Business Development, Information Technology/Systems, Marketing
TMW Systems, Inc. Job Description Work Location: Any TMW office Location: Cleveland, Ohio; Raleigh, NC; Nashville, TN; Dallas, TX; Oklahoma City, OK or Remote Title: Alliance Specialist Department: Marketing Position Purpose If you are looking for a fast paced position that utilizes your people, technical and organizational skills every day, this role is for you. Focused on the needs of TMW customers, this role is a vital position serving all of TMW and TMW’s expansive partner ecosystem. This position is designed to build and maintain key business relationships within the transportation industry. These relationships expand the integration capabilities and outward flexibility of TMW products and build channels through which TMW can extend their marketing and network ever deeper into the industry The Alliance Manager position is a combination of Marketing, Relationship Building, Project Management and Business Development activities. The Alliance Manager will be responsible for the vetting and intake of new integration and business partners, analysis of financial and product opportunities presented by the partner including benefit to TMW and our customer base, management of the long term relationship with partners, pursuit of new business development opportunities and channel markets for TMW, monitoring of integration projects, marketing launch of new integrations and relationships and ongoing joint marketing with existing partners. Principal Responsibilities • Own end-to-end relationships with new and existing partners on behalf of the company and our customers from initial negotiations to launch through to account management. • Analyze partner requests for criteria as a partner, viability within the TMW partner ecosystem and financial opportunities • Interact with partners and customers to define their requirements and ensure their satisfaction • Work closely with Product Development to ensure the technological design meets the market needs • Develop business plans and programs for new products and applications • Assist with roadmap and strategy for existing and new products as required for integrations and partner relations • Analyze the market and identify new products and product enhancements as needed • Establish and maintain business relationships with partners including new reseller and referral relationships • Deepen partner relationships with key partner executives and team members • Establish the value of TMW to our partner network • Explore partner channels for TMW marketing opportunities • Expand the TMW brand via partner channels • Work with Sales and Marketing to ensure that product features are placed in the market effectively • Work across functions to assist with the introduction of new products into the marketplace • Maintain familiarity with new technology • Suggest and assist in the deployment of new processes related to the alliances program • Attend tradeshows and industry events with the intention of relationship building, pursuing new opportunities, supporting sales efforts and meeting with customers, prospects and partners as needed • Assist with User Conference or Expo, including but not limited to Exhibitor Sales and Deliverables • Other duties as assigned
Strategic Partnersip experience Prior expereince with one or more of the following: PeopleNet ALK Omnitracs XRS Geotab EFS MacroPoint ORBCOMM CarrierWeb Comdata WEX Noregon DAT TruckStop.com QuickQ RMIS Required Behavioral Competencies Approachability: Is easy to approach and talk to; spends the extra effort to put others at ease; can be warm, pleasant and gracious; is sensitive to a patient with the interpersonal anxieties of others; builds report well; is a good listener; is an early knower, getting informal and incomplete information in time to do something with it Business Acumen: Knows how businesses work; knowledgeable in current and possible future policies, practices, trends and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace Customer Focus: Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand information and uses it for improvements in products and services; acts with customers in mind; established and maintains effective relationships with customers and gains their trust and respect Delegation: Clearly and comfortably delegates both routine and important tasks and decisions; broadly shares both responsibility and accountability; tends to trust people to perform; lets direct reports/others finish their own work Interpersonal Savvy: Relates well to all kinds of people, up, down, and sideways, inside and outside the organization; builds appropriate rapport; builds constructive and effective relationships; uses diplomacy and tact; can diffuse high-tension situations comfortably Listening: Practices attentive and active listening; has the patience to hear people out; can accurately restate the opinions of others when he-she disagrees Patience: Is tolerant with people and processes; listens and checks before acting; tries to understand the people and the data before making judgments and acting; waits for others to catch up before acting; sensitive to due process and proper pacing; follows established process Political Savvy: Can maneuver through complex political situations effectively and quietly; is sensitive to how people and organizations function; anticipates where the land mines are and plans his/her approach accordingly; views corporate politics as a necessary part of organizational life and works to adjust to that reality Minimum Requirements • Bachelor’s degree • At least three years of work experience in partner management, channel marketing or alliances • Three to five years of experience in the transportation industry • Experience related to software or Internet products Preferences • Experience in product management, product design, or product marketing or related areas • High-level understanding of web services and XML technologies for integrations • Ability to read, understand and edit business agreements • Ability to understand and complete high-level financial analysis • Experience with or knowledge of TMW software or that of one or more key TMW partner Required Competencies • Team Player • Excellent written and oral communication skills • Demonstrated project management skills • Creativity • Quantitative analytical abilities • Strong organizational skills • Ability to handle multiple projects, partners and customers simultaneously • Ability to balance day to day priorities without losing sight of the “big picture” • Facility with standard business software including, but not limited to Microsoft Word, PowerPoint, Excel and Google G Suite • Knowledge of Jira, Cvent, Hubspot, Go-To-Webinar and / or other project management, event or marketing software • Affinity for technology Physical Requirements • Constant and close visual work at desk or computer • Constant sitting and working at desk • Frequent verbal and written communication with team and other business associates by telephone, correspondence, or in person • Occasional bending and stooping to pick up boxes and equipment weighing up to 20 lbs. • Frequent walking and standing • Occasional driving of automobile Travel Required 10% - additional travel may be required for a remote employee TMW Systems is an equal opportunity employer M/F/D/V and does not discriminate on the basis of any legally protected status or characteristic. TMW Systems Inc. is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee of TMW via email, the Internet or in any method without a valid written search agreement will be deemed the sole property of TMW. No fee will be paid in the event the candidate is hired by TMW as a result of the referral or through other means.
Since our founding in 1983, TMW Systems has become the nation’s leading developer of enterprise software for transportation service companies and logistics operations. From our offices in seven cities across the US and Canada, we enhance vital supply chains in North America that connect manufacturing, raw material, agriculture, retail, wholesale, food and beverage, distribution businesses and mobi...le service providers with higher efficiency, greater visibility and improved responsiveness. Our expanding product range covers operations, dispatch, finance, business intelligence, process optimization, routing and scheduling, asset maintenance and a variety of cloud-based applications and services. We serve over 3,000 distinct customers in commercial and private transportation sectors, from trucking and distribution to 3PLs, construction fleets, municipal and waste management fleets, plus fuel & energy. Our most valued business asset continues to be our Associates--high-performing professionals with exceptional capability, creativity and ingenuity. Our people demonstrate strong dedication to their own success and that of TMW Systems, Inc.