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In 2021, WillowTree acquired Maark, an end-to-end digital transformation agency specializing in Adobe Experience Platform. The acquisition further strengthened WillowTree’s best-in-class digital strategy, design, development, and growth practices by adding specialized expertise across the Adobe stack. Maark is an Adobe Gold Partner.

 Today, WillowTree’s Boston office is the epicenter of our Adobe Practice. And we’re growing fast. We have a hybrid work model—two days a week in the Boston office and three days from home. We are most interested in forming long-term relationships with hard-working, self-motivated individuals who take pride in their work, are up for any challenge, and enjoy working in a highly collaborative, fast-paced, professional environment.

 We're assembling a dynamic Strategic Alliance GTM Team to forge a deeper partnership with Adobe and unlock new client opportunities. As a Senior Alliance Manager that will take a dynamic approach to helping our business development teams close more strategic deals. You will work closely with the Adobe sales teams to develop and maintain critical relationships, identify new opportunities, and provide expert guidance on pipeline development, account planning, and pursuit planning. You will also conduct joint account reviews, opportunity coaching, and orchestration of WillowTree resources around thought leadership and best practices with clients. In this way, you will help accelerate sales cycles and close more Adobe-focused opportunities. With your strategic mindset and exceptional communication skills, you will lead a consistent and defined programmatic approach that will take our partnership to the next level. 

As a Senior Alliance Manager, you will...

• Drive the Strategic Alliance GTM engagement process to ensure a consistent and defined approach to assess, develop, and help close new pursuits while building long-term relationships with Adobe sales teams. 

• Evangelize Adobe's solutions – AEM, Target, Analytics, AEP/RTCDP, Marketo, Campaign, AJO, and CJA, Commerce. Experience with these solutions is preferred. 

• Plan and present a clear vision of customer success around Adobe solutions.

• Orchestrate essential resources through sales engagements, including business development, Adobe partners, digital strategists, and solution architects.

• Manage the qualification/selection process with the Adobe Named Account Managers and Adobe Sales Leadership. 

• Drive collaborative account planning sessions for strategic opportunities. 

• Drive Strategic Alliances GTM Program: managing the assessment and selection of opportunities where we intend to build > $10M in new Adobe opportunities, tracking the set of activities and progress of the opportunities. 

• Train and work closely with our teams to ensure everyone knows the processes related to working with Adobe. 

You may be a fit for this role if you...

• Have a bachelor’s degree.

• Have over 6 years of experience in alliances, sales, or customer success.

• Have experience working with engineering, design, and project management resources.

• Have strong written and verbal communication skills, and a high level of empathy.

• Are a self-starter and problem solver with meticulous attention to detail.

Nice to have experience:

• Past alliances GTM experience.

• History working with enterprise software sales teams (Adobe, Sales Force).

WillowTree celebrates our differences and provides equal employment opportunities to all team members and applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Diverse teams build better products. We acknowledge that the tech industry especially lacks opportunity for those who are of non-traditional backgrounds and in underrepresented groups. In order to create the best products for everyone, we know that it’s important for our team to reflect the diversity of our users, and we are committed to being the change we want to see.

Apply Here

In 2021, WillowTree acquired Maark, an end-to-end digital transformation agency specializing in Adobe Experience Platform. The acquisition further strengthened WillowTree’s best-in-class digital strategy, design, development, and growth practices by adding specialized expertise across the Adobe stack. Maark is an Adobe Gold partner.

 Today, WillowTree’s Boston office remains the epicenter of our Adobe Practice. And we’re growing fast. We have a hybrid work model—two days a week in the Boston office and three days from home.  We are most interested in forming long-term relationships with hard-working, self-motivated individuals who take pride in their work, are up for any challenge, and enjoy working in a highly collaborative, fast-paced, professional environment.

As a Vice President of Business Development, you will oversee the growth of both existing strategic accounts and the development of new accounts. This senior leader will leverage existing relationships with contacts in key target companies to introduce Maark’s Adobe Practice, and to help position the agency to win work with new logos. They will also build relationships in Maark’s existing strategic accounts to uncover expansion opportunities, drive customer retention, and reduce the risk of delivering complex digital projects. Reporting to the Managing Director, the VP of Business Development will also support the delivery teams in strategic consulting engagements and deliverables, including transformation roadmaps, product definition, and solution discovery initiatives. 

 The VP of Business Development will work with Account Directors that report to them daily to ensure they have a clear roadmap and goals to meet in terms of expansion targets and account deliverables. The VP of Business Development will work across clients’ marketing, product, and IT functions, and will coordinate with internal Directors and discipline Vice Presidents to ensure Maark is presenting a unified front in all strategic recommendations and project delivery activities related to its Adobe Practice. 

 The VP of Business Development works in close concert with Maark’s other business development and marketing leaders, project management leaders, creative leaders, and engineering leaders to communicate clearly with clients, as well as to help position Maark teams to deliver at a world class level in each client initiative. 

Responsibilities: 

•  Build a deep understanding of our clients’ businesses, to provide subject matter expertise and insights that will help shape and drive current and new business opportunities.

• Measurably expand clients’ utilization of Maark’s Adobe services as they relate to digital design, AEM engineering, analytics, personalization, campaigns and growth marketing, and mobile development services – particularly in key accounts – year-over-year.

•  Source and lead the successful pursuit of new logos.

•  Work with reporting account directors or solo to create account plans for all key accounts.

•  Work with reporting account directors or solo to create annual client roadmap documents.

•  Work with account team to create “Maark Accomplishments” decks for annual account reviews with key accounts.

•  Manage reporting account team member’s performance, provide reviews and feedback on an individual basis.

•  Build and hone deep and trusting relationships with decision makers/influencers at key client accounts.

•  Proactively ideate with Maark colleagues to produce novel (award-worthy) solutions for clients.

•  Partner with creative, technology, and project management leaders to find new opportunities to pitch ideas within existing client accounts.

•  Participate in inbound new business pitches as required.

•  Contribute to thought-leadership articles that will be posted on Maark.com.

•  Help keep Maark data fully up to date in Salesforce.

•  Creation and management of SOWs for assigned clients.

•  Creation of strategy briefs at kick-off, outlining the core details of the engagement, objectives, requirements, and key insights.

Metrics: 

The following KPIs should drive the efforts of the VP of Business Development for the next 12 months: 

• Source and lead the successful pursuit of at least two new logos within a 12-month timeframe.

• Oversee at least $5m in revenue from new logos.

• Manage the growth of managed accounts by at least 20% average across accounts.

• Oversee at least $18m in total revenue (existing accounts + new logos).

Desired Skills and Experience:  

• MBA and/or engineering degree preferred.

• Minimum 10 years' experience leading digital programs.

• Minimum 5 years in a professional services organization.

• Minimum 5 years working with products within the Adobe Marketing Cloud ecosystem.

•  Deep understanding of software development and nuances of delivering world-class user experiences.

• Demonstrated experience running large engagements with Fortune 500 clients or equivalent.

•  Ability to develop strong relationships with clients by gaining trust and repeated successful delivery of expectations.

•  Strong knowledge of marketing technology products and modern digital marketing operations.

•  Comfort with one-on-one interactions at both the CMO and CIO level.

•  Experience with various project types, including web, mobile, video, brand, and strategic consulting. 

 We don’t just accept difference - we celebrate it, we support it, and we respect it for the benefit of our employees, our products and our community. We are an equal opportunity employer. Employment at Maark is based solely on a person's merit and qualifications directly related to professional competence. Maark does not discriminate against any employee or applicant because of race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy, or any other basis protected by law.

We adhere to these principles in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, social and recreational programs, and discipline.