The Role

(This is a 12 month maternity cover secondment role)

This alliance and commercial leadership role are part of a EMEA team in a high growth and dynamic area of the Merkle business. The successful individual will be accountable for driving incremental revenue from our partnership with Adobe across our EMEA and leading other emerging alliance partnerships.

This role will be supported by the broader EMEA Alliances team (marketing and solutions), regional alliance and sales teams as well as their Global Alliance counterparts.

The successful applicant will be a highly motivated, self-starter able to lead alliance, commercial and sales efforts that are not only focused on the capabilities in which they serve but also able to cross-sell within and between capabilities of Dentsu.  A dynamic personality with a drive and passion to reach and influence decision-makers is essential.

Life as an Alliance Enterprise Sales Lead – Adobe at Merkle

Create and manage an EMEA level joint business plan with Adobe that consistently achieves Merkle’s growth ambitions of 30% YoY TCV growth whilst meeting Adobe’s ASV and certificationsCreate and manage an EMEA level joint business plan with a select group of other alliance partners that align to Merkle’s growth and partner strategySupport alliance and sales leaders with creating and managing aligned regional plans (UK, DACH, Northern Europe, ES, IT and other relevant EMEA countries)Work collaboratively with Merkle’s practice, Growth, marketing and alliance leaders in each cluster to meet commitments in the joint business planDriving incremental revenue for Merkle in partnership with Adobe and other emerging partners through:

Ensuring collaboration between Alliance Partner/sales team and Dentsu/Merkle Client Partner teams in the identification and development of technology alliance opportunities in an agreed set of priority accounts Create agreed Pro-partner “Sales plays” that can be executed across EMEA to drive new logo (and existing client) lead generation and support sales/client leaders to close opportunities as required Supporting renewal efforts if/when the opportunity needs extra sales expertise

Establish trusted relationships with senior partner leadership and teams while coordinating proactive peer to peer partnership between Merkle/dentsu and our alliance partners at all levels of the organizationSupport local market clusters and Adobe alliance leaders in the local management and set standards for sales/client alignments, monthly governance, and quarterly business reviewsOrchestrate a coordinated set of brand marketing and “Pro-partner” account-based sales and marketing plans into dentsu/Merkle, Adobe/Emerging Partners and the external market to achieve the goals in the joint business plan Ensuring availability of suitable collaterals for the Dentsu/Merkle offerings into Adobe/Emerging Partners and the Merkle/dentsu sales and account teamsWorking closely with the practice and cluster leaders across EMEA to define and extend the ability to sell and deliver services in new marketsContribute to the development of the EMEA and Global growth framework and best practices for alliance management Personally create thought leadership, present case studies and be the visible leader of the partnership both into Merkle/dentsu, Adobe/Emerging Partners and the client/new business brands Maintain an accurate, high-quality partner pipeline that is aligned to our company’s sales processBe responsible for all activities related to meeting our alliance partner metrics(ASV) across EMEA

What we are looking for in you

It is anticipated that the appropriate candidate will have >5 years consultative sales experience and at least at least 3 years experience working with alliance partnershipsExperience with originating and closing large, complex sales deals  with alliance partnersKnowledge and understanding of the Martech, Ad tech, Commerce and Cloud analytics, including Adobe and the partnership ecosystem (e.g. Salesforce, Google and AWS)Ability to propose solid solutions and commercial strategies to meet customer requirementsExperience in Financial Services, Insurance, Travel, Media, Entertainment, Non-Profit, High Tech or Retail will be an added advantageStrong ability to create and manage net new relationships with senior client and partner stakeholdersHistory of success working within an individual and team environmentDeep general business knowledge and acumenInnovative and creativeViewed as a thought leader and well connected/networkedExceptional communications and presentation skillsAbility to lead through influence over authorityStrong collaboration capabilities