Director of Regional Alliances, East

Business Development | New York City, NY, United States



Director of Regional Alliances

Marketo provides the leading engagement marketing software and solutions designed to help marketers develop long-term relationships with their customers – from acquisition to advocacy. Marketo is built for marketers, by marketers and is setting the innovation agenda for marketing technology.

The Opportunity:

We’re looking for a Director/Sr.Manager of Regional Alliances to drive the East Region Partner Strategy and Engagement to drive sourced and influenced business through Go To Market partnerships with Global Strategic Partners, Regional Systems Integrators, Local Agencies and Technology Partners. This role requires a high performance individual contributor who can thrive in a rapid growth environment and exceed revenue targets.  The ideal candidate is a well-connected sales and alliance professional who has worked in the Enterprise Software or SaaS industry and has extensive experience working with regional services partners. The position requires someone with a strong alliance background with qualification and relationship building skills in addition to a personality and drive to successfully create and extend relationships with and through partners.

This position will manage the day-to-day field execution with partners and be the quarterback to align Marketo sales and partner sales teams to close new opportunities generated through our partners.

The candidate will be located in the Eastern region of the US. 

Responsibilities:

  • Achieve monthly quota targets for partner referred opportunities and pipeline.
  • Work closely with the Marketo Alliances and Sales teams to drive partner engagement in the field.
  • Drive the day to day execution of the Go To Market plan with local partners.
  • Monitor partners’ performance to objectives and provide guidance and coaching as necessary.
  • Provide accurate weekly reporting of forecast and pipeline.
  • Create awareness for Marketo’s solutions amongst assigned team of partners and assist in positioning Marketo as the Marketing Automation Solution of choice.
  • Maintain knowledge in product, marketplace, and current business issues, and disseminate appropriate knowledge to partners.
  • Assess needs of partner sales team and conduct product and sales training as needed.
  • On-board and enable top partners to ensure partner success in selling Marketo solutions
  • Cultivate strong consultative relationships with key individuals at top partners and act as single point of contact to ensure satisfaction of top partners
  • Maintain a detailed understanding of top partners’ business (pain points, investment areas, profitability factors, etc.)

Required Skills/Experience:

  • Deep experience and relationships with Sis and Agencies
  • Experience selling Regional, Vertical and Horizontal solutions with Strategic Partners
  • Proven track record of achieving and exceeding quotas
  • Strong relationship building skills
  • Ability to thrive in a fast paced environment
  • College or University degree required.
  • Ability to travel up to 30% is required.

 About Marketo

Marketo provides the leading engagement marketing software and solutions designed to help marketers develop long-term relationships with their customers – from acquisition to advocacy. Marketo is built for marketers, by marketers and is setting the innovation agenda for marketing technology. Marketo puts Marketing First. Headquartered in San Mateo, CA, with offices around the world, Marketo serves as a strategic partner to large enterprise and fast-growing small companies across a wide variety of industries. To learn more about Marketo’s Engagement Marketing Platform, LaunchPoint® partner ecosystem, and the vast community that is the Marketo Marketing Nation®, visit www.marketo.com.

Marketo is an equal opportunity employer.