As Alliance Manager you will be responsible for designing & executing an alliance strategy that enables and enhances our various businesses. Lead & manage the existing alliances team to enhance our partner ecosystem, develop GTM propositions and develop key alliances as channels for lead generation. Input market insight & knowledge of trends into strategies of our various BUs.
Own the regional target for Revenue and Gross Profit for Netmagic Product and Services
Develop a business plan with business Alliance partners and drive partner productivity.
This role must actively identify areas of improvement and drive processes to achieve the improvement in lead to order cycle.
Assess and review Alliance partner effectiveness and performance based on agreed index.
Define, organize and manage a regional team to address the key area of Regional Interlocks and Business Development
Manage the team to work with Clients, Sales and Alliance Channel Management and other Business Units to identify, define and qualify a strategy for selling.
Manage the Alliance Partners and Product & Services Pipeline regionally.
Together with Alliances Sales Directors and regional sales channel, define, agree and manage budget for Solution Mix, and manage the pipeline by region.
Promote and drive best practices in account planning and management and pipeline and opportunity management
Participate in and contribute to all key Alliances Sales and Channel processes and initiatives -- i.e. Opportunity Qualification, regional lead Acceptance, Sales Process Development etc.
Develop and position the Alliances business value propositions and align and lead the Service and Product Value Propositions
Manage the interlocks between Netmagic sales teams and all Alliances to market (Sales, Alliances, and other Business Units) for engagement in Solution positioning or opportunity qualification and development.
Into Engagement Team for Bid Management and Services Validation (for field opportunities that are standard, out of cycle or out of scope)
Into Alliances Sales Directors for Solution Value Proposition Creation and Support
Into Alliances Channels for Product Value Proposition Creation and Support
Worked with large Enterprise and having proven track record of selling IT Infrastructure Solution/ Telecom Services & Managed Services.
Having experience of managing large account independently preferable large SI/ IT / Financial Service Provider accounts.
Knowledge and experience on working with Alliance Partners.
Knowledgeable of technology, industry trends, competition and strategies.
Knowledgeable about how to sell Managed Services solutions.
An ability to understand the business needs of potential clients in order to strategize, present and demonstrate a tailored technology solution.
Proven success selling into enterprise level customers.
Must have a track record of achieving assigned targets, leading coordination of and responding to complex proposals.
Exceptional work ethic and drive.
Proven, results driven sales executive with a stable career history.
High energy and passion, solid communicator and fast learner.
Must have excellent presentation skills
Strong business and technical knowledge
Travel as required
Typical Years of Experience:
With overall experience in sales of 10 to 12 years
Preferably BE + MBA or BE/ MBA from the premium institute