The ASD is a senior role within the Global Alliances (GA) Organization responsible for driving revenue across all Global Alliance functions (System Integrators/Strategic Outsources/Service Providers). This role requires the candidate to work closely with an assigned China country leadership and is responsible for developing and executing the Global Alliances execution plan. This will include establishing and growing business through country priorities mapped to Global Alliances partnership capabilities, including:
Cloud Service Providers
Systems Integrators
Strategic Outsourcers
Engagement model requires close interaction 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 within Dell EMC.
Role Charter:
Driving revenue and growing customer base through global alliance partners (SI/SO/SP) in multiple engagement models including sell through, sell in, sell with based on a business plan and an execution plan. Work with theater leadership to define a joint market development and sales execution plan for markets under scope.
Accurate forecasting and tracking of partner opportunities.
Engaging with partner to drive transformational deals with multiyear opex/consumption driven models. Building of partner growth plans to develop long-term multi-million dollar engagements
Market development and demand generation using joint partner offerings.
Establish appropriate revenue reporting and cadence in conjunction with business operations.
Serve as region’s single point of contact for all matters connected with Alliance partners.
Know in detail the Alliance partner organization people and processes
Champion overall partner competitiveness for the theater and establish a strong customer engagement model.
Responsibilities include:
Develop Divisional Global Alliances execution plan, integrating:
Divisional priorities and unique customer attributes
Global Alliance (GA) Service Catalog focused on
- Specific and well-defined solution offerings based on unique partner capabilities
- Mapped to appropriate verticals and accounts
Work with Area and District Managers to drive engagement with end customers and targeted GA partners:
Determine which GA partners to proactively involve in company campaigns based on GA Service catalog, which verticals to target.
Understand where our partners are already involved, where they have access to the C-suite and LOB and where unique vertical expertise brings advantage to company
Leverage GA Partners to access underpenetrated accounts and develop a joint value proposition and GTM.
Drive the GTM strategy and key metrics to best apply them to business priorities – ASD is the subject matter expert on all GA partnerships.
Work collaboratively with Client and Partner C-suite executives, technical architects, program managers, and sales leadership and sales account executives.
Broker and facilitate communication and mapping with key GA partners to identify and resolve gaps & challenges, and conflicts within GA partner community.
Educate internal division on GA partner ecosystem, capabilities, and the “why” partner engagement strategy (access, scale, and know-how).
Monitor progress leveraging key performance indicators including participation rates, net-new incremental lead generation and closure rates, return on sales time investment and business outcomes.
Conduct Quarterly Business Reviews with GA Partners to review targets, scorecards, opportunity pipeline, account targets, new solution offerings, marketing development.
Work with internal departments on contracts, terms of partnership, opportunity management and dispute resolution. Leverage strategic analysis of market trends, competition and new opportunities.
Key Requirements
The successful candidate will have a proven track record in of leading and building partnerships in a high growth organizations. Has previous experience on sales, alliance sales or consulting side of the business. The individual must exhibit leadership qualities that inspire teaming and trust to influence theatre leaders, leadership team members to support Alliances/Partnering Strategies. The candidate has to be a highly collaborative individual with the ability to drive internal and external stakeholders towards a common goal. Candidate should have managed geography coverage across APJ in prior roles.
Experience in software Sales, Alliances
History of developing and executing partner Go-to-market plans
Successful execution of solution or campaign launches to global sales organization. Working with global and regional leads on a regular basis and managing collaboration,
C-suite relationship engagement and management
History of successfully developing and leading multiple strategic partnerships
Be creative with strong problem-solving skills and the ability to succeed in a fast-paced environment
Track record of exceeding metrics
People Management experience
Excellent spoken and written communication, interpersonal, relationship building skills
Ability to work both independently and with a team
Sound business acumen skills; thrive in a fast-paced, dynamic work environment.
Bachelor’s degree is a minimum requirement, MBA preferred
15-20 years sales experience, experience managing large complex sales engagements, (experience dealing with system integrators, outsourcers and/ or service providers definitely a plus).A track record of having managed sales through partners in excess of US$ 25 Mill will be a plus.
Successful candidates will have a demonstrated successful track record and most likely be a District or Area Manager already identified as being on a corporate HiPo career track. However external candidates with experience and exposure to sales will be considered on merit. English speaking capability will be an advantage due to the extensive interaction with regional and global leaders and travel requirements.
Demonstrated ability to influence others to achieve results through a matrix and virtual team.
Broad understanding of the information technology industry, an in-depth understanding of Dell EMC portfolio and the value of alliance partnerships within the alliance partner ecosystem.
Effectively interface at many levels including C-Level Suite Executives for driving transformational opportunities
Facilitated appropriate resolution in many varied conflicting situations without damaging internal or external relationships.
Reporting line: Candidate will report to APJ leader for Global Alliances and matrix into the theatre leader for China.
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