The Sales Channel & Affiliates Manager is responsible for leading key top-tier partnerships at Wolters Kluwer. This includes managing existing partnerships to increase business value as well as seeking new opportunities to expand those partnerships. Will manage the strategic partnerships in alignment with the strategic priorities and goals of the company. Success in this role will be measured by ensuring delivery of the annual plans of the partnerships, driving both short-term and long-term objectives and meeting the revenue goals for the partnerships by maximizing solution adoption and driving business growth through end client renewals. Must work effectively with other internal stakeholders - sales, business units, professional services, marketing, product management, development and senior management to make this happen.
Essential Duties & Responsibilities:
Manage and drive Wolters Kluwer FCC Division's strategic partnerships across joint sales, marketing and product initiatives
Customer Relationship Development: Develop and nurture relationships with assigned partners and work with partners to create detailed go-to-market plans that align to sales/revenue goals
Collaborate with Partner Enablement and Partner Operational resources to ensure high levels of engagement and training with top-tier partners to drive optimal demand generation. Effectively onboard, promote and support adoption of offerings.
Develop overall strategy and success plan for each named partner. Drive monthly, quarterly progress towards partner satisfaction, revenue and strategic goals within plan.
Royalty and Invoicing: Track, review and manage invoicing and royalty fees.
Oversee the integration and/or interface of Wolters Kluwer FCC Division's solutions with the partner solution in collaboration with cross functional internal teams from ideation to development, marketing field roll-out, and sales support.
Develop business cases and create innovative proposals for potential and existing partners that drive value for both parties.
Lead the relationship from the contractual and operational perspective. Develop a deep understanding of the contractual elements pertinent to each partner in assigned portfolio. Oversee Wolters Kluwer's contractual obligations and be the go-to person internally and for our partners on all partner-related matters related to assigned portfolio, including timely renewals and extensions.
Have regular cadence with assigned partners to engage in proactive sales opportunity generation, pipeline management and deal closure. Foster relationships, lead discussions, and negotiations with partners from C level executives to key functional leads. Develop strong Wolters Kluwer goodwill and awareness across partner organizations.
Promote and position Wolters Kluwer offerings via direct contact, meetings, demonstrations, concept/white papers and industry and tradeshow events.
Act as partner advocate within Wolters Kluwer and educate on how we can further build our partner ecosystem.
Diligently use CRM (Salesforce.com, Partner Portal, etc.) to capture relevant data provide team and executive level reporting and keep comprehensive and accurate notes. Monitor and interpret product usage data to identify opportunities for improving product adoption, pursuing renewals, and up-selling.
Maintain industry intelligence and maintain awareness of industry trends and the strengths and weaknesses of key competitors.
Perform other duties as assigned.
Education: Bachelor degree in Business, Marketing or related field from an accredited college/university or equivalent work experience. Master's degree from an accredited college or university preferred.
Experience:
10+ years in developing alliances and revenue-generating partner relationships, preferably with key market players in the financial services industry
3-5 of these years in customer success, account management, or sales, preferably in a SaaS environment.
Other Knowledge, Skills, Abilities or Certifications:
Experience driving new logos, as well as meeting/exceeding high growth goals
Experience with product and software development processes
Ability to think strategically, analytically, and work flexibly to interpret data to drive business decisions and achieve results.
Strong ability to network, align and work with key players at all levels to building business relationships and drive results
Strong presentation, negotiation and business planning skills.
Strong communication skills and ability to proactively communicate using APIs and reactively address system issues/escalations.
Must be able to prioritize and multi-task with special attention to detail and follow-up, and organizational skills
Proactive and reactive problem-solving skills
Proficiency in using CRM software (e.g., Salesforce, Partner Portal)
Ability to work independently and as part of a team.
Travel Requirements: Ability to travel up to 25%, including overnight stays
Work Model: For candidates located within 50 miles of a Wolters Kluwer office, this role follows a hybrid work model requiring a minimum of 8 in-office days per month. Preference will be given to candidates based in the U.S. Mountain, Central, or Eastern time zones.
Our Interview Practices
To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we're getting to know you-not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.
Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.
Compensation:
$98,500.00 - $172,700.00 USD
This role is eligible for Commission.
Compensation range listed is based on primary location of the position. Actual base salary offer is influenced by a wide array of factors including but not limited to skills, experience and actual hiring location. Your recruiter can share more information about the specific offer for the job location during the hiring process.
Additional Information:
Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.
At Wolters Kluwer, we excel at creating content solutions for use in a professional context in the fields of health, corporate services, finance, tax, accounting, law, regulation, and education. We are professionals serving professionals and are committed to delivering essential content, software, and services to help our customers make their most critical business decisions. Utilizing the latest in information technology, we ensure that our customers have the solutions they need, when they need them, and in the media best suited to their requirements. When we achieve this, we deliver on our goal of being the market leader in content in context.
Partners in Innovation
Wolters Kluwer professionals are continuously engaged in an ongoing exchange of expertise and ideas with our customers about their work. This partnership in innovation is at the heart of meeting our commitment to the lawyers, doctors, nurses, tax advisors, teachers, and business executives we serve. Knowledge of their professional workflows and the ability to apply emerging technologies to make them more efficient and productive are at the heart of this partnership.
Leading Positions and Brands
Strong market positions are very important to our business strategies at Wolters Kluwer, and we value the leading positions we hold in most of our markets. Across all of our markets, we own strong, enduring brands in North America such as Adis International, Aspen Publishers, Bankers Systems, CCH, ClineGuide, CT Corporation, Kluwer, Facts & Comparisons, IFI Claims, Lippincott Williams & Wilkins, Loislaw, Medi-Span, Ovid Technologiesand Skolar. These brands have promised and delivered high quality information for decades, and we are committed to continuing to do everything necessary to earn, retain, and expand leadership positions in our selected markets.