Director - Alliances (Finance)

Job Description:

This position is responsible for contributing to the program design, developing and growing the partner ecosystem in support of Vertex's global market strategy. This will include the design and management of the overall Alliance Partner program. This position will be responsible for leveraging our strong Alliance Partner Program to define and promote mutually beneficial global strategies and outcomes for our Alliances, the Team executing and Vertex at the Enterprise level. In addition this position will have the responsibility for identifying new alliance relationships and working cross functionally across many areas in Vertex to ensure the revenue goals from our alliances are met. This position provides leadership in identifying, evaluating and pursuing the strategic and financial prospects of new market opportunities. Directs the assessment of future markets potential and coordinates commercial input to specific programs as necessary. Establishes new technology and strategic partnerships with alliances. Follows-up on all partnership activity including the tracking, documentation and status reporting of all collaborations along the business development pipeline. Interacts with existing corporate contacts, facilitates communication, keeps track of milestones and identifies scope for enhancing these relationships.

ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:

• Works closely with Alliance partners to develop and execute a global go-to-market plan that drives all aspects of the partner relationship including executive relationships, lead referrals and revenue opportunities, partner marketing opportunities, partner and field-team visibility, and joint solution opportunities.
• Develop strategy to engage top tier alliance firms and collaborative sales strategies that enable Vertex to drive revenue growth through the Alliance channel
• Ensures the organization understands and exploits realistic opportunities with speed and efficiency. Works closely with appropriate teams, as team members or leader, to ensure Vertex is clearly aware of market opportunities and partnerships that could deliver revenue growth.
• Keeps abreast of market trends and needs by working closely with internal and external organizations. Works with Vertex's management team to define a realistic research scope based upon organizational constrains and strategic direction.
• Manages all personnel related processes including: selection, resource allocation, performance management, employee relations, compensation and rewards, employee development, etc.
• Applies and manages the Vertex product management process at the new business opportunity level
• Screens and decides on opportunities based upon Vertex's internal decision criteria
• Prepares white papers and reports on new model and alliance activity
• Gathers and translates market and customer input into product requirements.
• Drives any necessary changes as we grow and learn from experience.
• Influences the product management process through core teams and through influence over product managers.
• Creates format and regularly reports to upper management.
• Resolves cross-organizational issues.
• Ensures project management skills are installed within the team, and that techniques are used to drive process, meet deadlines and achieve objectives..
• Ensure on-time, on-budget and on-forecast targets by managing Vertex executives, segments and teams through a planning process with a structured approach to decision making.
• Drives creation of business cases for new products and ensures senior management is presented information necessary to make informed decisions. Questions about the business implications of all product decisions and ensures business issues are considered. Assesses business impacts and make trade-off decisions.
• Creates and maintains mechanism for receiving and tracking field input on requirements.
• Participates in setting the strategic direction for Vertex. Translates high level direction and strategy into tactical direction for individuals.
• May lead projects and perform other duties as assigned.

SUPERVISORY RESPONSIBILITIES:

• Determine appropriate resourcing of staff in order to achieve goals and objectives.
• Build an effective leadership team through mentoring and formal education that focuses on management and project management principles.
• Define annual Key Performance Indicators aligned with corporate goals.
• Direct and mentor leaders on performance gaps, career development opportunities, and strategies.
• Direct and coach leaders on all human resource related processes including onboarding, performance management, succession planning, employee relations, selection, terminations, compensation and rewards.
• Accountable for collective results and recognizing others' contributions and share credit for success.
• Own attainment of high employee satisfaction and retention; lead development of program and initiatives within group to attain high employee satisfaction.
• Lead change management initiatives to drive improvements and efficiencies.
• Ability to interact collaboratively and communicate effectively with external, internal customers, and stakeholders to address issues and ensure alignment.

KNOWLEDGE, SKILLS AND ABILITIES:

• Strong market analysis and financial analysis skills required.
• Must have significant customer interaction experience, and be at home giving presentation to customers as well as gathering requirements.
• Strong project management skills required, with the ability to manage multiple projects simultaneously.
• Ability to make presentations to industry forums, standards organizations and act as a company spokesperson required.
• Proven ability to develop relationships at all levels - customer, executive, team, etc.
• Experience with SAP, Oracle, Microsoft, Workday or other leading software companies or big four Alliance firms.
• Proven ability to stay on task, overcome obstacles, meet deadlines and milestones and deliver work by agreed upon dates.
• Travel and trade show/event involvement required. Travel Required, 50% minimum.
• Responsible for global oversight and direction across Americas, Europe, Rest of World.

EDUCATION AND TRAINING:

• Bachelor's Degree required.
• MBA preferred. CPA, relevant certifications a plus.
• Twelve (12) plus years' experience in business development management.
• Ten (10) plus years leadership responsibility.
• Or equivalent combination of education and/or experience.

Other Qualifications
The Winning Way behaviors that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners.

• Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.

• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule - better is the enemy of done. Don't spend hours when minutes are enough.

• Work with Purpose - Exhibit a "We Can" mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.

• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.

• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you're unsure, ask. Demonstrate unwavering support for decisions.

COMMENTS:

The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.