Alliance Manager - Box

WHAT IS BOX? 

Box is the world’s leading Content Cloud. We are trusted by more than 115K organizations around the world today, including nearly 70% of the Fortune 500 and leaders across deeply regulated industries (such as AstraZeneca, JLL, and Nationwide), to protect their data, fuel collaboration, and power critical workflows with secure, enterprise AI.

By joining Box, you will have the unique opportunity to continue driving our platform forward. Content powers how we work. It’s the billions of files and information flowing across teams, departments, and key business processes every single day: contracts, invoices, employee records, financials, product specs, marketing assets, and more. Our mission is to bring intelligence to the world of content management and empower our customers to completely transform workflows across their organizations. With the combination of AI and enterprise content, the opportunity has never been greater to transform how the world works together and at Box you will be on the front lines of this massive shift.

Founded in 2005, Box is headquartered in Redwood City, CA, and we have offices across the United States, Europe, and Asia.

WHY BOX NEEDS YOU 

Every business in the world is looking to modernize the ways they work. IBM plays a critical role in capturing the opportunity associated with the Content Cloud and driving the next evolution of our growth. We have an amazing opportunity to further expand the partnership and we need strong sellers who can help us realize that goal.

The channel sales organization at Box works in a fast-paced, dynamic environment, where innovative ideas and creative minds meet to drive significant market share through partner collaboration and field success.  We are looking for an experienced hands-on, sales-oriented, driven and organized IBM Sales Manager to execute on driving incremental revenue through activating sales through rep engagement at Box and at IBM.  This role will be responsible for developing, growing, scaling and executing the IBM Box Reseller business.  In addition, we expect this individual to bring energy, flexibility and accuracy to the IBM business. The ability to collaborate and facilitate activity with Boxers and IBM is critical.  Ultimately, the IBM Sales Manager will be expected to create real and measurable business results. This position will report to the Sr Director of the IBM Global Alliance.

WHAT YOU'LL DO 

• Oversee and manage all IBM sales initiatives, track pipeline and close deals for specific agreed upon revenue goals, provide sales support to ensure IBM is competitive and capable to win business

• Drive Seller engagement in US and Canada

• Execute on the WW Strategy in region to accelerate watsonx.ai with Box and IBM

• Expand relationships and enable IBM by developing go-to-market strategies that are executed in the field

• Secure revenue commitments from IBM and accurately forecast within SFDC

• Facilitate, develop and manage sales enablement and training plans to ensure IBM is equipped to position products/solutions and compete effectively to meet revenue objectives. 

• Evangelize the partnership including joint value proposition with sales teams to ensure awareness and collaboration

• Develop IBM business plans and program objectives to support revenue commitments

• Conduct Quarterly Business Reviews, measuring IBM performance against pre-established business metrics

• Collaborate with Marketing to drive the creation and utilization of sales collateral as well as demand generation programs and campaigns that drive IBM revenue.

• Understand each partner's sales process to optimize opportunities for additional field traction and incentives

• Manage day-to-day partner relationship and interface between IBM and Box

• Effectively work with sales team to insure that leads generated through IBM and marketing efforts are converted into paying accounts and to identify Box customer needs that could be satisfied with a partnership

• Demonstrate Box’s value proposition to the IBM Executive, Sales, and Technical teams to drive continued success

• Serve as the subject matter expert for the channel to the Box’s regional sales teams

WHO YOU ARE 

• 5+ years of Sales, preferably to large organizations

• Prior experience in Content Management, Cloud and/or SaaS sales 

• Prior experience working with Resellers, System Integrators or ISVs

• Demonstrated track record of successful quota attainment in a commissioned sales role

• Experience collaborating with marketing to support partner requirements

• Ability to develop and implement partner business plans that drive partner revenue goals

• Resilient sales leader who adapts to change quickly and executes with a growth mindset

• Experience working in matrix environments

Box lives its values, with community and in-person collaboration being a core part of our culture. Boxers are expected to work from their assigned office a minimum of 2 days per week, with a focus on Tuesdays and Thursdays. Your Recruiter will share more about how we work and company culture during the hiring process.

Head-over-heels about this role — but not sure you meet all the requirements? Apply anyway! Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Box, we take a big-picture approach to hiring that fosters authenticity, diversity, and inclusion. If you're passionate about this opportunity, chances are, you shine pretty bright.

EQUAL OPPORTUNITY

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability, and any other protected ground of discrimination under applicable human rights legislation. Box strives to respect the dignity and ‎‎independence of people with disabilities and is committed to giving them the same ‎‎opportunity to succeed as all other employees. Inclusiveness is core to our culture at Box, and we strive to ensure you get the most from your interview experience.

Box makes reasonable accommodations for applicants with disabilities. If a reasonable accommodation is needed to participate in the job application or interview process, please complete this form. Reasonable accommodations may include scheduling adjustments, document dictation and beyond.

For details on how we protect your information when you apply, please see our Personnel Privacy Notice. If you are a California-resident, please read our California Applicant & Candidate Privacy Notice here.

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