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Alliance Manager

Company: Ripcord
Location: Hayward
Posted on: November 22, 2021

Job Description:

About Us Ripcord is the world's leading robotics digitization company, combining hardware and software robotics to process and digitize paper-based records via an Integrated SaaS offering. Focused on smart robotics digitization, smart content management with AI and helping better enable RPA and business processes. Ripcord is transforming the $62 billion records management, RPA, MPS, and ECM space through robots that scan, index and categorize paper records, making them searchable in the cloud and integrated into existing business processes and enabling RPA. Ripcord is based in California and has raised $110 million from leading investors including CDK Global, Kleiner Perkins, GV, Baidu, Lux Capital, Silicon Valley Bank, Steve Wozniak, Legend Star, and Icon Ventures. We respect and look after one another at Ripcord. We want everyone to feel supported, safe, free to innovate and take risks that result in breakthroughs that challenge the status quo. Crazy ideas are welcome here! Our team is fun, driven, and energetic. Every day we work with industrial robots, computer vision systems, and a diverse stack of software tools to tie it all together. Overview The Alliance Manager is a critical part of the Partnership Sales Team and will lead our relationship with AWS, and other partnerships as assigned. The Alliance Manager will work to cultivate deep relationships with AWS field influencers, sales, channel, partner, and marketing organizations and holds primary responsibility to drive leadership, management, and strategy for the sell with/go-to-market engagement and all joint activities with AWS. The Alliance Manager must possess a strong knowledge of and experience working with AWS, SaaS, cloud infrastructure, and AI/ML in the context of business process optimization and digital transformation, and brings a unique value proposition to Ripcord's current AWS relationship. The Alliance Manager will report to the VP of Channels & Alliances and will have several dotted line coordination requirements for consistent communication and engagement with Marketing, Inside Sales, and Product Marketing/Development. Responsibilities * Manage all joint "sell with" and go to market activities with AWS * Drive customer engagements, qualified pipeline, and bookings that meet and exceed quota and expectations * Serve as the knowledge expert on all aspects of AWS and present Ripcord capabilities at sales meetings, QBRs, executive meetings, training, and events. * Direct engagement and partner relationship-building are critical parts of this role * Track all opportunities, pipeline and bookings and provide forecasts and funnel management reports * Facilitate co-selling opportunities, account mapping, co-funding, and other sales engagements between Ripcord and the AWS sales teams * Support Ripcord's sales organization on joint engagement with AWS. * Have involvement with the Ripcord team of Business Development, Marketing, Product Management, Channels and Sales as part of overall AWS strategy * Build and maintain relationships with key personnel at AWS to assist in the development of key relationships with the extended AWS and Ripcord team and executives * Develop annual strategic plan and performance goals for AWS and any other assigned partners * Provide support and coordination for channel activity with AWS and other assigned partners * Understand and articulate assigned partners' strategic initiatives and gain a deep understanding of the activities, roadmap and vision of the partner * Help provide insight in the support of AWS events and attend/participate in the events * Provide support in the form of expertise and training for Ripcord's field sales enablement and partner marketing functions Your Experience * Demonstrated deep understanding of AWS go-to-market strategies including but not limited to co-selling, strategic planning, and goal setting, channel programs and marketing, strategic events and funnel management. * Direct channel experience including selling with or managing alliance and channel partners * Experience with public cloud, SaaS and Data Management technologies. Experience with records management, AI/ML, and analytics products and technologies is a plus. * Excellent interpersonal skills, proven track record of building strong relationships and establishing credibility with customers, prospects, marketing, sales, customer success, R&D, and the management team are a must * Ability to contribute to defining a strategic vision and to articulate it in front of a variety of audiences * Track record of instigating go-to-market plans and subsequent sales follow-through * Ability to clearly articulate and present the joint AWS/Ripcord product value proposition internally and externally with customers and partners. * Demonstrated history of managing quota bearing sales or channel roles * Self-motivated and team-oriented; able to work both autonomously and effectively as part of a geographically dispersed team. * Superior communication (written and oral) and presentation skills; solid business acumen; well-honed influencing skills are essential * "Whatever it takes" attitude and motivation to do whatever necessary to assist in winning business * 7+ Years' experience in Channel/Alliance sales development * BA, BS (or equivalent work experience) * Experience and familiarity with managing pipeline in Salesforce Additional * This role is remote and we are accepting applications from any US geographic location Perks * Free onsite gym complete with treadmills, free-weights, and even a Peloton Bicycle! * Fun stuff like a ping pong table, video games, pool table, electric scooters and more! * A great selection of healthy (and not so healthy) snacks & refreshments on-site * 100% of healthcare premiums are covered for you and all dependents * Generous parental leave programs * Catered lunch daily * Great vision & dental insurance * Comprehensive leave policy * Commuting benefits * Dog-friendly office! * Stock options Important Note We never request personally identifiable information or bank account information during our recruiting or hiring process; nor do we offer up front payments as part of an offer of employment or ask you to download any 3rd party apps such as Telegram. Equal Opportunity Employer Ripcord is proud to be an equal opportunity workplace. Our goal is to be a diverse workforce at all job levels. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, transgender status, age, marital status, veteran status, or disability status.

Keywords: Ripcord, Hayward , Alliance Manager, Executive , Hayward, California

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