Partnership & Alliance Lead - North America

Overview

As the Partnership & Alliance Lead, you will identify new partnership opportunities and expand existing strategic partnerships to grow Prosci’s Open Enrollment Business in North America (Canada and the United States.) Prosci works with our clients in two fundamental ways.  One is directly through our Account Executives and the other is through our online channel for direct registration to our publicly offered training programs, which we call Open Enrollment. Your role involves identifying, developing, designing and overseeing these partnerships to support growth and meet Prosci’s annual revenue goals. You will work to build relationships with large, complex organizations to create partnership opportunities that grow Prosci’s Open Enrollment business, while supporting Partner Members’ change success needs.  

Since our founding in 1994, Prosci has been laser-focused on change. By combining our deep understanding of people with a proven methodology rooted in the creation of the ADKAR® model, we’ve helped countless people and organizations thrive. Our solutions empower customers with lasting change resiliency through a unique blend of training, advisory services, and licensing options, including Kaiya, our AI change management coach.

At Prosci, we are a purpose-driven organization full of passionate, curious, and results-oriented people. Working at Prosci means being part of a dynamic team that is dedicated to our purpose of creating a world where change is done right. Join us and be part of a culture that thrives on continuous learning, growth, and making a difference.

Check out our website for more about our team and approach: https://www.prosci.com/about.

Key Responsibilities

Growth: Internal and External Partnership

• Identify, develop relationships, and convert new external strategic partnerships to expand Prosci in the North American Market and meet Open Enrollment sales targets.
• Identify opportunities for sales expansions, optimize existing partnerships, and set the strategic direction for each partnership relationship.
• Build existing strategic partners such as the Association for Change Management Professionals and serve as the primary Prosci contact for them. Manage revenue share and partnership dates and relationships with chapters and Qualified Educator Provider (QEP) program, their Standard for Change Management© and adult education best practices.
• Deliver proactive partnership management strategies to drive incremental value and influence with partner organizations.
• Analyze partnerships’ performance to track, measure, and analyze results and outcomes, evaluate value, and identify expansion opportunities.
• Work with appropriate Prosci teams to design partnership structures that benefit both Prosci and external organizations, long-term.
• Partner with Prosci client operations to on-board partnerships and maintain existing partnerships, creating enrollment friendly registration processes.
• Manage planning and enrollment for new products and services for partnerships. 
• Identify internal subject matter experts to help create in-roads on partnerships. 

Operations:

• Represent Prosci in a variety of marketing and sales activities, including conferences, and effectively discuss Prosci's offerings at the events.  Be responsible for booth setup and overall presence.
• Lead meetings and create reports to track sales, pipeline and pacing to targets and budget relevant to Open Enrollment Partnerships.   
• Build and be able to defend monthly forecast. 
• Provide input to the annual budget cycle regarding Partnership forecast.  
• Seeks and incorporates feedback on how to increase sales pipeline and progress opportunities to achieve sales targets, bringing a continuous improvement mindset.   
• Leverage established sales methodology on a consistent basis to drive results.

Requirements

Candidate Profile

Competencies

• Collaborates - Building partnerships and working collaboratively with others to meet shared objectives.
• Decision Quality - Making good and timely decisions that keep the organization moving forward. Being able to creatively find solutions for internal and external obstacles.
• Drives Results - Consistently achieving results, even under tough circumstances.
• Manages Ambiguity - Deals constructively with problems that do not have clear solutions or outcomes.
• Organizational Savvy – Able to navigate complex organizations in order to find and work with business decision makers so that we can forward our Partner business and get things done.

Qualifications

• Typically requires 10+ years of related experience such as experience building partnerships and / or driving sales through identifying and building strategic relationships.
• Experience building partnerships and expanding within large, complex organizations.
• Experience engaging with senior-level leaders across multiple industries.
• Solves highly complex issues affecting the function by applying expertise and ingenuity to innovate and create offerings/solutions.
• Develops solutions for clients that consider future concepts, products and/or technologies in alignment with long-range goals and objectives.
• Strong professional communication via email, virtual meetings and in-person with clients.
• Ability to effectively multi-task and prioritize.

Preferred

• Knowledge of Prosci offerings, specifically on the open enrollment side
• Experience partnering with Marketing to drive and increase leads

Technical skills

• Salesforce – pulling basic reports
• MS Excel
• Magento and HubSpot – ecommerce platforms

Additional Information

Travel Requirements: 10-25%, depending on conference and event cadence.

Work Location: Hybrid or remote. Must reside in either the US or Canada.

Compensation: $116,800 - $146,000 CAD is the projected range of annual base salary for this role depending on the candidate’s overall qualifications and experience. This role is eligible for uncapped commissions, bonus incentives for new partnerships, and inclusion in our bonus program.