Commercial Specialist, Strategic Partnerships (Manager Level) at Environmental Resources Management Inc in Malvern, Pennsylvania

Job Description:

Background

Partnerships serve as a pivotal growth catalyst for ERM, offering the potential to revolutionize our market access strategy. In light of our engagement in external partnerships, we are seeking a proactive leader who can shape the commercial framework for select strategic partnerships. Moreover, partnerships are likely to become ever more present in proposals and commercial strategies, making this a key role, specifically for ERM’s Climate, Sustainability and Transactions (CST) Business Unit.

The Role

We are seeking a Partnership Enablement and Commercial Lead to drive the operational expansion and scalability of select strategic partnerships across a growing pipeline. This role will serve to collaborate directly with two specific groups at ERM:

• The Global Partnerships Team, with the goal to advance collaborations with Salesforce, Persefoni, Watershed, and Sweep, as well as global and regional System Integrators.


• CST BU Partners and Senior Sellers, with the goal of supporting the development of specific commercial approaches, proposals and GTM initiatives that leverage our partnerships.

The primary objectives of this role are to:

Global Partnership Direct Support (50%):

• Operationalize partnerships – Facilitate internal alignment by developing streamlined processes, guidelines, and best practice documentation. Foster seamless collaboration with partners, enhancing their own internal systems and processes to streamline efficiency and effectiveness.


• Elevate Go-to-Market – Collaborate with ERM’s central marketing function to oversee best practices to drive a targeted value proposition for global opportunities that include our partnerships.

CST Business Unit Commercial Support (50%):

• Winning programmatic work – Provide comprehensive support to across commercial pursuits in the CST BU including competitive proposal development, coordination, and evolving value propositions and pitch decks.


• Support on project execution – Actively engage with projects that leverage ERM’s strategic partnerships to ensure that ERM project teams leverage software appropriately and continuously seek opportunity for further expansion of implementation/integration of ERM’s consulting expertise in conjunction with our partners’ technologies.

Key Responsibilities

Facilitate Collaboration and Coordination:

• Establish collaborative platforms like Teams channels, SF and Yammer Groups, Minerva website, and a Trello Board for Program/Task Tracking.


• Communicate and work with teams and experts across many aspects of ERM - including cross Industry, Services, Regions, cross-business functions (marketing, risk/legal, process excellence) and globally - as well as externally.

Enhance Sales Pipeline Management in the CST:

• Maintain the integrity of the sales pipeline by ensuring PIC/PM assigned to opportunities possess necessary resources and information.


• Swiftly ensure opportunities are captured and tied to relevant campaigns.

Optimize Commercial Engagement with Strategic Partners:

• Foster a comprehensive view of commercial interaction modes: sell-with, sell-to, buy-from.


• Ensure cohesive follow-through across all modes, helping to extract maximum commercial benefit per partner.

Establish and Manage Governance Forums:

• Oversee both internal and external governance and management forums for each partner, spanning regional and global contexts.

Curate Go-to-Market Collateral:

• Develop and maintain internal and external collateral for Go-to-Market endeavors.


• Collaborate with SMEs and ERM senior leaders in content creation and liaise consistently with partner organizations.

Strengthen Global Presence:

• Create best practices to collaborate with global communications and regional marketing teams, ensuring ERM's active participation in partner events.

Lead Training Initiatives:

• Coordinate internal training programs for select partnerships, such as Persefoni.

Support Systems Configuration and Integration:

• Assist ERM's Head of Partnership Delivery in establishing a systems configuration, implementation, and integration capability, beginning with Salesforce.

Requirements

Education: This role requires a Bachelor degree and 6+ years of experience

Initiative and Collaborative Spirit:

• Self-driven, capable of active engagement within the broader partnership team and across partnership dimensions (Distribution & Enablement, Go-to-Market, Systems Implementation, etc.).

Eagerness to Learn:

• Willingness to grasp knowledge of GHG platforms.

Adaptability in Complexity:

• Proficient in navigating ambiguous contexts to discern commercial value and devise relevant approaches.

Structured Project Management Acumen:

• Possess a program and project management orientation, adept at task tracking, and process standardization.

Thorough Documentation and Communication:

• Demonstrate disciplined documentation practices, including effective meeting minutes.

Who We Are:

As the largest global pure play sustainability consultancy, we partner with the world’s leading organizations, creating innovative solutions to sustainability challenges and unlocking commercial opportunities that meet the needs of today while preserving opportunity for future generations.

At ERM we know that creating a diverse, equitable and inclusive work environment is an essential part of making our company a great place to build a career. We also see our diversity as a strength that helps us create better solutions for our clients. Our diverse team of world-class experts supports clients across the breadth of their organizations to operationalize sustainability, underpinned by our deep technical expertise in addressing their environmental, health, safety, risk and social issues. We call this capability our “boots to boardroom” approach for its comprehensive service model that allows ERM to develop strategic and technical solutions that advance objectives on the ground or at the executive level.

Please submit your resume and brief cover letter. 

ERM does not accept recruiting agency resumes. Please do not forward resumes to our jobs alias, ERM employees or any other company location. ERM is not responsible for any fees related to unsolicited resumes.

ERM is proud to be an Equal Employment Opportunity employer. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, gender identity, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. 

Thank you for your interest in ERM!