Dell - Regional Alliance Manager

As Regional Alliance Manager, you would be responsible to develop & manage the GSI Partners and drive activity to promote sales of Dell Products & Solutions. You would also be responsible for regional GSI quota achievement. This is a partner sales & alliance development role encompassing; regional field & executive engagement, partner competency, sales, Solution and pipeline development.

Role Responsibilities :

- Regional ( APJ ) sales revenue driven through GSI

- Build a detailed knowledge of the GSIs structure with key influencer's and contact points. Become the point person at Dell for regional GSI engagement and field connect.

- Running business reviews with GSI & Dell regional teams, resulting in Identify new opportunities & build funnel in the region.

- Develop and own a sales engagement plan, undertaking bi-weekly pipeline review meetings with the GSIs and proactively driving engagement between Dell and GSI sales people.

- Work with the Dell sales organization to minimize and manage conflict that occurs between the GSIs and Dell Sales team. Ensure that GSIs conform to their respective contracts

- Establish Dell Enterprise Technology as a key component of IT strategy that is embraced and promoted by the GSI.

- Creating direct relationships with key Partner Leadership and mapping to Dell Management

- Developing a prominent role in articulating Dell’s vision and message to the Partner community

- Developing strong internal relationships within Dell.

- Evangelize Dell at the GSI organizations and drive engagement at an executive, marketing and sales level within the region

- Build and manage their own GSI partner relationships as well as internal relationships (solid and dotted line).

- Work with the Dell marketing teams in conjunction with the GSIs to plan, develop and deliver Dell participation in the GSIs demand generation marketing activities

Note : The role, responsibilities and geographical focus will change and develop over time along with the company’s rapid growth.

Role Requirements:

- Minimum 14 years’ experience in IT sales

- Mandatory experience in Partner Sales and Alliances in a Technology company

- Excellent communication & presentation skills

- Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions and business cases around strategic partnerships.

- Experience of working with Enterprise & Solution field sales organizations.

- Cross-functional influence, relationship building, and project management skills.

- Strong business acumen and negotiation abilities.

- Familiarity with a broad range of application and infrastructure software is desirable.

- Technical graduate degree and MBA

About Dell :

With more than 100,000 team members globally, we promote an environment that is rooted in the entrepreneurial spirit in which the company was founded. Dells team members are committed to serving our communities, regularly volunteering for non-profit organizations. The company has also received many accolades from employer of choice to energy conservation. Our team members follow an open approach to technology innovation and believe that technology is essential for human success.