Alliance Sales Director, Manhattan Active® Editions

Job description

**The Opportunity:** We are hiring a senior seller to originate new Manhattan Active® subscription opportunities that Manhattan would not otherwise see, then co-sell them alongside Manhattan's account teams. ### Key Responsibilities: **Originate net-new Manhattan software opportunities (primary focus)** - Build and run a prospecting engine for net-new Manhattan Active® subscription opportunities, with emphasis on commercial and growing enterprises newly within reach through Essentials. - Identify buying triggers: aging or homegrown WMS, TMS or OMS; aging POS nearing renewal; first-TMS needs; multi-DC growth; and automation or robotics programs. - Qualify by operational complexity, not price, and map each prospect to the right Edition and solution family before introducing Manhattan. - Register and hand off qualified opportunities through Manhattan's partner processes, with a clear account brief, buying group, pain, timing and Edition hypothesis. - Mine 4SiGHT's client base and consulting engagements for expansion: adding solution families (for example, WMS to WMS+TMS+OMS) or moving up Editions as complexity grows. **Co-sell with Manhattan account teams** - Build trusted working relationships with Manhattan account executives, solution consultants, partner managers and regional sales leaders across North America. - Run joint account planning: identify target accounts together, share territory intelligence, and agree who leads which motion. - Support Manhattan-led pursuits with discovery, business-case input, references and implementation credibility that strengthen Manhattan's win rate. - Follow Manhattan's Editions messaging and escalation rules; route pricing, packaging, AI and Agents charges, and migration questions to Manhattan rather than improvising. **Attach 4SiGHT services to the software** - Shape and sell 4SiGHT services that accelerate time to value: implementation, fast-start Essentials deployments, upgrade assessments, training, development, support and change management. - Partner with 4SiGHT delivery leaders on scoping, staffing assumptions and statements of work so every deal is delivered successfully. - Position services as the path to faster time to value on the software, never as a substitute for it. **Generate demand and represent 4SiGHT in the Manhattan ecosystem** - Plan and execute joint demand generation with Manhattan: events, webinars, account-based campaigns and Momentum or regional user-group presence. - Use LinkedIn, industry associations (MHI, CSCMP, NRF, CLM) and executive networks to create first conversations with supply chain, operations and IT leaders. - Maintain disciplined pipeline in our CRM and report sourced and influenced Manhattan pipeline monthly, alongside services bookings. - Bring market feedback from the field to 4SiGHT leadership and Manhattan partner teams to sharpen positioning and offers. **What you'll sell:** You will represent four Manhattan Active® solution families, each available in Essentials, Enterprise and Enterprise Premier Editions on one unified platform. - ActiveWarehouse™ - ActiveTransportation™ - ActiveOrder™ - ActiveStore™ ### Required Qualifications: - Based in the United States and authorized to work in the US. - 10+ years of B2B enterprise software sales, with at least 7 in supply chain execution software (WMS, TMS, OMS, POS or adjacent). - Established, current working relationships with Manhattan Associates account executives and sales leadership. You can name the Manhattan AEs you have co-sold with and they will vouch for you. - A track record of sourcing net-new software opportunities, not just closing inbound ones. Be ready to walk us through deals you originated, their size and outcome. - Experience selling SaaS or cloud subscriptions, including multi-year subscription economics, renewals and expansion. - Consistent attainment of quota or pipeline targets in a partner, alliance or vendor sales role. - Fluency in supply chain operations: you can hold a credible discovery conversation with a VP of Distribution, a Head of Transportation and a CIO in the same week. - Comfort selling services alongside software, including scoping, SOW review and partnering with delivery leaders. - Strong executive presence, written communication and business-case skills. - Willingness to travel up to 50% for prospect/client meetings, Manhattan events and joint pursuits. ### Preferred Qualifications: - Former Manhattan Associates sales role (account executive, sales director, solution consultant or alliance manager), or senior sales at a Manhattan partner or systems integrator. - Hands-on familiarity with the Manhattan Active® portfolio and ActivePlatform™, and with how Manhattan registers, routes and rewards partner-sourced deals. - Competitive displacement experience against the industry leading SCE software providers. - Experience selling into the commercial segment and growing enterprises, where buyers move faster and expect a right-sized path. - An active book of relationships with supply chain, operations and IT executives across a mix of industries. - Exposure to warehouse automation and robotics, AI-driven orchestration, or unified commerce programs. - Background in consultative or value selling (MEDDICC, Challenger, Command of the Message or similar). - Prior hands-on supply chain operations or consulting experience. - Bachelor's degree in supply chain, business, engineering or a related field; MBA a plus.