Overview
We are looking for an experienced and driven Expert Lead Partner Manager focused on OEM & ISV to join our Customer Team. In this role you will be responsible for developing, managing, and growing partnerships with Original Equipment Manufacturers (OEMs) and Independent Software Vendors (ISVs). Your role is critical in driving revenue through strategic partnerships by negotiating agreements, ensuring successful product development, integrations, and creating go-to-market strategies that benefit both partners and Aleph Alpha. You will work closely with our partner ecosystem, internal cross-functional teams, and external stakeholders to maximize the value of these partnerships, contribute to our growth strategy, and ultimately enhance our market presence.
Your responsibilities:
Partnership Development and Relationship Management
Build and Maintain Relationships: Develop strong, long-term relationships with key stakeholders at OEM and ISV partners, including business, technical, and executive leadership.
Partner Strategy Development: Create and execute partnership strategies to achieve business goals, expand market presence, and increase joint revenue.
Stakeholder Engagement: Serve as the primary point of contact for all partner-related activities, ensuring regular communication and alignment between the partner and internal teams.
OEM and ISV Agreement Structuring
Negotiate and Finalize Agreements: Lead negotiations of OEM and ISV contracts, including licensing models, revenue-sharing agreements, royalties, and service-level agreements (SLAs).
Manage Contractual Relationships: Oversee ongoing contractual obligations and ensure compliance with licensing terms, pricing structures, and delivery timelines.
Product and Technical Integration
Coordinate Product Integrations: Work with engineering and product teams to manage the technical aspects of OEM and ISV partnerships, ensuring smooth product integration, customization, or embedding.
Facilitate Joint Product Development: Collaborate on joint development efforts where applicable, ensuring that product roadmaps are aligned with partner capabilities and needs.
Manage Technical Support: Coordinate with internal technical teams to provide partners with the necessary support, troubleshooting, and updates.
Go-to-Market and Co-Selling Strategies
Develop Joint Go-to-Market Plans: Collaborate with partners and internal sales/marketing teams to develop and execute joint go-to-market strategies, co-marketing efforts, and sales enablement initiatives.
Drive Co-Selling Initiatives: Work with the sales team to ensure alignment on co-selling opportunities, lead generation, and revenue targets.
Partner Enablement: Equip partners with the training, tools, and resources needed to effectively sell and support the company’s products.
Performance Management and Reporting
Monitor OKRs and Metrics: Track the success of partnerships such as revenue contribution, partner-sourced leads, and market penetration.
Report on Partnership Performance: Provide regular updates to internal stakeholders on the status of partnerships, highlighting successes, challenges, and areas for improvement.
Optimize Partner Relationships: Continuously assess and improve the partnership process to maximize value and identify new opportunities for growth.
Market and Competitive Analysis
Monitor Market Trends: Stay updated on industry trends, competitive landscape, and the evolving partner ecosystem, specifically in the OEM and ISV sectors.
Identify New Opportunities: Proactively identify and pursue new OEM and ISV partnerships that align with the company’s strategic goals.
Your profile:
Bachelor's degree in business, marketing, or a related field; MBA is a plus.
Significant experience in partner management or business development, particularly in roles focused on ISV and OEM.
Strong understanding of go-to-market and marketing strategies within the technology or SaaS industry. Experience within AI/ML or a similar technical space is a plus
Excellent communication, negotiation, and presentation skills.
Proven track record of developing and executing successful partner programs and initiatives.
Strategic thinker with the ability to drive results through collaboration and influence.
Proficiency in CRM software, project management tools, and Microsoft Office suite.
Willingness to travel as needed for partner meetings and events.
Fluency in English is required. Fluent German is of advantage.
