14/03 Murali
Head Of Operations at YBC

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Alliance Director - Sales - IT Hardware (10-15 yrs)

Bangalore Job Code: 675198

Summary : 

Senior-level Individual role to build and lead clients efforts to engage, manage, and grow relationships with a select few named systems integrators (SIs) assigned for strategic alliance development. A territory will be comprised of 2-3 systems integrators.

Responsibilities : 

- Recruit and on-board named-SI's preapproved for strategic relationships

- Identify and map key SI personnel to engage on APAC regions

- Be the liaison between partners and Client

- Introduce and engage with senior leadership (CRO, CTO, CEO, COO, VP Global Alliances, Partnership Executive) to build productive business relationships with influential SI leaders

- Identify joint marketing and business development opportunities to integrate clients capabilities into SI programs and services business models, with examples including:

- SX UEBA into Insider Threat programs

- SX SIEM into NextGen SOC programs and MSSP offerings

- SX capabilities into SI Demo Centers and scripts

- Analyze market trends and identify prospects for joint engagement with SI

- Develop SI engagement plans to increase brand awareness and loyalty

- Enable SI personnel (as appropriate) for sales activities, and manage enablement for pre-sales, POCs, and implementation services (if appropriate)

- Proactively manage and support partners, as appropriate to their business model, to

- Create and execute business plans to meet sales goals

- Engage in joint marketing activities and events

- Identify prospects for joint engagement to grow pipeline of partner-sourced opportunities

- Engage with and support sales activities to generate revenue

- Educate about product portfolio and opportunity identification

- Evaluate partner sales performance and recommend actions to increase revenues

- Address partner related issues, sales conflicts and pricing issues in a timely manner

- Manage assigned sales pipeline, forecast monthly sales and identify new business opportunities

- Develop and execute personal learning plan to stay current on competitive offerings and solutions for UEBA, Next Gen SIEM and Security Data Lakes

Qualifications : 10+ years experience in sales, with minimum 5+ years in sales leadership positions

Working Conditions: 50% travel

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