Partnerships Manager, Alliances & Channels

Sprout Social is looking to hire a Partnerships Manager to join the Alliances and Channels team, based in Australia. 

Why join Sprout’s Alliances and Channels team?

Sprout’s partnerships are essential to running and scaling the business. Joining our Alliances and Channels team means you’ll be at the intersection of many parts of the company, with high visibility and impact of your work. As part of this team, you’ll have the opportunity to build and support the company’s most critical partnerships and leverage those relationships to give Sprout a competitive advantage, and drive revenue. And as a relatively small team, there is a ton of opportunity to work and grow together as we explore new areas of impact. 

What you’ll do

As the Partnerships Manager, you will play a pivotal role in driving growth and expanding our footprint within the partner ecosystem. You will be responsible for building and maintaining strategic relationships with key partners, such as Salesforce and AWS, to drive revenue, deliver a best-in-class partner experience, and strengthen our partnership ecosystem.

You will serve as a liaison between Sprout Social and partners, mutual customers, and prospects, ensuring alignment on sales goals and joint initiatives.  This role will have full ownership of the partnership strategy, execution, and results for the entire Asia Pacific (APAC) region.

• Develop and execute a regional strategy and business plan to strengthen Sprout Social’s relationship with Salesforce and AWS, focusing on tailoring go-to-market strategies for diverse APAC markets, prioritizing which partners to focus on, and ensuring effective sales enablement & alignment
• Become a subject matter expert on the APAC partner ecosystem, especially Salesforce and AWS, understanding their specific functionalities, programs, and mechanisms to drive meaningful revenue impact to Sprout Social and sequencing which partnerships to pursue
• Act as the primary point of contact and relationship owner for key partner stakeholders as well as for Sprout Social’s field teams operating within the APAC region
• Drive incremental revenue across the APAC region by identifying and creating joint opportunities, running localized co-selling campaigns, and building a robust pipeline
• Achieve quarterly and annual sales targets by leveraging partners’ customer bases and market reach within the region
• Track key performance indicators to evaluate partnership success, such as joint pipeline creation, revenue growth, and partner engagement
• Work cross-functionally with other teams at Sprout Social, to build and strengthen the partnership, champion APAC partner needs and opportunities, and enhance awareness of our joint value propositions both externally and internally 
• Partner with the marketing team to plan and execute virtual and in-person partner events and marketing campaigns. Track and report the results of each marketing initiative.

What you’ll bring

With this being a new role in the Alliances and Channels organization, an always-be-learning and growing mindset will help set you up for success.  The ideal candidate will have experience navigating diverse cultures, business practices, and languages across the region and will be comfortable working across multiple time zones.

The minimum qualifications for this role include:

• 5+ years of experience in sales or business development roles in the SaaS industry
• 3+ years working within SaaS partner ecosystems
• Proven ability to manage and grow relationships with external and internal stakeholders
• Excellent communication and presentation skills, with the ability to influence C-Level executives, front-line managers, and individual contributors
• Results-driven mindset with a collaborative approach to teamwork
• Superb project & program management skills
• Humble hunger to improvise, adapt, and overcome

Preferred qualifications for this role include:

• Can show experience or exhibit the capabilities to build meaningful partner relationships with complex and sophisticated organizations 
• Highly independent and self-motivated with the ability to proactively seek out solutions and opportunities.

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Developing a strong understanding of Sprout’s Salesforce Service Cloud Integration and other API integrations into Salesforce, Salesforce’s go-to-market organization structure, and the AWS Marketplace and the AWSMP go-to-market organization structure
• Connect with leaders across the Alliances and Channels team and other departments at Sprout to build relationships and understand how this role can support the collective goals
• Audit existing APAC-specific Alliances and Channels internal enablement efforts and resources to identify opportunities
• Gain access and training on software and tooling key to this role

Within 3 months, you’ll start hitting your stride by:

• Leading internal trainings on the Salesforce and AWS Marketplace opportunity and how to work with partners
• Meeting and building go-to-market strategies with external Partner contacts on regular cadences to build and drive the partnerships forward
• Engaging with Sprout Sales & Success leaders and ICs on identified opportunities and accounts where partners can assist with winning the deal
• Selling the Salesforce Service Cloud Integration 
• Sourcing deals from Salesforce and AWS

Within 6 months, you’ll be making a clear impact through:

• Driving revenue through Salesforce Service Cloud integration sales and through sourcing deals from partners
• Accelerating deals through partner involvement
• Being a resource and engaged participant within deals
• Reporting to key stakeholders on the KPIs and goals
• Onboarding strategic new partners and establishing go-to-market strategies with them with joint benchmarks to measure success
• Creating on-demand trainings for existing team members and new-hires

Within 12 months, you’ll make this role your own by:

• Tapping into the full potential of Alliance and Channel partners 
• Creating strong relationships with sellers at our partners and build Sprout Social’s brand and reputation inside their walls
• Optimizing and managing additional Alliance and Channel partners to expand Sprout’s reach and drive more revenue and continually evaluate potential new partners
• Co-sell and account map to identify and drive sourced opportunities and pipeline from partners

Of course what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager.

Our Benefits Program

We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program 
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our Grow@Sprout program, employee-led diversity, equity and inclusion initiatives and mentorship programs for aspiring leaders
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members

Candidates for this remote work opportunity must be based in either Victoria or New South Wales, Australia. If you are based in another location within Australia or APAC, we aren’t able to hire in your location at this time; however, if you’d like to stay in touch with us in case that changes in the future, please apply and we’ll save your application for possible future consideration.

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