Job Title: IBM Alliance Manager
Date Posted: 10-05-2007
Job Location: Massachusetts-Boston North
Job Type: Full Time
Education Level: Bachelors Degree
Work Experience: 7+ to 10 Years
Job Shift: First Shift
Yearly Salary:DOE (Depend on Experience)
Company Name: Kronos Incorporated
Company Website:
Contact Information: T.   Bartiromo (
Job Description:
Kronos offers solutions to a diverse array of industries including education, government,
healthcare, hospitality, manufacturing, and retail. Leading publications including Business
2.0, BusinessWeek, and Forbes have recognized Kronos for its financial strength and superior
product offerings. Kronos is a publicly owned company (NASDAQ: KRON) and was founded in 1977.


Kronos is seeking a senior-level professional to own and manage its strategic alliance
relationship with IBM.  This position will be responsible for leading the overall business
strategy and  implementation and development of business plans to achieve the revenue and
profit goals that have been established for this relationship.  This position is going to be
measured and managed by achievement of measurable goals and by the incremental revenue created
through the partnership.


Metric will include:  

      Incremental leads developed and managed through the partnership

      Measurably contributing to improve win rate

      Contribution the partnership makes to Kronoss desire to enter new markets (industry
verticals, new global geographic markets, etc.)

      Contribution the partnership makes to helping field sales strengthen competitive
positioning posture in deals.  


The successful candidate will be responsible for expanding the existing partnership by
positioning the value of Kronos throughout IBM as well as tactically supporting joint selling
activities at the field level.  This highly visible position offers the opportunity to build a
strong cross-functional understanding of both Kronos product lines and business operations. 
The ideal candidate will have experience managing partner relationships in the large
consulting services and HR BPO (outsourcing) space.  Experience working in these types of
organizations is a big plus. 


Attributes & experience we are seeking for this role:   


      Ability to develop and actionable partner management strategy and plan with clear goals
and objectives that are attainable. 

      Ability to develop simple measurement metrics that would allow us to effectively
measure progress towards these goals.

      Ability to build relationships (not from a transaction standpoint but from a longer
term business relationship standpoint),  find key players in complex organizations, get their
attention and interest, qualify their position in the partner organization, build and manage

      A strong utility player that is conversant in multiple subject / functional areas. 
Able to manage relationships (within Kronos and within partner organization) at multiple
levels; technology, legal, finance, sales, marketing, professional services

      Ability to build and manage a sales pipeline by effectively aligning our partners
organization with our organization.  

      Strong communication & presentation skills, able to effectively position our value
proposition with partners, Kronos internal people and customers.

      Strong organizational skills.

      Strong initiative, able to operate independently without much hand holding.  

      Must be smart and have good business instincts.

      Strong innovative skills, ability to be creative in finding ways to get things done,
find workarounds where necessary, expand working relationships, etc. Ability to bring new
ideas to the company.


Responsibilities will include:  


      Provide on-going input into the current strategy and program design; implementation,
execution and on-going management.

      Develop, own and execute a business relationship plan for the assigned partner.

      Own the responsibility for identifying, creating, forecasting & managing revenue

      Actively participate in the management of cross functional activities associated with
sales, marketing and operations necessary in meeting agreed upon goals and objectives.  


Required Skills:  


Candidate should have 5-7 years marketing and/or sales experience with an enterprise
applications software vendor, plus 3 + years of partner management, as well as some sales
management experience.  Candidate should have the ability to think creatively and
strategically, excellent and analytical and problem solving skills, and strong interpersonal
skills.  This person should be familiar with BPO and Outsourcing business models, enterprise
application software, consulting, human capital management market, and channel development. 
Strong presentation and writing skills are required, as is some travel.  Bachelors degree
required, MBA preferred.  


      10 + years in alliance management or business development

      Experience in Program design, implementations and execution

      Proven ability to lead virtual, distributed teams in meeting business objectives

      Ability to concurrently focus on and support transactional and programmatic

      Strong process orientation

      Team-orientation, ability to lead and drive initiatives through consensus-building

      Energetic leader who moves with a sense of urgency

      Self-starter who is capable of functioning without significant infrastructure

      Excellent verbal and written communication skills.
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