Strategic Alliance Manager

The Strategic Alliance Manager is responsible for proactively finding, developing, and managing relationships with key strategic technology integration partners across the Americas. This individual operates with full autonomy - independently developing and executing partnership strategies, mentoring team members, and driving cross-functional alignment across all stakeholder groups. The SAM leverages deep industry expertise, a complete understanding of the Axis go-to-market strategy, and strong executive-level relationships to expand the Axis technology partner ecosystem and deliver measurable business impact.

This role is instrumental in developing commercialized digital technology partner relationships across Axis' various integration platforms, including device management, IT infrastructure, unified communications, and Axis' cloud platform services. This role is based at our Americas headquarters in Chelmsford, MA, or in New York City. Chelmsford is the preferred location. Candidates based in New York City will primarily work from a home office, with travel to the Chelmsford headquarters and other locations as needed.

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  Develop and own a comprehensive strategic alliance roadmap, identifying and prioritizing high-value partnership opportunities in alignment with organizational objectives

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  Drive the full partner lifecycle, encompassing prospecting, due diligence, deal structuring, negotiation, and activation of new alliances

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  Establish and maintain executive-level relationships with strategic partners at the C-suite and VP level

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  Lead complex, multi-party partnership negotiations around technology integration agreements

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  Own and be able to report on for partnership-sourced and partnership-influenced revenue targets and expected trends

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  Design and execute joint go-to-market plans with clearly defined KPIs, ensuring mutual accountability across internal stakeholders and external partners

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  Identify and develop new revenue streams and market expansion opportunities through strategic ecosystem relationships, as well as co-marketing, co-selling, and demand generation initiatives with field sales teams

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  Serve as the internal advocate for partner priorities, driving alignment across Sales, Product, Marketing, Legal, and Finance while synthesizing partner feedback to influence product roadmap decisions

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  Represent the organization at partner summits, industry conferences, and executive briefings

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  Facilitate quarterly executive business reviews with key strategic partners

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  Design and implement alliance governance frameworks, including partner health scorecards, performance metrics, and escalation protocols; lead structured business reviews and provide regular reporting to senior leadership on pipeline contribution, ROI, and emerging risks

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  Mentor and develop other members of the alliance team, contributing to the advancement of team capabilities and operational best practices

• Strong, proactive partner management skills with a strategic vision

• Proven ability to build collaborative, trusted relationships at all levels of an organization

• Self-motivated, accountable, with the ability to influence without direct authority

• Ability to communicate appropriately at all levels of an organization

• Demonstrate resiliency, a driver of change, and flexibility

• Consistent in follow up and execution, with strong time management and organizational skills

• Bachelor’s degree in computer science or related field

• A minimum of 8+ years’ experience in business development or similar related experience

• Security and/or IT industry commercialization, technical and product knowledge

• Sales experience

• Salesforce experience 

• Microsoft 365 experience

• Axis Certified Professional; qualified candidates to have an opportunity to achieve this certification

• Industry accreditations such Cisco CCNA, BICSI RCDD, Microsoft MCP, or related

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Physical Demands: Employee is occasionally required to lift 20-25 lbs.

• Expected travel up to 50% including international travel

The approximate pay range for this location and position is $160,000 - 180,000 OTE. Please note that the pay range provided is a good faith estimate for the position at the time of posting. Actual compensation will be dependent on factors, including but not limited to, the individual's qualifications, experience, knowledge, skills, and abilities, as well as physical work location within the state.

What we offer:

Axis is a company that puts our employees first. Here is just a glimpse of what we do for our ‘Axians’:

• Inspire you to grow and develop through employer-offered training as well as tuition reimbursement

• Take care of more than just the ‘work you’, but rather the ‘whole you’ through our health, dental, vision, and fitness/health and wellness programs

• Support parents and children through paid parental leave and help alleviate costs through a dependent care reimbursement account

• Encourage work/life balance with generous vacation benefit, plus a 3-week sabbatical on your 5-year anniversary (and every 5 years after!)

• Help prepare for your life after retirement through our 401(k) program and employer matching

Certain roles at Axis require background checks, which means applicable verifications will be done in these recruitments. Notice will be provided before we take any action.

We enable a smarter, safer world by creating innovative solutions for improving security and business performance. As a network technology company and industry leader, we offer solutions in video surveillance, access control, intercom, and audio systems, enhanced by intelligent analytics applications.

With around 6000 committed employees in over 50 countries, we collaborate with partners worldwide. Together, we thrive in our friendly, open, and collaborative culture and inspire each other to think beyond the expected. United by our commitment to inclusion, diversity, and sustainability, we consistently seek to develop our skills and way of working.

For more information about Axis, please visit our website www.axis.com.

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