Quick Enquiry

Quick Enquiry

    Experience: 10+ years including 2+ years of sales management and leadership experience working with partners and customers Opening: 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

    Skills Requirement:

    • 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.

    Basic Requirement

    • 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