Alliance Manager - IT

Alliance Manager

As an alliances manager /Director, you'll be responsible for:

- Identify, nurture, and leverage mutually beneficial partnerships and alliances that align to our strategy and help grow the business, deliver successfully for clients, build our brand, and increase our pipeline. Activities include conceiving, researching, fostering, and formalizing institutional relationships as needed, ensuring executive mapping with joint governance with the Strategic partners

- Maintaining and deepening relationships with existing partners and drive incremental revenue growth through alliance influence

- Develop the joint GTM strategy and execute on Joint business plans in conjunction with Strategic partners/ Hyperscalers

- Negotiating attractive partnership deals and ensuring mutually beneficial partnership terms that are in line with business objectives and strategy

- Developing metrics to measure ROI from partnerships.

- Work with Industry Vertical Leaders on recognizing the vertical's role in the broader marketplace and anticipating the technology trends that will help to drive their leadership position in the industry.

- Secure Buy-in of Alliance Technology within Orion - Centers of Innovation, Vertical Solutions and Sales to enhance proactive deals pipeline

- Generate incremental revenue growth through partner-leveraged differentiated solutions and service offerings

- Extend market and geographic reach

- Increasing Orion Innovation's visibility in partner ecosystems - events, conferences, social media Measures of Success:

- Business Growth (tied to partnerships and alliances) measured by partner-led pipeline, topline revenue growth and market expansion

- New alliances and partnerships (formalized with NDA, Teaming agreements and/ or partnership contracts)

Qualifications:

- Well versed in areas of Digital transformation, Cloud technology, Solution led approach and sales experience to drive pipeline/revenue working with technology partner ecosystem.

- Prior experience in a similar role and a strong track record of success in building strategic partnerships.

- Demonstrated experience in working and collaborating successfully in teams and across functional groups

- Experience leading strategic initiatives

- Experience working with senior stakeholders to find win-win solutions.

- Highly goal oriented, assertive a hands-on, and a problem solver.

- Excellent communication & interpersonal skills.

- Demonstrate the ability to communicate, present and influence credibly and effectively at all levels of the organization.

- Excellent organizational and time management skills.

Minimum Skill Set:

- Minimum 8 to 15 years of experience in related fields such as partnerships management, sales, pre-sales.

Work in USA - NJ (USA EDT) hours

- Good communication skills (Speaking, writing, and presentation)

- Proficient with Microsoft office

- Good negotiation skills

- Understanding of typical partnership contracts, terms and conditions

- Bachelor's/PG degree from a reputable institution

- Willing & able to travel internationally

Preferred qualifications:

- MBA

- Prior experience in managing partnerships

- Prior experience selling solutions - Cloud Technologies, Data & Analytics ( ETL, ELT, Data Warehouse, Business Intelligence), Application Modernization, Dynamics CRM would be a bonus

- Understand customer needs and requirements around Business Transformation, Data & Analytics, Application Modernization, Cloud & Infrastructure services.

- Familiarity with CRM tools (eg. MS Dynamics)