Alliance Development Manager

Sales, Partner & Relationship Management
181987 Requisition #
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Business Unit: DTCC Solutions
Department: Strategy and Business Development
Job Family: Sales, Partner, and Relationship Management
Job Title:  Alliance Development Manager
Corporate Title: Associate Director
FLSA Code (US Only): Exempt
People Manager:  No

Business Unit Description:
The DTCC Solutions Global Business Development team plays a key role in driving and developing growth initiatives and major business development efforts connected with strategy execution.  The team advises DTCC senior leaders on emerging market, client and industry trends to promote faster and better-informed decisions supported by sound operational, market and financial analysis.

Position Summary:  

The Alliance Development Manager understands how end-clients use DTCC products through our Partners and represent the “Voice of the Partner” within DTCC. They develop strategic alliances that also align with our strategic priorities, they collaborate across the organization in developing the concept, addressing a technical solution, identifying a sales/marketing approach, and ultimately building a compelling value proposition with the partner at the benefit of our mutual clients/customers.  They lead conversations with business heads and negotiations with existing or new potential partners, bringing Partners closer to DTCC and facilitate revenue improvements for both organizations. 

Specific Responsibilities:
  • Engage and secure strategic alliances and partnerships to bridge a gap in our internal capabilities, address a client need, and/or respond to new and promising opportunities through innovation
  • Identify and build relationships in the industry to influence a broad base of support of DTCC services
  • Draft business case and partnership plan 
  • Collaborate with key stakeholders to develop strategy, construct partner proposals, and deliver partnership pitches
  • Prepare and give partnership profile reviews to the senior management team 
  • Manage conversations and negotiations, in conjunction with other business heads
  • Lead partner development lifecycle from initial engagement through onboarding (requires high level of internal collaboration, e.g. sales, legal, marketing, dev etc.)
  • Monitor and measure existing relationships to determine continued value or future growth opportunities
  • Identify sales lead opportunities, or incentive programs with partners, for new services or clients
  • Mitigates risk by following established procedures and monitoring controls, spotting key errors and demonstrating strong ethical behavior. 
Leadership Competencies for this level include:
  • Feedback: Seeks feedback from others, provides feedback to others in support of their development, and is open and honest while dealing constructively with criticism. 
  • Delegating: Effectively manages tasks and people, taking a practical approach to determine the most effective method of execution while respecting others’ expertise and considering others’ feelings and working styles. 
  • Inclusive Leadership: Values individuals and embraces diversity by integrating differences and promoting diversity and inclusion across teams and functions. 
  • Coaching: Understands and anticipates people's needs, skills, and abilities, in order to coach, motivate and empower them for success.
  • Minimum of 7 years of related experience
  • Bachelor's degree preferred with Masters or equivalent experience
About DTCC:

With over 40 years of experience, DTCC is the premier post-trade market infrastructure for the global financial services industry. From operating facilities and data centers around the world, DTCC automates, centralizes, and standardizes the processing of financial transactions across the trade lifecycle and mitigates risk for thousands of institutions worldwide.

At DTCC we value on our clients' interests and partner to deliver superior results with excellence and innovation and lead with integrity. We proactively develop your potential and invest in your career.

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