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We believe that great talent is not bound by geography and that what you do matters more than where you do it. Relativity has assumed a hybrid work strategy, allowing choice and flexibility for employees to work either from home, a physical Relativity office location (once safe to do so), or a combination of the two, within certain logistical boundaries. Submit your application to... learn more from our recruiters or contact us for more details.
The Strategic Technology Partnerships, Go-to-Market manager fosters co-selling and co-marketing efforts across our strategic tech partner ecosystem. The manager is responsible for setting a global GTM co-sell and co-marketing strategy for Relativity’s strategic tech partnerships and driving execution of that strategy across Relativity’s sales and marketing teams. The manager serves as a critical conduit between our external tech partners’ sales & marketing functions and Relativity’s internal GTM organization. This role will report to the Head of Strategic Tech Partnerships and act as a critical business partner to the Global Head of Sales and Chief Marketing Officer.
Set co-selling strategy and develop processes/content
Create and drive global co-selling strategy, including prioritizing territories, defining joint sales motions and setting KPIs / OKRs
Holistically manage the end-to-end co-selling process with our strategic tech partners, working closely with internal and external stakeholders
Develop relationships with commercial leaders at our tech partners to influence co-sell program expansion
Set overall strategy for how we enable both Relativity’s sellers and partners’ sellers and execute on field enablement activities
Measure co-sell outcomes in line with established KPIs / metrics; set GTM agenda for and participate in QBR’s internally and with our tech partners
Support co-selling in the field
Advises sales reps / managers on deal strategy as it relates to co-selling tactics
Define messaging on our strategic tech partnerships across segments and within individual opportunities
Build structures and define processes for scaling ongoing deal support
Resolve co-selling program questions and issues from our field, our tech partners’ fields and our mutual customers
Act as subject matter expert for sales reps / managers regarding co-selling, our strategic partnerships, and respective partner co-sell programs
Escalation path for co-selling collaboration issues, including managing issues with our tech partners’ field teams (e.g. if partners’ sales team is not responsive, etc.)
Work cross functionally (Sales, Revenue Operations, Legal, Finance) to ensure appropriate administration of co-sell program
Set co-marketing strategy and drive execution of co-marketing efforts
Create and drive a global co-marketing strategy for our strategic tech partnerships to drive co-sell success and elevate the Relativity brand, including but not limited to campaigns, case studies, field enablement and events
Create and maintain enablement assets for Relativity’s field as well as our external tech partnerships’ sales organizations (competitive materials, pitch decks, customer stories, etc.)
Partner with various Relativity marketing functions (e.g. demand gen, product marketing, events, brand) and our external tech partners’ marketing counterparts to secure necessary resources, create/approve materials and drive overall execution of our co-marketing strategy
Set and track KPIs / OKRs specific to tech partnerships’ marketing efforts; participate in marketing focused QBR’s internally and with our tech partners
6+ years of experience in global Enterprise Software, Partnerships GTM, Sales Strategy or in a Strategic Marketing role
Customer-facing experience in a sales, consultative or customer success capacity
Experience managing and/or coordinating global marketing plans and assets, or developing successful, integrated marketing campaigns
GTM experience working for, or partnering with, a global public cloud provider
4+ years of experience in global Enterprise Software, Partnerships GTM, Sales Strategy or in a Strategic Marketing role
Strong interpersonal skills with executive presence and the ability to work closely, cooperatively and effectively with different departments internally & externally
Proven ability to co-facilitate with external partners on strategic programming
Ability to navigate cross-functional complexity to quickly and effectively bring open issues to resolution and drive incremental growth for our partnerships
Adept at influencing others, internally and externally, with an ability to work effectively and build consensus across various functional groups to achieve goals
Ability to work with and support C-level engagements
High performer with track record of exceeding performance expectations and metrics
Undergraduate degree in Business, Marketing or applicable field
At Relativity, we live our core values and we thrive on solving complex problems. We’re dedicated to continually improving our product and providing relentless customer service, and we’re always looking for people to join us on the journey.
Relativity is a team of smart, passionate people always looking to grow, contribute, and make our product and customer service the best it can be. Our team members come from diverse backgrounds with different skills and life experiences—and we love and celebrate those differences. We believe that employees are happiest when they’re empowered to be their full, authentic selves, regardless how you identify.
So, please come as you are. We can’t wait to meet you.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law