Experience: 10+ years including 2+ years of sales management and leadership experience working with partners and customersOpening: 2
Short Description: Strong leader with a good understanding of working across alliance partner organizations
Development of overall partnership with the Global Integrators. Plans will include joint vision, goals, and value propositions in addition to go to market and sales strategies
C- Level and leadership relationship development throughout different business units and execs (Offerings, Sales, CTO leads, Industry etc) while maintaining engagement and relationships with key stakeholders.
Business development and revenue generation: Responsible for evaluating sales opportunities and business case presentation for new and existing clients. Expand market penetration and grow the profits globally.
Deep understanding of partner business strategies, goals, customers and workforce to define direction for the alliance globally.
Drive demand generation activities including mappings, workshops etc while working with Marketing, Sales, Architects and Channel to develop Go-to-Market motions required for success
Manage and owner of partner pipeline throughout entire sales process, main point of contact for any escalations and operational assistance as well as overall related partner support situations
Establish alliance partner strategy with hardware, software & service providers in discussion with sales & marketing and product management
Developing plans enabling direct sales, channel sales and delivery teams and execute aggressively for market leadership
Improve and Align the alliance partner strategy and the execution plan to the changes and evolution of the market and the competitor’s relationship with the partners
Assist global staff to design sales processes that generate profitable sales in both existing and new business accounts
Work closely with internal stakeholder teams to build positive relationships and strong engagement between alliances, field sales teams and solution pillar sales teams
Facilitate and develop global sales strategies and programs in coordination with product and sales teams
Plan and Participate with Alliance partners in various industry events and conferences to enhance partnership engagement and enhance growth in sales
Maintain and update knowledge on all new technology in business and participate in trainings and professional meetings for the same
Strong leader with a good understanding of working across alliance partner organizations
Ability to build and leverage external executive relationships as well as internal Execs, VPs and other key partners
Ability to identify and communicate joint value proposition in terms of aligning the benefits of both the alliance partner and customers’ business outcomes
Ability to engage, excite, influence and coordinate both alliance partner and internal people especially with a virtual environment
A self-starter needing minimal management oversight to perform day to day responsibilities
Assertive – strong negotiation skills to work with sales and partner peers
Strategic thinker who can blend consulting and business strategy to develop compelling plans for new partner initiatives
Experience with creating and building differentiated relationships with partners in the OEM / SI / ISV community
Deep understanding of the IT services industry, competing vendors, and the channel. Dimensions include competitive positioning and business models.
Develops strategic plans with the partner to grow the size of the business and company’s share.
Engineering degree (must) with an MBA would be good to have
Total years of experience – 10 + years including 2+ years of sales management and leadership experience working with partners and customers
Extensive Sales, Alliance & Channel experience and be ready for target-based sales as required
Successful track record in building strategic relationships across multiple environments
Extensive account / partner management experience, preferably with some experience leading large and/or strategic growth plans
Experience working with cross-functional and highly matrixed teams across time zones and geographies