Senior Alliances Manager, Actimize

The Alliance Partner Manager identifies, recruits, and develops key account alliances and relationship programs designed to produce sales opportunities — focused on the world’s leading global advisory and system-integration firms: Deloitte, Capgemini, PwC, Accenture, and KPMG. Operating at a global level, this role selects and elevates one or two of these firms in each major geography (AMER, EMEA, and APAC) into deeply aligned strategic partners, and manages the resulting alliance relationships and influence-based opportunity pipeline.

Because these firms do not sell or resell NICE Actimize licenses directly, the role drives revenue indirectly through partner influence — evangelizing NICE Actimize products and agentic AI solutions, shaping the firms’ financial-crime, risk, and compliance transformation programs, and ensuring the retention, growth, and customer satisfaction of the joint accounts they influence.

The Alliance Partner Manager works toward mutual goals, strategies, and objectives that build awareness and support for the overall strategic benefits of each alliance. The role provides financial analyses, long-range forecasting, program trend analysis, and competitive monitoring to management, and monitors program sales impact and the overall success of each alliance. A team of regional Partner Sales Managers (PSMs) matrixes into this role to execute the alliance strategy within their geographies and to support named accounts.

• Identify, recruit, and develop key account alliances and relationship programs with Deloitte, Capgemini, PwC, Accenture, and KPMG that are designed to produce sales opportunities for NICE Actimize.
• Own the global strategy for selecting and elevating one or two of these firms per geography (AMER, EMEA, APAC) into strategic partners, defining the criteria and business case for strategic-partner status.
• Build and maintain a global account map across the five firms, identifying Manager sponsors, practices, and offerings aligned to NICE Actimize.

• Recruit, develop, and manage strategic partner alliances/partnerships and the opportunity pipelines they generate, ensuring the retention, growth, and customer satisfaction of the accounts they influence.
• Build and sustain senior, global-level relationships, engaging practice leaders, alliance Managers, and client-facing teams as a trusted advisor.
• Establish Manager governance (joint steering, QBRs) with each strategic firm to sustain momentum and accountability.

• Evangelize NICE Actimize products in conjunction with recruiting and growing key alliances/partnerships, positioning NICE Actimize as a strategic platform rather than a point solution.
• Drive adoption of NICE Actimize agentic AI solutions across the advisory firms, embedding them into the firms’ financial-crime, risk, and compliance offerings and client transformation programs.
• Enable partner practitioners to understand, position, and recommend Actimize products and agentic AI capabilities as part of their advisory and delivery work.

• Work toward mutual goals, strategies, and objectives that build awareness and support of the overall strategic benefits of each alliance.
• Develop and execute global and regional joint business plans (JBPs) with each firm, with clear quarterly and annual objectives for pipeline generation, deal origination, and revenue contribution.
• Partner with NICE Actimize Account Managers and the PSMs to align partner-influenced opportunities with account strategies, serving as a strategic sales overlay on joint pursuits.

• Manage an opportunity pipeline that is specifically tagged for partner influence, providing visibility into the revenue these firms shape even though they do not transact licenses directly.
• Ensure the relevant advisory firm is tagged in every opportunity it influences, so influence contribution to deal development is consistently captured, tracked, and credited.
• Provide financial analyses, long-range forecasting, and analysis studies associated with potential and existing alliances/partnerships.
• Evaluate program trends and provide analysis and recommendations to management.
• Where applicable, support AWS Marketplace–eligible opportunities as a secondary transaction channel — identifying qualified deals and coordinating pipeline tracking and lifecycle management.

• Monitor programs to assess the sales impact of NICE Actimize solutions in the marketplace and the overall success of each alliance.
• Monitor competitor activity within accounts and implement strategies to maintain account ownership and block competitor advancement.
• Establish and maintain performance frameworks that measure partner productivity, influence-pipeline contribution, and revenue impact across the global portfolio.

• Direct and enable the regional Partner Sales Managers who matrix into this role, setting shared objectives and ensuring consistent execution of the alliance strategy across AMER, EMEA, and APAC.
• Act as the internal champion for the strategic advisory and SI partners, aligning field sales, sales engineering, marketing, and customer success to partner value propositions and engagement models.
• Streamline partner sales processes across functions (marketing, sales engineering, legal, operations) to reduce friction and improve deal velocity, and remove blockers in partner-influence co-sell motions.

• 10+ years of technology sales experience.
• 5+ years working with partner / channel sales, including direct experience with global system integrators or advisory firms (e.g., Deloitte, Capgemini, PwC, Accenture, KPMG).
• Demonstrated success building, recruiting, and scaling strategic alliances at a global or multi-geo level.
• Experience leading or coordinating teams through influence in a matrixed environment.
• Comfortable with the full sales process, including forecasting, financial analysis, and working through deal negotiations.
• Proven success influencing and executing large, complex, partner-influenced deals in collaboration with Actimize field sales teams.
• Understanding of fundamental financial modeling for deal development and negotiation.
• Familiarity with AWS Services and Marketplace as a co-sell / transaction channel.
• A. / B.S. from an accredited college; preference for Program and Project Management.
• Willingness to travel up to 20%, including international travel across AMER, EMEA, and APAC.

• Graduate degree.
• Experience building a GSI or advisory practice (Deloitte, Capgemini, PwC, Accenture, KPMG) around a software / SaaS platform.
• Channel experience with a software SaaS provider in a partner sales or development role.
• Background in financial crime, risk, compliance, or regulatory technology.
• AWS Sales or Technical Certification and experience selling through AWS Marketplace.
• Comfortable presenting on stage and to Manager leadership teams.