The successful Alliance Manager will deliver a strategic return on investment to Dell through the development and management of core go-to-market strategies with leading Systems Integrators in commercial markets. Look to identify key business opportunities for both Dell and this key Strategic Alliance Partner in the Core Enterprise Sector, with a winning combination of “sell-to”, “sell-through” and “sell-with” value propositions.
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- Leads our NA Accenture GCCS business which includes the compute, server, networking and hyper-converged pieces of the Dell portfolio
- Works dotted line with the Accenture GAM on account strategy and growth objectives
- Uses a Partner-Centric strategy to create solutions and practice development areas
- Leads the effort on alliance partnership which may include sales management opportunities, work closely with Account Team(s) to leverage off of these opportunities and drive incremental revenues and margins for Dell with strong focus on federal government
- Develop and manage relationships at an executive level with the alliance partner and ensure that linkages exist internally with key Dell executive stakeholders as well as develop a joint GTM strategy for Dell and the Alliance Partner in appropriate verticals
- Assesses how to integrate the future direction of Dell’s products and services with the future direction of the partner’s products and services to develop a common global strategy
- Establishes regular interlocks across various internal and partner resources on alliance strategy, milestones and projected results
- Leads overall design of economics and engagement and is responsible for due diligence in funding tracking and management
- Establishes strategic partnerships with external organizations to provide product and service offerings to potential and existing clients
- Researches and understands alliance business needs to ensure that all needs are met in a timely and cost effective manner
- Researches, designs and delivers complex value-based business solutions that meet exact customer-specified requirements
- Serves as a point of contact for specific alliances; coordinates alliance activities; and participates in contract negotiations to create alliances which are strategically and financially advantageous and additionally serves as an expert on product suite information, creative product-based business solutions, and future product direction and strategy
- Provides thought leadership and sets strategic direction to guide Dell and alliance account team in overall customer engagement
- Leads company-to-company relationships to create solutions and develop competitive advantage for Dell and Alliance partner in the marketplace
Account Complexity & Breadth
- Sells multiple LOBs and/or high-end services (e.g. managed / professional services)
- Sells primarily enterprise products and managed services with additional sale of computers, printers, peripherals and other hardware
- Sells to large, including global, national, and government accounts
- Sells to CEO, CIO, CTO, etc and other decision-making authorities (government boards etc…)
- Sells to multiple industries
- Able to provide direction to less senior sales team members. Project management skills are critical
- Multiple products and services, primarily enterprise level
Qualifications
Requirements:
- Prefer undergraduate degree and 10+ years’ relevant experience or Graduate degree and 8+ years relevant experience
- Ideally has experience selling to/with/through Accenture
- Ideally has a background in global system integrator (GSI) sales motions and go to market strategies
- Excellent communication and relationship-building skills
- Strong strategic and financial agility
- Industry experience/knowledge of competitive cloud solutions by market leaders
- Partnering experience driving solutions with global systems integrators
- Vertical solution selling knowledge and experience
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