Vendor Alliance Manager

Job Purpose

The Vendor Alliance Manager is responsible for initiating, developing, expanding and growing the partnership of identified existing or potential partners and will be the business interface between Bespin Global and key selected partners. In addition, will be responsible for leading joint initiatives defining and ensuring the successful execution of solution opportunities and go-to-market programs with designated partners.

Job Description

Bespineers Conduct
• Adhere to company policies and procedures, as well as applicable laws and regulations.
• Handle conflicts in a professional and constructive manner.
• Aim for high-quality work and continuously look for ways to improve.
• Maintain a positive and cooperative attitude, such as accepting feedback politely and remaining calm and professional when faced with challenges, to contribute to a more productive and pleasant work environment.
• Work as part of a team, be willing to help others, communicate effectively and be willing to adapt to reach team goals.
• Act as role models, demonstrating Bespin Motto, behaviors, and ethics that Bespin aspires to uphold.

Additional Responsibilities

Vendor Management 
• Work closely with the Head of SABO to define and implement partner plans and monitor progress and record results

• Develop and strengthen working relationships as a trusted advisor with key partners.

• Handle medium to large-scale partnerships and ecosystem development for opportunities and projects.

• Refers and qualifies partner leads with Head of SABO and Sales Managers to maximize benefits

• Understand partners’ challenges and business opportunities.

• Builds the Business Plan with the support of Head of SABO and executes its implementation with the different teams 

• Execute Bespin Global’s partnering strategy and be held accountable for increasing the utilization rate of jointly developed programs.

• Understand and learn about Alliance partner’s objectives and develop or leverage mutually beneficial channel programs if any.

• Handle and own assigned tasks in relation to strategic alliances function which are not limited to requests analysis, escalations, terms reviews and enhancements, suggesting multiple options for solution optimization, price reductions and value creation, partner qualifications, and agreements finalization.

• Support in escalation on unresolved issues from partners for quick resolution.

Additional Responsibilities

Vendor Management

Handling partners escalations related to finance and PMO.

• Support internal teams in choosing the right technology partner from a commercial perspective for introducing new services or enhancing / expanding Bespin Global service portfolio.

• Overlook the common opportunity pipeline, make sure of its execution, manages the cadence for continuous status updates, resolves misalignments with the support the Head of SABO and Sales Managers.

• Support Commercial and Project Management teams in meeting revenue recognition targets through interventions with partners.

• Design / Compile teaming agreements that fits for purpose.

• Generate savings for enhancing bottom line on awarded opportunities.

• Partners’ contracts / business plans reviews and optimization (new or renewals).

• Communicate proactively and articulate to management channel and market/client updates.

• Works with Marketing Team on Marketing common plans with the partner.

• Make sure to maximize partners’ funds allocation to Bespin Global as a strategic partner.

• Increase the level of Funds’ Approvals and decrease the approval lifecycle through continuous improvement methods.

• Help identify core partner conflict and opportunity issues and put together next step recommendations for how to move forward.

• Participate in Steering Committees or MBRs/QBRs and minuting the meetings and following up on necessary actions.

• Understand and learn about partner’s different funding or incentive programs (Migrations, optimizations, workshops, PoC/Vs, etc…) and make sure this information is well passed and utilized by all relevant internal teams depending on each team capacity and responsibility.

Job Specification

Education
• Bachelor’s degree in business management, or any related field

Professional Certifications
•  Project Management Professional (Preferred) 

Knowledge
• Principles and best practices of vendor management and contract negotiations.
• Being able to develop and execute alliance strategies.
• Experience in creating and launching a channel program.
• Understand & can articulate market segmentation with the value it brings to the sales process.
• Proven project management background and capabilities.
• Critical thinking and problem resolution.
• Ability to understand complex discounting and pricing structures.
• Works well in a matrix environment with both sales and non- sales departments.
• Ability to work effectively in a fast-changing, fast-paced and demanding environment.
• Ability to influence with strong negotiation skills in getting buy- in from multiple stakeholders.
• Handled large-scale partnerships and ecosystem development projects.