The successful candidate will get to build and mature partnerships for one of the hottest cloud companies in the enterprise space, selling a truly differentiated solution to the fortune 1000 and large government, state and local agencies. OEM, system integrator, value added reseller and agent referrals are driving our growth and the Partner Alliance team is forming and expanding relationships with them all. We are seeking highly driven, experienced professionals who thrive in an entrepreneurial environment and have a proven track record of delivering measurable results in the channel. Preference will be given to candidates with a verifiable track record of delivering partner success in the fields of enterprise software applications; network, storage and/or hardware solutions; or professional or cloud services. Alternative path consumption experience from an OEM perspective is very valuable. An established network and rolodex for software/technology partners and customers is a plus.
Responsible for driving field activity and strategic level alignment with partners that yields quantifiable new business results for Virtustream.
Responsible for creating and driving forward new incremental sales opportunities for the company
Be comfortable with and embrace an annual “sell through and sell with” sales quota with quarterly targets
Successfully represent a product portfolio that includes enterprise cloud migration, cloud management, and enterprise risk & compliance management solutions
Take ownership and expand a partner account portfolio that could contain OEM, VAR, SI and/or referral partners. Establish and maintain sales cadence with the partner field account teams and direct customers
Master Virtustream product portfolio features, advantages and benefits. Be able explain the capabilities of both software and services offerings, effectively communicating the benefit to the partner and the end customer
Develop and implement strategic project plans to meet business goals of partners in a defined territory or assignment
Work with the partners to match the Virtustream solution to the customer’s business needs, challenges, and technical requirements
Develop a collaborative account plan and enable channel partners to be an extension of the Virtustream sales force
Set goals and develop metrics for partner channel adoption & usage. Monitor and report accomplishment on a regular cadence
Develop and implement strategic project plans with partners and Virtustream’s technical staff to develop account penetration strategies and long term development plans
Development and execution of territory- and account-specific strategic and tactical sales plans.
Evangelize Virtustream and build brand awareness within the cloud ecosystem.
Incorporate Virtustream’s Core Values (passion, integrity, accountability, innovation and a commitment to excellence) to conduct day to day business.
QUALIFICATIONS - KNOWLEDGE - SKILLS:
A minimum of 10 years of channels and alliances sales experience selling cloud solutions (either enterprise software or IaaS)
Experience working for SIs or experience w/ Global Account Management responsibility working with SIs
Be able to document quantifiable success in driving business demand via a partner eco-system
Experience in building/generating sales opportunities and demand generation programs via all types of partners
Demonstrate a level of comfort selling and communicating the value of complex business solutions to large enterprise customers
Experience working in cloud, IaaS, Platform (PaaS) or Software (SaaS) as a service environments.
Ambitious, high energy, self-starter, team player
Excellent communication skills, both written and verbal. The successful candidate will possess technical and business acumen combined with the ability to make C- and Board-level presentations.
Experience with a formal sales methodology i.e. Miller Heiman, Value Selling, and Target Account Selling etc.
Knowledge of enterprise software solutions (ERP, CRM, HR, finance, manufacturing et. al.). SAP experience a plus
Knowledge of enterprise solutions for GRC and security (network and endpoint) is a plus
Preference will be given to individuals who have enabled complex, multi-million dollar solutions via the channel or partner ecosystem to a predefined set of target accounts
Ability to work in a fast-paced, high-growth environment with aggressive growth targets
Ability to travel as needed
EDUCATION:
B.A / B.S / M.S
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