Avatar for BonitaSoft

Channel & Alliances Director

$150k – $200k • No equity
Apply now
Bonitasoft helps innovative companies worldwide reinvent, automate and gain deep visibility into their business processes.
Bonitasoft’s Bonita Digital Process Automation platform enables collaboration between professional and citizen developers to rapidly deliver automation projects and applications using best-of-breed DevOps methodologies and tools.
With an ecosystem of more than 150,000 members and customers in 75+ countries, Bonitasoft provides the most widely used open source and low-code platform for business process automation.


At Bonitasoft, our customer centric selling approach is key and central in our sales strategy. We believe solution selling should focus on the value our technology will deliver to our customers. Therefore, as a Channel & Alliances Manager, you will focus on engaging with partners and managing the entire partner lifecycle from planning to market delivery, at a corporate, R&D and field level to drive meaningful business value for our partners and Bonitasoft.
You will act as an interface between Bonitasoft and all things partner related (Strategy, Product, R&D, Marketing, Sales & Channel).


Responsibilities
On Channel partnership management:
Build key relationships to create meaningful partnerships with major system integrators (such as Cognizant, Evoke technologies, …)
Reinforce and manage the partner network expansion across the United States (recruitment, relationship building, business reviews, contract management…)
Provide deal support, planning, relationship management, and analytical insights to optimize the value of the partnerships
Keep channel partners up to date to maintain corporate awareness and generate opportunities
Develop business plans, growth, and risk management strategies with partners and revenue
Define and follow adoption and business metrics in dashboards that communicate to key stakeholders the effectiveness of the alliance programs & investments

On global technological alliances management :
Create a uniform and consistent approach to recruit, develop, and drive strategic relationships with key technology partners (such as UiPath, Docusign, AWS, …)
Build and execute joint go-to-market plans to create awareness, demand and new business opportunities
Collaborate with Product Management and R&D to ensure that required technical integrations are incorporated into the product roadmap
Represent Bonitasoft at conferences and in events with technology partners

Qualifications

Our successful candidate will understand the business automation market and who can align and integrate the value of Bonita with technology partners to deliver differentiated value to our joint customers.
8+ years of industry-related experience, including ideally experience in Bonitasoft’s market (BPM, DPA, …)
5+ years’ experience leading a partner and technology program in an enterprise software vendor in the US market, while demonstrating success in managing and growing SaaS channel partners
Track record of developing ecosystem strategies and working with ISV’s to drive technology adoption and growth
Strong business acumen and ability to think strategically
Highly analytical, data driven strategic thinker but also creative problem solver and innovator
Excellent interpersonal, written and presentation skills

These would be a plus
Experience working for an international company (ideally french)

What you’ll like about Bonitasoft
Package with uncapped commissions
Onboarding program for each new comer in the Sales team, product and Sales methodology training
Medical, Dental, & Vision insurance
401(k) + company matching
Flexible working hours: a great deal of freedom and trust. At Bonitasoft we don’t clock in and out. We are interested in results from day one. The freedom goes hand in hand with responsibility
Choose Your Own device policy: pick the machine and tools you like
Yearly kick-off in France to spend quality time with all Bonitasoft employees from around the world