Director - Alliance Operations - CSC - Falls Church

Job description
This position provides strategic sales operation to the Alliances Operations team with the goal of enabling the Strategic Alliances to operationalize various programs and initiatives available to CSC by virtue of Alliance partnerships. This position will work closely with multiple (internal) Stakeholders/Clients to ensure successful execution of day to day Alliance operations. In this role, you will lead a team responsible for the success and effectiveness of our Alliances organization as well as interface with external Alliance partner Operations teams and key leadership. Reporting to the head of Global Sales Operations this leadership role is accountable to define, build and drive a program aimed at growing CSC’s engagement with Strategic Alliance Partners and effectiveness of these strategic relationships through operational excellence. The role incorporates strategy, sales enablement, top account deal support, messaging, and partner engagement. This role also requires an internally collaborative individual who can effectively work with other teams, including sales/pre-sales, account management & implementation, and marketing.

This individual must work collaboratively with sales leadership, managers, Global & Regional Alliance Sales Reps/Executives, and be able to apply organizational aptitude and relationship abilities to navigate through executive and matrix organizational layers in the CSC global and Alliance ecosystem. They must seek out the sponsorship, knowledge and influence to build a regional management approach that is consistent with global standards and best practices while still caring for unique local needs. The position is expected to raise sales efficiency and process compliance by means of consulting with the sales force and implementing best practice sales & operational excellence, consistent with our Alliance model, go-to-market & sales strategy.
Essential Job Functions
Directs the organization and performance of global alliances sales operations group and the activities of senior individual contributors and managers. Provides staff direction with an understanding and following of established company policies and procedures. Addresses performance issues and makes recommendations for personnel actions. Motivates and rewards employees including providing salary increases, bonuses and promotions within allocated budgets and company
Oversees Alliance programs such as Deal Registrations, MDF/BDF programs, Resell & Referral Programs and Channel Programs globally. Evangelist for all Alliance Programs for Global & Regional adoption internally. Custodian of Standard alliances policies. systems and protocols internal to CSC. Owns the responsibility for global sales reporting & analysis for measuring partner engagement and business planning. Gathers and maintains pipeline metrics and forecasts to enable the business to measure progress against targets. Ensures appropriate assignment and tracking of quota for Global & Regional Alliance Executives. Conducts regular business reviews with Global/Regional Alliance Executives to check partner performance/engagement from an operations perspective.
Leverages significant sales knowledge, experience, and executive-level alliance relationships to support Global Alliances team members in setting up new business-enabling programs conceived jointly between CSC and Partners.
Establishes and communicates goals and objectives, defines methodologies, tasks, and activities, and clearly describes roles and responsibilities for performing to personnel. Communicates broadly to help ensure overall coordination for cross-functional teams. Builds and enhances the team capabilities by coaching, developing, and mentoring sales force.
Participates in quarterly credit review process, and maintains sales plan and quota data for Global Alliances business unit. Ensures uniform and robust processes to track, measure, report and validate Alliance engagement.
Directs day-to-day administrative responsibilities including but not limited to matters related to staff recruitment, annual budgeting, and vendor/supplier management.
Works with senior management to determine strategic training needs related to sales techniques and management. Ensures sales force attends training as appropriate and compliance with the training objectives.
Acts as an interface with support functions like Finance, Supply Chain, Legal, OCTO and represent Alliance Operations as required for overall business planning and emerging initiatives with partners.
Directs the sales flow and governance globally. Manages and tracks the global Alliances budget jointly with Finance. Ensures coordination between the Alliance budget, targets, and employee quotas.
Assists in the management of sales force and the activities of senior sales personnel. Provides staff direction with an understanding and following of established company policies and procedures. Assists sales management in the setting of individual quotas, staff assignment, and staff evaluation.

Desired Skills and Experience
Basic Qualifications
Master's degree or equivalent combination of education and experience
Master's degree business administration or a related field
Ten to Fifteen years of related experience
Five or more years of experience in a supervisory or management capacity included
Experience working with the management implications of various forms of financial data
Experience working with the business industry, various areas of business operations and company products and services
Experience with contract interpretation, negotiations and project management
Experience working with company sales methodology and supporting tools and applications

Other Qualifications
Strong communication skills needed to interface with high-level Alliance representatives
Strong strategic management and planning skills
Strong analytical and problem solving skills
Strong communication skills to interact with executive management, staff, vendors and partners; executive presence
Strong leadership skills to lead and mentor the work of subordinates; ability to create a vision and a path for the team
Organization and time management skills to balance and prioritize work
Strong sales skills
Strong networking skills to create and maintain formal and informal networks
Ability to publicly represent company with internal and external clients
Ability to use own judgment and initiative in problem resolution

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