Business Development & Partner Alliance Director

Stoneridge Software began with the desire and understanding of what it takes to succeed in implementing business software solutions for the benefit of client’s business goals. Founders Eric Newell, Becky Newell, and Cody Marshall recognized the need for a strategic business partner who could not only deliver software implementations but excel at it. As a 2024 Inc. Best Workplaces Honoree, a member of the Microsoft Inner Circle, and an award-winning Microsoft Solutions Partner, we have crafted a meticulous approach to project delivery. Our commitment to long-term support empowers our client’s success, and we approach our work with integrity, tenacity and a culture of continuous improvement. 

As a Stoneridge team member, it is important to us that your work is balanced with the rest of your life. We foster a flexible work environment and promote a remote-forward culture with team members located across North America. We also have office locations in Fargo, ND, Minneapolis, MN and Winnipeg, Manitoba, where we welcome our teams to collaborate in person. Team members at Stoneridge benefit from an environment of collaboration and curiosity, backed up by continuous learning opportunities, personalized development plans, flexible time off, and many more benefits. We strive to maintain inclusive benefits that bring a sense of belonging to all of our team members.

It's our mission to help clients win through intentional leadership, thoughtful teaching, and eye-opening possibilities. With specialties in the entire suite of Microsoft Dynamics business applications and complementary Microsoft technologies, Stoneridge focuses on not only attracting the most knowledgeable, tenacious consulting experts in the field but building up that expertise from within. Come join us on this exciting journey! 

Stoneridge Software is seeking a strategic, driven, and relationship-focused Director of Business Development & Partner Alliances, to lead our outbound growth strategy. This role is responsible for building and executing go-to-market strategies tailored to key workloads and industries, while leading a high-performing team focused on identifying, engaging, and converting new business opportunities. You’ll collaborate cross-functionally with Leadership, Sales, Marketing, and Delivery to align messaging, optimize the acquisition funnel, and drive revenue growth through Microsoft cloud-based business applications. The ideal candidate is seasoned leader willing to be a hands-on contributor capable of defining scalable processes, mentoring others, and building strong internal and external relationships. You should be passionate about technology, data-driven decision-making, and helping businesses succeed through innovative solutions.

• Shape, lead and continuously refine the go-to -market (GTM) strategy by analyzing market trends, competitor offerings, and customer needs to refine the Ideal Customer Profile (ICP) for key workloads and industries, in partnership with executive leadership and senior leaders of delivery, sales and marketing
• Create and execute strategic initiatives for Business Development & Partner Alliance teams
• Develop/maintain an understanding of the Microsoft Business Applications, Modern Work, and Data/AI market to include key competitors, ISVs, and industry trends
• Build a scalable demand generation engine leveraging intent data, ABM strategies and outbound programs.
• Cultivate and expand strategic alliances with Microsoft, ISVs, and selection firms to drive co-selling opportunities and amplify market reach and establish clear accountability by creating, developing and enforcing a RACI model to include executive leaders and senior leadership of delivery, sales and marketing
• Embrace a leadership mindset that reflects Stoneridge’s values—acting with integrity, enjoying your work, and inspiring others to do the same

• Manage the team to achieve the following accountabilities:
• Managing and mentoring a team of business development and partner alliance professionals, ensuring they have the necessary skills and resources to succeed
• Establishing an outbound strategy to reach, create and convert leads to opportunities for Stoneridge’s agreed upon ideal customers profile (ICP)
• Establishing and nurturing strategic partnerships that align with the company's goals and objectives to create and convert leads to opportunities
• Report regularly to executive leaders on team performance, pipeline health, partner contributions and strategic outcome

• Achieve key metrics to include:
• Create, monitoring and reporting on key performance indicators (KPIs) such as lead growth, conversion rates, market penetration, partnership alliances and team performance; including but not limited to: Number of leads in pipeline by lead source segments (ICP targets, outbound campaigns and Partnerships), Conversion of leads to qualified sales opportunities, Sales Pipeline estimated revenue from leads created by team, and Sales Wins from leads created by team

• Bachelor’s degree in Business, Marketing, or a related field, or equivalent work experience
• Experience with Microsoft Dynamics 365 ERP and CRM solutions, including a strong understanding of the Microsoft ecosystem and partner network
• Proven success in inside sales, business development, or a similar client-facing role
• Solid grasp of marketing fundamentals, campaign strategy, and negotiation techniques
• Passion for driving new business and a demonstrated ability to learn quickly in a fast-paced environment
• Experience designing and executing multi-step outreach campaigns that generate measurable results
• Ability to leverage data-driven insights to optimize campaign performance and inform strategic decisions
• Excellent verbal and written communication skills, with the ability to engage stakeholders at all levels
• Strong planning, organizational, and time management skills
• High emotional intelligence, a collaborative mindset, and a proactive, positive attitude
• Results-oriented with a self-motivated approach to achieving goals
• Comfortable working in a dynamic, creative, and high-growth environment
• Exhibits Stoneridge Software's Core Values of Integrity, Technical Excellence, Tenacity, Client Centric, and Enjoy your Work
• Ability to work effectively in a team, fostering cooperation and inclusivity
• Ability to communicate effectively in both spoken and written English

• Work Location: This position is available remotely in the United States or remotely in the following Canadian Provinces: Alberta, British Columbia, Manitoba, New Brunswick, Newfoundland, Nova Scotia, Ontario, Prince Edward Island, and Saskatchewan.

• Travel Required: Incumbent is expected to regularly meet with client teams across the United States and Canada (up to 50%)  and will be asked to attend industry events from time to time

• Visa Sponsorship Information: Visa sponsorship is not offered for this position. Applicants must be authorized to work for ANY employer in the U.S. or Canada. 

• Our philosophy is to provide compensation that is Competitive, Equitable, and Driven by Performance.  Various factors impact our pay ranges including market conditions and national salary data. To determine competitive salaries within this range we consider candidates skills, qualifications, and experience. These are national ranges, inclusive of bonus opportunities and could represent multiple role levels.

• Medical Insurance (premiums for employees paid for by the company)
• Dental Insurance
• Vision insurance
• 401(k) contribution program (US) or RRSP Benefits (Canada)
• Life insurance
• Disability Benefits
• Paid parental leave
• Paid flexible time off
• Paid sick time (US) or floater days (Canada)
• Paid holidays
• Flexible work schedules
• Mobile/internet reimbursement
• Employee and family assistance program
• Learning and development allowance
• Employer charitable contribution
• Social wellness clubs
• Paid business mileage
• Home office and wellness allowance (US Only)
• HSA contribution (US Only)

We live and breathe our core values:

Integrity | Technical Excellence | Tenacity | Client Centric | Enjoy Our Work

They are the fabric of our company and a reflection of our organizational culture. Our values are a part of our talent acquisition process, how we operate our company and how we partner with our clients. We enjoy our work by exhibiting our technical excellence and tenacity while being inherently client-centric with integrity toward every customer engagement.

Stoneridge Software is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status and all the other fascinating characteristics that make us unique. We acknowledge that individuals from marginalized communities are statistically less likely to apply to a position that they don’t meet all of the qualifications for. We encourage these individuals to apply. Growing the best team is at the center of our strategic plan. To be successful in this, we strive to create an inclusive environment and build a sense of belonging by celebrating our differences and ensuring fair and equitable treatment for all our team members. 

We will comply with local guidelines regarding infectious diseases and vaccine requirements. Team members who are required to travel to client sites, conferences and events that are not in Stoneridge Software offices, must comply with the client's COVID-19 policies and procedures or have an approved exemption.