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Cornerstone onDemand Senior Alliances Manager, Public Sector in Baltimore, Maryland

Alliances Manager, Public Sector (Federal)

We are seeking a successful software alliances professional to manage a portfolio of partners who provide Human Capital Services, Technology and Contract Procurement Vehicles (including but not limited to SIs, VARS, SDVSOB, SBA etc.) to US Federal Government agencies and entities. Ideal candidates will have a proven ability to work strategically with internal and partner field sales organizations in territory planning and deal-level activities to exceed revenue and demand generation quotas.

Contain a strong understanding and familiarity of the US Federal Government Human Capital Management marketplace, and sound knowledge of HRT Management solutions. Previous selling or alliances experience in this space and can manage the many different parts of the role: partner prospecting, creation and execution of joint GTM strategies, field sales support on partner related activities, management of US Federal Government reseller/contract vehicle portfolio and continuous relationship building. This individual will be focused on optimizing our existing portfolio of US Federal Government partners as well as establishing new partnerships to support the Federal business at Cornerstone.

In the role you will…

  • Developing and implementing joint go-to-market strategies with assigned US government partners

  • Working with Public Sector sales leadership and support teams to commence the build and execution of business plans with key partners annually and complete business activities in accordance of that plan throughout the year

  • Managing portfolio of government contract vehicle & VAR (value added reseller) partners to ensure proper reporting and administration compliance

  • Enabling the field to engage with partners and drive field engagement in accordance with the partnership strategy

  • Developing relationships with both internal enterprise field organization and field organizations of our partners

  • Enabling the effective referral of sales opportunities from partners; supporting the Company’s sales efforts

  • Developing targets/indicators to measure success with key partners

  • Conducting virtual and live presentations around our solutions, as well as attending industry related events and conferences.

  • Achieving annual and quarterly revenue targets

  • Other alliance-related duties

You have what it takes if you …

  • Bachelor’s degree in Business, Marketing, Communications or equivalent experience

  • 5 years in US Federal Government Alliances

  • Proven experience of translating marketplace opportunities into the value of partnering

  • Track record of exceeding company sales quotas

  • Aggressive, hard-working, persuasive, diligent, self-motivated, and productive. Strong drive to achieve results with minimal supervision

  • Excellent communication, analytical, presentation, time management and organizational skills.

  • Must be comfortable demonstrating software and speaking to technical and non-technical executives alike

  • Excellent conflict resolution skills

  • Experience using a CRM or contact management system like Salesforce.com and Microsoft Office

  • Strong drive to achieve results with minimal supervision

  • Openness and ability to be coached, passion for winning, resolve and dedication

  • Aptitude for Technology, including using web-based software and internet tools

Extra dose of awesome if you have…

  • Experienced in the management and support of large and small (SDVSOB, underrepresented Owned, Woman Owned, SBA etc.), complex partners (SI’s etc.)

  • Strong understanding of government contracting requirements and experience managing procurement (s) through a multiple or single-award vendors/agency/cooperative (e.g. SHI, GSA Schedule 70, US Communities etc.)

  • Strong relationships with Systems Integrators such as IBM, Deloitte, Accenture, Booz Allen Hamilton, GDIT, etc.

Equal Employment Opportunity has been, and will continue to be, a fundamental commitment at Cornerstone OnDemand. All qualified applicants are given consideration regardless of race, color, gender, age, sexual orientation, national origin, marital status, citizenship status, disability, veteran status, or any other protected class as provided in applicable Federal, State, or Local fair employment laws. If you have a disability or special need that requires accommodation, please contact us at careers@csod.com