Relativity
Chicago, IL

Strategic Technology Partnerships, Go-to-Market Manager 20-0487

| Remote
We are Relativity. A market-leading, global tech company that equips legal and compliance professionals with a powerful platform to organize data, discover the truth, and act on it. The US Department of Justice, 199 of the Am Law 200, and more than 329,000 enabled users trust Relativity during litigation, internal investigations, and compliance projects.
 
Our SaaS product, RelativityOne, has become the fastest-growing product in the company's history and we have consistently been named a great workplace. As we grow, we continue to seek individuals that will bring their whole, authentic self to our team.
 
We believe that great talent is not bound by geography and that what you do matters more than where you do it. Relativity has assumed a hybrid work strategy, allowing choice and flexibility for employees to work either from home, a physical Relativity office location (once safe to do so), or a combination of the two, within certain logistical boundaries. Submit your application to learn more from our recruiters or contact us for more details.
 
The Strategic Technology Partnerships, Go-to-Market manager fosters co-selling and co-marketing efforts across our strategic tech partner ecosystem. The manager is responsible for setting a global GTM co-sell and co-marketing strategy for Relativity’s strategic tech partnerships and driving execution of that strategy across Relativity’s sales and marketing teams. The manager serves as a critical conduit between our external tech partners’ sales & marketing functions and Relativity’s internal GTM organization. This role will report to the Head of Strategic Tech Partnerships and act as a critical business partner to the Global Head of Sales and Chief Marketing Officer.

Responsibilities

  • Set co-selling strategy and develop processes/content  
  • Create and drive global co-selling strategy, including prioritizing territories, defining joint sales motions and setting KPIs / OKRs 
  • Holistically manage the end-to-end co-selling process with our strategic tech partners, working closely with internal and external stakeholders 
  • Develop relationships with commercial leaders at our tech partners to influence co-sell program expansion 
  • Set overall strategy for how we enable both Relativity’s sellers and partners’ sellers and execute on field enablement activities 
  • Measure co-sell outcomes in line with established KPIs / metrics; set GTM agenda for and participate in QBR’s internally and with our tech partners 
  •  
  • Support co-selling in the field  
  • Advises sales reps / managers on deal strategy as it relates to co-selling tactics
  • Define messaging on our strategic tech partnerships across segments and within individual opportunities
  • Build structures and define processes for scaling ongoing deal support 
  • Resolve co-selling program questions and issues from our field, our tech partners’ fields and our mutual customers 
  • Act as subject matter expert for sales reps / managers regarding co-selling, our strategic partnerships, and respective partner co-sell programs
  • Escalation path for co-selling collaboration issues, including managing issues with our tech partners’ field teams (e.g. if partners’ sales team is not responsive, etc.) 
  • Work cross functionally (Sales, Revenue Operations, Legal, Finance) to ensure appropriate administration of co-sell program 
  •  
  • Set co-marketing strategy and drive execution of co-marketing efforts  
  • Create and drive a global co-marketing strategy for our strategic tech partnerships to drive co-sell success and elevate the Relativity brand, including but not limited to campaigns, case studies, field enablement and events 
  • Create and maintain enablement assets for Relativity’s field as well as our external tech partnerships’ sales organizations (competitive materials, pitch decks, customer stories, etc.) 
  • Partner with various Relativity marketing functions (e.g. demand gen, product marketing, events, brand) and our external tech partners’ marketing counterparts to secure necessary resources, create/approve materials and drive overall execution of our co-marketing strategy 
  • Set and track KPIs / OKRs specific to tech partnerships’ marketing efforts; participate in marketing focused QBR’s internally and with our tech partners 

Preferred Qualifications

  • 6+ years of experience in global Enterprise Software, Partnerships GTM, Sales Strategy or in a Strategic Marketing role 
  • Customer-facing experience in a sales, consultative or customer success capacity 
  • Experience managing and/or coordinating global marketing plans and assets, or developing successful, integrated marketing campaigns 
  • GTM experience working for, or partnering with, a global public cloud provider 

Minimum Qualifications

  • 4+ years of experience in global Enterprise Software, Partnerships GTM, Sales Strategy or in a Strategic Marketing role 
  • Strong interpersonal skills with executive presence and the ability to work closely, cooperatively and effectively with different departments internally & externally 
  • Proven ability to co-facilitate with external partners on strategic programming 
  • Ability to navigate cross-functional complexity to quickly and effectively bring open issues to resolution and drive incremental growth for our partnerships 
  • Adept at influencing others, internally and externally, with an ability to work effectively and build consensus across various functional groups to achieve goals 
  • Ability to work with and support C-level engagements 
  • High performer with track record of exceeding performance expectations and metrics 
  • Undergraduate degree in Business, Marketing or applicable field 
  • #LI-MC1

At Relativity, we live our core values and we thrive on solving complex problems. We’re dedicated to continually improving our product and providing relentless customer service, and we’re always looking for people to join us on the journey.
 
Relativity is a team of smart, passionate people always looking to grow, contribute, and make our product and customer service the best it can be. Our team members come from diverse backgrounds with different skills and life experiences—and we love and celebrate those differences. We believe that employees are happiest when they’re empowered to be their full, authentic selves, regardless how you identify. 
 
So, please come as you are. We can’t wait to meet you. 
 
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.

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We’re a community of passionate, life-long learners tackling challenging problems. We care about each other and about our community.

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What are Relativity Perks + Benefits

Relativity Benefits Overview

We offer a competitive set of benefits and perks from great insurance, to unlimited time off and a zen room!

Culture
Volunteer in local community
We support local organizations through employee-nominated monthly grants and provide a large grant annually to schools within our community. See more: https://www.relativity.com/about-us/giving-back/
Partners with Nonprofits
We work with several organizations such as: Cradles to Crayons, Embarc, Year Up, Greater Chicago Food Depository, Best Buddies, MakerGirl, Latinas in Tech, NSBE, Anita B.Org - and more!
Friends outside of work
Eat lunch together
Intracompany committees
Our community resource groups: Black at Relativity, Relativity Women of the Workplace, RelAsians, Relativity Pride, Faces of Relativity, and RelMind.
Daily stand up
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Diversity manifesto
Someone's primary function is managing the company’s diversity and inclusion initiatives
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Onsite Gym
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Performance Bonus
Bonuses are based on a combination of how the company performs as well as how the individual performs.
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Employees who have been with the company for 12 months are eligible for 12 weeks of family medical leave.
Restricted work hours
In the U.S., we have formal breaks where the office closes between 12/25 - 1/1 and new in 2020, the week of the 4th of July as well!
Company sponsored family events
We have an annual summer picnic where all employees are encouraged to bring family members.
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Holidays
Paid Sick Days
Employees receive 40 hours per year of paid sick leave.
Perks & Discounts
Casual Dress
Commuter Benefits
Tax-free transportation opportunities.
Company Outings
We have our annual Summer Jam (picnic that includes friends and family), our User Conference - RelativityFest, and a holiday party each year.
Game Room
Our Cafe houses ping-pong, foosball, and a variety of arcade games - including Killer Queen (a multi-player game that is one of few in the country).
Stocked Kitchen
We have tea, coffee (including fancy espresso machines), a variety of LaCroix, soda, and many other things. We also have fresh fruit delivered twice a week in our pantry areas.
Some Meals Provided
Meals are often provided during morning or afternoon training sessions. There is also always plenty of leftover food from such meetings that employees can dive into after the attendees are finished.
Happy Hours
Different for each team, but always a great time!
Parking
We offer employees A parking subsidy.
Recreational Clubs
Several Intramural Sports Teams (kickball, softball, volleyball, etc.), Vertikal (climbing group), Movie Night, Gaming Groups, and several more.
Fitness Subsidies
Professional Development Benefits
Diversity Program
Lunch and learns
Acme Co. hosts lunch and learn meetings once per month.
Cross functional training encouraged
Promote from within
Continuing Education stipend
We offer $3000 annualy for continuing education.
Time allotted for learning
Online course subscriptions available
Customized development tracks
Paid industry certifications
The Relativity Certified Administrator Exam

Additional Perks + Benefits

We offer a Divvy bike share discount, a discounted gym membership to the gym in the building, DRYV Laundry Service for those who have workout clothes that need washing, a Mother's Room, a Zen Room, fresh fruit, coffee/tea/cold beverages, and much more!

An Insider's view of Relativity

How does your team reward individual success?

Rewarding success is one of my favorite parts of my role. Formally through annual bonus plans, thank you notes in our HR system and of course through promotions. I also like to submit nominations to be recognized at company meetings and spotlights in department newsletters. We move fast at Relativity it’s nice to slow down and just say thanks!

Jessica

Operations Manager, Customer Success and Support

How do you collaborate with other teams in the company?

On the Certification team, I develop exams and study content for our end users. To ensure that our exams are valid, I work with almost every team embracing their expertise and industry knowledge into the development process. It takes continuous interdepartmental collaboration to keep exam content accurate as the Relativity platform evolves.

Sean

Certification Specialist

How has your career grown since starting at the company?

As an Application Support Specialist, I have increased my technical knowledge in SQL database management, Network Administration, and Server Infrastructure. Prior to coming to Relativity, I had zero knowledge of e-Discovery, and now provide On-site training to our clients teaching them about the various e-Discovery tools Relativity has to offer.

Kamal

Application Specialist II

What are some social events your company does?

Our annual user conference, Relativity Fest, is such a tremendous opportunity to get one on one face time with our partners. Fest draws 2,000 platform users and practitioners from all different facets of the industry and being able to connect with them and hear their stories is extremely powerful.

Michael

Platform Account Manager

Relativity Careers in Chicago
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The Strategic Technology Partnerships, Go-to-Market manager fosters co-selling and co-marketing efforts across our strategic tech partner ecosystem. The manager is responsible for setting a global GTM co-sell and co-marketing strategy for Relativity’s strategic tech partnerships and driving execution of that strategy across Relativity’s sales and marketing teams. The manager serves as a critical conduit between our external tech partners’ sales & marketing functions and Relativity’s internal GTM organization. This role will report to the Head of Strategic Tech Partnerships and act as a critical business partner to the Global Head of Sales and Chief Marketing Officer.

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The Application Analyst provides the first line of support for our existing and potential clients. This position has frequent phone and email interaction with our clients and requires the development of in-depth technical product, SQL, network and server knowledge and the highest level of customer service skills.

Manager, Software Engineering - Server - 20-0098

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The Product Management team is looking for a Senior Product Strategy Manager to lead the product strategy for our SaaS product, RelativityOne, in one of these segment: Corporate, Law Firm, Litigation Support Provider. RelativityOne is already the fastest growing product in the company’s history. Join the team that leads this growth and is responsible for the product strategies for each customer segment. 

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Enablement Program Manager

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The Administrative Assistant will provide specialized administrative support to Relativity Engineering Executives and senior leaders. The Assistant will be responsible for keeping our leaders on-track, organized and responsive. The Assistant will execute special or continuous research and data analysis tasks, triage and respond to incoming questions, offer solutions, compile and analyze data, and prepare reports and recommendations. The Assistant will coordinate activities between departments and outside parties, and contact company personnel at all organizational levels to gather information and perform work. The Assistant must maintain a high level of confidentiality of work. Assignments may be found in various functional areas. 

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As a Weekend Operations Manager, you will be responsible for providing technical, procedural, and project-based guidance to your teams. The Weekend Operations Manager should have intimate knowledge of all Operations procedures and SLA/SLO metrics. The Weekend Operations Manager will be responsible for monitoring the team’s ticket queues and ensuring that tickets are being addressed in a timely manner. The Weekend Operations Manager will be responsible for balancing the team’s workload, ensuring tickets are being addressed in accordance with defined SLAs/SLOs, completing incoming change requests, overseeing the team’s work during maintenance windows, ensuring maintenance work is completed successfully and on time, and acting as an escalation resource by providing managerial oversight to drive high priority incidents. The Weekend Operations Manager informs their Manager of issues regarding personnel, performance issues, significant customer impacting incidents, project status, and works closely with colleagues to ensure RelativityOne is operated to our high standards, while meeting all department goals and metrics. The Weekend Operations Manager is also responsible for the professional development of their direct reports.