• Identify new partner prospects: Actively research and qualify potential partners that align with the company’s strategic objectives. • Recruit new OEMs and ISVs: Drive outreach and engagement to onboard Original Equipment Manufacturers (OEMs) and Independent Software Vendors (ISVs) into the alliance program. • Take proactive measures to constantly improve the relationship with complex moderate risk Strategic Alliance Partners • Be the single point of contact for our partners including on-boarding account management forecasting business reviews and Q&A • Cultivate business relationships between the company and Independent Software Vendors that complement the company's software offerings • Fully understand and articulate the variety of partner agreements offered by the company; work with company's legal team to modify and evolve agreements to accommodate business requirements of the company • Assist ISVs in developing a business case to justify integration project and present findings to stakeholders at the company • Participate and coordinate alliance demos to validate viability of working with ISV from both an architecture and cultural vantage point • Develop alliance partner evaluation to determine appropriateness for transition to industry team or continue to manage from within alliances team • Work with partners to develop strategic business plans that satisfy mutually agreed upon goals and objectives; communicate business plans to sales management and provide quarterly updates • Identify and communicate new sales opportunities to sales management • Identify coordinate and track leads through partners; collaborate with field sales team to identify appropriate solutions • Provide support to existing partners via shared goals and joint activities • Leverage knowledge and experience to promote company products as well as provide training to partners • Work with the marketing team to implement marketing programs including enhanced partner website portal partner product certification partner training and collateral • Share extensive experience and best practice knowledge; contribute to the overall growth and quality of the sales team • Attend trade events with goal of generating sales opportunities expanding relationship with alliance partner and building influence base • Develop Play Books for each partner and present to other team member for formal feedback and review • Provide guidance and support to other team members.