DGM - Global Alliances - Telecom

Job Dimensions are as below : 

1. Recruitment of new alliance partners, with a focus on Cloud Services;

2. Recruitment of existing alliance partners into new capability areas of partnering;

3. Start up, build and ongoing management of the strategic alliance partner relationship(s)

Essential Functions :

1. Sales and Business Development activities to recruit new alliance partners within the NextGen set of clients.

2. Partner Management activities such as Partner on-boarding, enablement and channel joint-sales growth.

3. Development and execution of joint business/account plans and GTM activities, leading to pipeline growth via sell-with and sell-thru activities with strategic alliance partners

Desired Skill set

- Significant experience in Partner Sales & Alliance management at a senior level in an IT, Software or Telecommunications company.

- Deep domain knowledge in Cloud Services (especially IaaS, with PaaS and SaaS being a plus).

- Practical experience working with Software Vendors and Global System Integrator relationships.

- A compelling background building sell-to / sell-through / sell-with relationships, ideally with global partners. Significant experience in Sell-With partnerships in Software-as-a-Service eco-system preferred.

- Outstanding track record of success as an individual contributor in a business development and alliances organization while consistently meeting/exceeding a sales quota.

- Experience negotiating business terms and conditions while working with corporate counsels to close partnerships or strategic alliances agreements..

The primary responsibilities of this role include -

- Build and manage relationships with key partners - Identify, establish, and develop key executive relationships within the partner organization to enable COMPANY NextGen's partnering strategy for an identified set of partners.

- Lead Business Development activity to sign up targeted accounts as joint Go-to-Market partners.

- For existing partners, lead Business Development activity to sign up a given partner into new joint Go-to-Market product areas.

- Manage engagement of executive sponsors from within COMPANY and at the partner to maintain alignment of key stakeholders - to gain support and sign-off on business agreement(s) between partners.

- Develop - partner development plans- and - annual business plans- for each global partner, working closely with internal COMPANY contributors such as Partnership Operations groups, Partnership Marketing teams, product lines, etc., and coordinate with these groups key partnership lifecycle phases :

- Engage/recruit partner

- Activate/Onboard partner

- Develop Partner And Manage Partner to deliver robust revenue growth.

- Implement a global business plan which strategically aligns COMPANY and alliance partners with scalable - win-win- opportunities that will drive revenues with accountability through sell-with and sell-thru activities with those key partners.

This will include driving partner enablement and GTM strategy from definition/development through to execution and operations, working with the strategic alliance partner's team to ensure proper execution of mutually agreed business plan to enable us to achieve objectives and revenue targets.

- Support Company- Direct Sales team with regional territory plans that will require support from the strategic alliance partner.

- Identify opportunities to increase the penetration of the partner technology into our core and industry offerings.