Manager, Shipper Alliances

DAT is an award-winning employer of choice and a next-generation SaaS technology company that has been at the leading edge of innovation in transportation supply chain logistics for 45 years. We continue to transform the industry year over year, by deploying a suite of software solutions to millions of customers every day - customers who depend on DAT for the most relevant data and most accurate insights to help them make smarter business decisions and run their companies more profitably. We operate the largest marketplace of its kind in North America, with 400 million freights posted in 2022, and a database of $150 billion of annual global shipment market transaction data. Our headquarters are in Denver, CO, with additional offices in Missouri, Oregon, and Bangalore, India. For additional information, see www.DAT.com/company.

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The Opportunity

DAT is seeking an experienced partnerships and alliances professional with a demonstrable record of success to launch, grow, and manage our shipper partner program. This is a key role to help identify, assess, and execute the development and maturity of DAT’s partner ecosystem, specifically across supply chain management software with a focus on the shipper market (e.g. TMS, WMS, ERP). The Shipper Partnerships Lead will be responsible for finding and managing partners, defining objectives and timelines, establishing repeatable, data-driven practices, and day-to-day oversight of a program that drives meaningful revenue and retention.

In this Individual Contributor role, you’ll be responsible for developing the shipper partner strategy, building and activating the partner network, scaling our partner relationships to the next level and making the processes future-proof. You will act as the primary contact point between the DAT Shipper Sales, Product Marketing, the Product teams, and Partners to create successful initiatives, educate the partner network, and drive opportunities.

The Manager, Shipper Alliances will have significant visibility and interaction at the executive level, and should be a highly motivated, strategy-oriented leader who is passionate about growing and cultivating the DAT shipper partner ecosystem to its fullest potential.

What You’ll Do

• Alliance Strategy: Develop and execute a comprehensive alliance strategy to drive growth, increase market share, and enhance the value proposition of our supply chain software.
• Partner Identification and Recruitment: Identify, evaluate, and recruit strategic software partners that align with our business objectives and complement our supply chain solutions.
• Collaboration with Product: Work closely with the Product team to facilitate strategic integrations that deliver exceptional customer value.
• Relationship Management: Build and nurture strong relationships with existing and potential alliance partners, serving as the primary point of contact for day-to-day partner management. Collaborate with cross-functional teams to ensure effective communication and collaboration.
• Negotiation and Agreement: Lead negotiations and establish mutually beneficial agreements with software partners. Define terms, conditions, and contractual agreements to ensure alignment with business objectives.
• Partner Operations: Work closely with the Revenue Operations team to develop and implement infrastructure to facilitate seamless sales motions and ensure effective tracking of influenced/referred revenue.
• Partner Enablement: Work closely with the sales and marketing teams to develop joint value propositions, co-selling strategies, and collaborative marketing initiatives. Drive awareness and demand for integrated solutions.
• Performance Monitoring: Establish key performance indicators (KPIs) and stand up operational requirements to effectively measure the success of alliances. Monitor and analyze performance data to identify areas for improvement and optimize partnership outcomes.
• Market Analysis: Stay informed about industry trends, competitive landscapes, and emerging technologies. Conduct regular market analysis to identify new opportunities and potential partners.

The Skills and Experience You’ll Bring

• Self-starter attitude, ability to successfully take things across the finish line.
• A strategic thinker who blends consulting, business strategy and execution to develop compelling plans for new partner initiatives and acts on them.
• Demonstrate thorough knowledge of supply chain & logistics industry best practices, business processes, and value propositions.
• Bachelor’s degree in Business, Marketing, or a related field; MBA is a plus.
• Proven experience in alliance management, business development, ecosystem go-to-market strategy and/or a related supply chain software industry role.
• In-depth knowledge of supply chain software solutions and industry trends.
• Strong negotiation, communication, and interpersonal skills.
• Demonstrated ability to build, implement and maintain strategic partnerships.
• Results-driven with a track record of achieving and exceeding targets.

DAT embraces the value of a diverse workforce, and believes it is a core strength of our company that we encourage those values in every DAT employee, at every level of our organization, regardless of tenure or rank. We provide equal employment opportunities (EEO) to all employees and applicants without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state, and local laws.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)

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