Channels and Alliances Manager (CAM) - Strategic Partnerships

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Company Overview:

Quark Software is a leader in content automation and digital publishing solutions, with its flagship product, the Quark Publishing Platform (QPP) NextGen, trusted by 100 enterprises across 4 major industries. We are seeking a Channels and Alliances Manager (CAM) to drive channel development for Quark Software through strategic partnership acquisition and the expansion of our partner ecosystem.

Position Summary:

The Channels and Alliances Manager (CAM) will be responsible for (UK/Ireland or Europe remote) partnership acquisition and driving channel development at Quark Software. This role will focus on identifying and establishing partnerships with VARs, systems integrators, consulting firms, and other third-party organizations. The CAM will drive indirect sales, collaborate on sales enablement initiatives, and ensure partner collaboration by providing oversight and liaising with Quark's technical enablement teams to ensure the highest standards of service delivery. In addition, a key focus will be the Microsoft relationship, where the CAM will collaborate closely with Microsoft to drive joint sales initiatives and ensure mutual success through the partner ecosystem. This role requires a strategic, results-driven leader with a focus on partner acquisition and channel development.

Key Responsibilities:

Partnership Acquisition:

Identify and acquire new partnerships: Identify, develop, and establish relationships with key strategic partners, focusing on VARs, systems integrators, consulting firms, and other third-party organizations.

Negotiate and structure new partnerships: Create mutually beneficial partnership agreements that align with Quark's business and go-to-market strategy.

Sales enablement: Provide partners with the necessary tools, resources, and training to enable them to successfully sell and deliver Quark solutions. Develop joint sales initiatives and ensure alignment on sales goals and activities.

Channel Development:

Drive channel development: Build and scale a robust channel ecosystem to expand Quark's presence in target markets. Focus on developing a sustainable channel program with partners in verticals such as publishing, financial services, pharma, government, and manufacturing.

Executive relationships and strategic alignment: Develop and nurture executive-level relationships with key partners, ensuring strategic alignment and maximizing opportunities for collaboration and growth.

Microsoft Relationship and Sales Collaboration:

Focus on the Microsoft relationship: Leverage Quark's strategic relationship with Microsoft to foster joint sales initiatives, develop go-to-market strategies, and create collaborative solutions that integrate Quark's offerings with Microsoft's technologies.

Collaborate on sales enablement: Work closely with Microsoft teams to co-develop sales materials, training programs, and technical resources that empower both Quark and Microsoft sales teams to engage effectively with customers.

Microsoft relationship: Work with Microsoft to integrate Quark's products with their platforms, drive co-selling, and develop solutions that bring value to shared customers.

Indirect Sales and Partner Ecosystem:

Manage indirect sales: Oversee the sales process within the partner ecosystem, ensuring partners are meeting sales goals in generating and closing revenue.

Pipeline management: Monitor and manage the sales pipeline generated through partners. Track opportunities and ensure timely follow-ups, conversions, and reporting on partner performance.

Increase market share: Grow Quark's presence and sales in existing markets by nurturing and developing high-performing partnerships that align with Quark's long-term vision.

Collaboration with Internal Teams:

Work closely with pre-sales, sales, marketing, and product teams: Ensure alignment between internal teams and partners to create unified go-to-market strategies. Provide partners with the resources they need for successful sales execution.

Internal reporting: Report regularly to senior leadership on partner performance, sales targets, and market insights.

Required Skills & Qualifications:

Education:
• Bachelor's degree in business, marketing, or a related field. An MBA or advanced degree is a plus.

Experience:

• 3+ years of experience in channel development, strategic alliances, or business development in the technology, SaaS, or content management space.
• Proven success in partnership acquisition, strong track record of developing and managing relationships with VARs, systems integrators, consulting firms, and other third-party partners.

• Sales & Commercial Acumen:

• Demonstrated ability to drive revenue generation and sales success through channel development and partnerships.
• Strong commercial negotiation skills and ability to craft win-win agreements with strategic partners.
• Partner & Stakeholder Management:
• Experience in establishing and managing executive relationships with strategic partners and internal teams.
• Proven ability to manage a diverse portfolio of partners and high-impact relationships.

• Leadership & Communication:

• Strong executive presence with the ability to lead discussions with senior-level partners and internal stakeholders.
• Exceptional communication skills, both written and verbal, with the ability to present complex solutions clearly and effectively.

• Proactive & Results-Oriented:

• Self-starter who thrives in a fast-paced, dynamic environment.
• Ability to drive results independently while collaborating with cross-functional teams.

• Travel:

• Flexibility to travel as needed (approx. 25-50%) of the time.

Preferred Experience:

• Experience working with SaaS or ECM solutions.
• Experience working with Microsoft and its partner ecosystem
• Familiarity with partner ecosystems in verticals such as publishing, financial services, government, and pharma.

What We Offer:
• Competitive salary and performance-based incentives.
• Comprehensive benefits package, including health, dental, and vision insurance.
• Training and development opportunities to support career growth.
• A collaborative, innovative work environment with opportunities for career advancement.

Quark Software is an Equal Opportunity Employer. We are committed to creating a diverse and inclusive environment for all employees.

The Opportunity:

Quark is a leader in closed-loop content lifecycle management. Our software solutions enable organizations to inform, educate, and entertain their audiences with precision and impact. Join us to make a meaningful difference in content management while enjoying comprehensive benefits from day one. Your growth and success matter to us. Together, we'll unleash the power of innovative and successful content.