Hi,
We have the following position with a world class product company.
See if you or any of your Friends/Colleagues are interested- if Yes- Kindly send Resume indicating Position applied for.
You can send us your profile at sreejith@pivotal.co.in “or” india.pivotal@gmail.com or you may call at +91 80 4126 2220/21 or for further details.
Global Alliance Manager
Job Description
The Global Alliance Manager position is
responsible for expanding strategic relationships with Global Consulting and
Systems Integrators (CSI), and identifying, planning and executing upon a range
of joint go to market opportunities with them.
Key Responsibilities
This job requires experience from a broader range
of roles / functions like a Business Strategist, Relationship Manager,
Solutions Architect / Thought Leader, Marketing Manager, Sales Manager,
Technical Enablement Manager, Portfolio Manager, etc., as described below:
Business Strategist: Develop
strategies and business plan with measurable & actionable objectives to
drive revenue growth through key Global CSI relationships. Gain deeper
understanding of partner’s business and identify strategic opportunities to
maximize revenue for the partnership.
Relationship Manager: Identity,
develop, and strengthen key strategic relationships including executive
sponsor, practice leaders, sales & pre-sales leaders, solution architects
& practitioners, etc.
Solutions Architect / Thought Leader:
Identify and develop joint go-to-market solutions that address customer needs
& challenges to create unique and differentiated opportunities.
Marketing Manager: Educate and enable
constituents Global CSI partner teams to position, influence, and sell the
unique joint go-to-market solutions, and generate opportunities around them to
develop joint sales pipeline.
Sales Manager: Actively promote the
partnership both internally and externally within the partner organization to
drive strong field sales relationships and convert the joint sales pipeline
into revenue for the partnership. Constantly identify and execute on cross-sell
/ up-sell revenue opportunities to grow the partnership within the joint
customers.
Technical Enablement Manager: Establish
centers of excellence (COE), train solution architects / practitioners, develop
competencies, support the partner during delivery for a successful customer
engagement, and build loyalty with the practitioners.
Portfolio Manager: Manage a portfolio of
joint go-to-market solutions / opportunities, regular cadence at different levels
to monitor incremental progress / results, and collaborate with internal
constituents to ensure that the business plan is executed flawlessly.
Skills and Experience Required
10+ years of working experience in the IT
Infrastructure Management software and services industry.
5+ years of sales experience, preferably selling
both via Business Partners and direct to End-Customers. Proven experience of managing Opportunities
through full sales cycles. Proven
experience of selling complex IT solutions including both products and
services.
3+ years of alliance management experience in
working Global Consulting and Systems Integrators and/or working in alliance
management for major infrastructure software vendors.
Experience in working with on-shore/off-shore
personnel across the globe in different time zones.
Results-driven, energetic, confident,
self-sufficient, self-motivated, commitment to success, and strong work ethic.
Excellent communication skills (oral, written and
presentation) with the ability to articulate and sell value propositions.
·
Strong understanding of broader information
technology concepts including Strategic Consulting, Systems Integration, Global
Delivery Models, Managed / IT Outsourcing Services, Infrastructure Management
Services, IT / Data Center Transformation, Identity and Security Management,
Open Source / Linux, Cloud Computing, Intellectual Property, etc.
Ability to discuss and negotiate commercial and
contract terms.
Behavioral Competencies required
Dynamic.
Confident – with hands on, “can- do” approach. Willingness to own and be accountable for
subjects within scope of role and key responsibilities
Energetic and passionate about being successful
and willing to new ideas/technologies
Personable – able to get on with many different
types of people and organization. With
ability to build excellent, meaningful relationships which are based on trust
and respect.
High integrity – makes and keeps commitments
·
Excellent time management and organizational
skills.
·
High attention to detail, self-motivated,
creative and flexible.
·
A good problem solver. Ability to identify key issues and barriers
to success, then resolve them.
Proven team player