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Job Details:
Position Name : Global Head of Partnerships
Location: London
Job ID : 6a76f2a13af09e03
Description : Global Head of Partnerships
About the company
IWG has been at the forefront of the flexible workspace revolution for more than 30 years. We have made it possible for organisations and individuals everywhere to take a new approach to the traditional working day. We have over 3,400 locations across over 110 countries allowing millions of people every day to have a great day at work.
Our customers are start-ups, small and medium-sized enterprises, and large multinationals. With unique business goals, people and aspirations. They want workspaces and communities to match their needs. We provide them with choice through our portfolio of brands, covering serviced offices (Regus, Spaces, HQ, Signature and No18), commercial real estate brokerage and managed office solutions.
Join us at www.iwgplc.com
Job Purpose
The Global Head of Partnerships is at the core of the Demand Generation Team and is responsible for initiating, building, and maintaining relationships with IWG key brokers, resellers, digital affiliates and business partners globally. The primary success metric for this position is to use the global partners’ ecosystem to generate new sales opportunities. In addition, the secondary success metric is to ensure that the ecosystem partners are all vetted, onboarded, enabled, and properly scaled to grow sales opportunities. The Global Head of Partnerships works closely with IT, Sales and Marketing teams, local Community and Sales Managers and is in charge of managing both large brokers, agency partners and full-time employees to drive demand by deploying efficient and effective strategies and tactics to promote and support commercially our brands and products’ portfolio via partners and third parties.
Business Development, Account Management (B2B), Partnerships & Alliances skillset, ideally within the Real Estate industry, are essential to succeed in the role. The ideal candidate must have superior communication skills, coupled with high interpersonal skills and the ability to work under pressure.
What you need to achieve
Drive sales objectives and achieve commercial targets.
Strengthen relationships with key Brokers to improve performance
Conducting monthly sales reviews and quarterly business reviews with key international brokers, resellers, partners, digital affiliates and country Sales teams.
Set weekly and monthly activity and commercial targets for the team and driving them to achieve these.
Identify and action areas for improvement in policy and processes, ensure 100% policy & process adherence
New business generation by meeting potential partners to understand needs and providing relevant solutions.
Automate inventory syndication across partners, in particular across commercial and digital broker firms.
Enable granular and automated reporting solutions to scale and optimise partners’ performance
Negotiate attractive partnership deals and ensuring mutually beneficial partnership terms that are in line with business objectives and strategy.
Build a high performing team by providing strong mentorship, coaching and guidance.
Develop metrics to measure ROI from partnerships.
What you’ll be doing
Design and execute strategy and annual plan for Brokers (commercial and digital), Resellers, Partners and Affiliates
Organize recurrent performance reviews with regional leadership of top Broker firms, IWG Sales, Partners and Affiliates
Pilot new communication channels (e.g. website/portal) to educate, lift and retain current Brokers (commercial and digital), Resellers, Partners and Affiliates
Work with website and Mobile App teams to improve existing functionality of the IWG Broker pages and App
Work with the Global Head of Demand Generation on improving the technology stack, including and not limited to tracking, measurement, reporting, testing, and automation.
Working with and managing top agencies and SaaS partners in the affiliate marketing industry, assigning commercial targets and organising weekly, monthly, and quarterly performance reviews.
Communicate strategies, progress and performance at C-level. Tell stories from data.
Managing a growing team of 1-3 people.
Required Skills, Experience & Qualifications
> 8 years’ experience, ideally within a Business Development / Account Manager (B2B) or Partnerships & Alliances role, ideally within the Real Estate industry.
Possesses solid expertise in Enterprise Sales and Direct Sales.
Experience within Multi-country Sales would be a strong advantage.
Experience covering Real Estate is strong plus.
Excellent interpersonal as well as written and verbal communication skills.
Proven track record of meeting/exceeding your targets.
Strong experience within consultative sales and possesses the ability to prospect and manage senior level relationships.
Strong networker & relationship builder
Superior attention to detail and ability to deliver work that is of a high standard
Goal driven and work well in fast paced environments
Possess strong analytical skills and comfortable dealing with numerical data
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