into target accounts by educating them on WhatFix's overall capabilityPlan sales campaigns with partner executives and lead efforts to ensure the delivery of all technical resources to our partner's sales campaignsCollaborate with partner's product managers, software developers, analysts, industry principals, and other groups, evangelizing and enabling them on WhatFixHandle escalation & governance as part of partner program and experience during sales as well as after-salesRequirements
MBA Degree or equivalent business experience8-12 years of total experience5-7 years of GSI alliance experience, preferably from within a SaaS/ISV organizationAbility to understand complex GSI relationshipsExperience driving partner go-to-market campaigns that include cross-functional teams across sales, marketing, and partnersExperience engaging and influencing C-level executivesExperience owning, driving, and managing partnerships against quarterly targetsExcellent communicator and active listener with a strong sense of ownership in the workSkilled in negotiating contracts and growth plans with current and prospective GSI partnersAbility to understand and apply procedures, regulations, and policies related to areas of specialized expertiseAbility to use a clearly defined methodology for establishing prioritiesAbility to proactively develop partner relationships by listening to, understanding, anticipating, and providing solutions to partner and partners' customer needsThis role requires 50% or more of travel, without exceptionPerks / Benefits
Equity planMac shop, work with the newest technologiesUnlimited PTO policyPaid maternity leaveMonthly cell phone stipendPaid UberEats lunches dailyMedical, Dental, and Vision coverage (Whatfix pays 80% of the premium for individuals and their families; for the HSA, Whatfix contributes $1,000 for individuals and $2,000 for a family)Team and company outingsLearning and Development benefits
At Whatfix, we value collaboration, innovation, and human connection. We believe that working together in the office five days a week fosters open communication, strengthens our community, and drives innovation, helping us achieve our goals more effectively.
To facilitate global collaboration, our US teams start and end early, while our India teams start and end late. US teams do not have any evening meetings. Relocation and Sponsorship offered.
We strive to live and breathe our Cultural Principles and encourage employees to demonstrate some of these core values - Customer First; Empathy; Transparency; Fail Fast and scale Fast; No Hierarchies for Communication; Deep Dive and innovate; Trust is the foundation; and Do it as you own it.
Whatfix is an Equal Opportunity Employer and an E-Verify participant. All activities must comply with our Equal Opportunity Laws, ADA, and other regulations, as appropriate.
We are an
equal opportunity employer
and value diverse people
because of
and not in spite of the differences. We do not discriminate on the basis of race, religion, color, national origin, ethnicity, gender, sexual orientation, age, marital status, veteran status, or disability status.
The salary range for this position is 200-250K OTE, with a split between the base and variable. Compensation will be determined by factors such as level, job-related knowledge, skills, and experience.
Due to our company's global nature and hiring committees spanning different time zones, the interviews for this role will be recorded for those not in attendance to review.