Strategic Alliance Manager Resume Samples
4.8
(109 votes) for
Strategic Alliance Manager Resume Samples
The Guide To Resume Tailoring
Guide the recruiter to the conclusion that you are the best candidate for the strategic alliance manager job. It’s actually very simple. Tailor your resume by picking relevant responsibilities from the examples below and then add your accomplishments. This way, you can position yourself in the best way to get hired.
Craft your perfect resume by picking job responsibilities written by professional recruiters
Pick from the thousands of curated job responsibilities used by the leading companies
Tailor your resume & cover letter with wording that best fits for each job you apply
Resume Builder
Create a Resume in Minutes with Professional Resume Templates
CHOOSE THE BEST TEMPLATE
- Choose from 15 Leading Templates. No need to think about design details.
USE PRE-WRITTEN BULLET POINTS
- Select from thousands of pre-written bullet points.
SAVE YOUR DOCUMENTS IN PDF FILES
- Instantly download in PDF format or share a custom link.
AN
A Nienow
Ahmad
Nienow
4134 Goldner Flats
New York
NY
+1 (555) 826 2366
4134 Goldner Flats
New York
NY
Phone
p
+1 (555) 826 2366
Experience
Experience
San Francisco, CA
Strategic Alliance Manager
San Francisco, CA
Will, Simonis and Rohan
San Francisco, CA
Strategic Alliance Manager
- Provides timely requisite reporting to EMEA OEM & Alliances Director regarding performance and alliance development
- Responsible for the performance and development of the managed Alliances business, focusing on 2 main objectives
- Assists Regional Alliances Managers with their Geo sales and Marketing Plan development and implementation
- Work with other Acquisition team members to make improvements to current processes
- Design/execute specific dedicated sales development plans with each managed strategic alliance, including
- Develop pursuit plans and manage the pipeline to ensure alignment with account managers
- Assists in the development and implementation of associated marketing and communication plans together with local Marketing Manager,
Dallas, TX
Senior Strategic Alliance Manager
Dallas, TX
Schneider Inc
Dallas, TX
Senior Strategic Alliance Manager
- Provides timely requisite reporting to EMEA Dell Alliance Manager including pipeline, performance and alliance development report
- Participate in industry events, speaking with partners, prospects and customers, and comfort presenting the technology
- Consistent track record in meeting and surpassing multi-million dollar quota targets as an individual contributor and/or manager
- Initiates and coordinates development of action plans to improve Upsell and Cross-sell leveraging customers installed base,
- Grow transactional business (deals less than 100K$) with VMware, leveraging both Dell sales and their Channel with dedicated programs and activities
- Support development and closing of large opportunities (greater than 100K$) with strong focus on growing non-core solutions development (SDS, SDN, Mobility, Hybrid Cloud), leveraging Dell Installed base
- Define, implement and track specific metrics in agreement with EMEA goals and country objectives validated with Regional Partner Director, Partner Manager and EMEA Dell Alliances Manager
present
Dallas, TX
Senior Lead Strategic Alliance Manager
Dallas, TX
Gutkowski, Littel and Kertzmann
present
Dallas, TX
Senior Lead Strategic Alliance Manager
present
- Develop and build new business relationships with the Alliance Account to understand and cultivate opportunities for creating value and new business opportunities
- Collaborate with the client and sales teams to direct, develop and implement sales plans that support increased sales of the client’s technology running on CenturyLink platforms and overall customer satisfaction
- Direct cross-selling opportunities to increase revenue and leverage relationships in order to better penetrate the market
- Create, develop and maintain “sell with” strategies, plans and actions with our key Alliance Partners globally and across multiple routes to market
- Leverage the company's global reach to influence decisions on projects for customer deliveries in both domestic and international locations
- Maintain the highest levels of personal and professional behavior in the work place
- Meet and exceed all bookings and revenue targets for this select key CenturyLink account with an emphasis on global growth
Education
Education
Bachelor’s Degree in Business
Bachelor’s Degree in Business
Illinois State University
Bachelor’s Degree in Business
Skills
Skills
- Ideally 10+ years of selling experience at end-user account or partner level
- Proven successful sales experience with Business Service Management, Service Management, Cloud and Automation
- A consultative sales approach to identify joint revenue opportunities
- Enterprise sales skills to strategically sell HP Software to HP Enterprise Services executives and account decision makers
- Executive engagement skills to manage both parties executive alignment and engagement
- Leadership and motivational skills to manage executives and sales force
- Deep understanding of the IT industry and competing vendors. Dimensions include competitive positioning and business models
- Resourceful and creative problem-solver
- Ability to multi-task, and display good judgment in decisions and recommendations
- Strong organizational and quantitative skills
13 Strategic Alliance Manager resume templates
Read our complete resume writing guides
1
Strategic Alliance Manager Resume Examples & Samples
- Establish and manage relationships with Software partners and ISVs
- Collaborate with Sales team on closing the new business
- Provide HP Product value preposition to ISV’s channel partners and Sales team
- Attend partner events including public speaking
- Manage relationship with Key customers
- Guide industry on new technologies
- Design and implement strategic partner programs in conjunction with marketing to drive knowledge of HP Workstations among various industry segments
- Bachelor's degree in Engineering with MBA from premier institute
- Leadership qualities that reflect a self-motivated individual with the ability to work as part of a team
- Minimum 10 – 15 years’ experience in IT Industry either direct selling to end customers and/or channel development or strategic alliance experience, business development
- Understanding of IT needs of various segments /industry
- Exceptional track record of leveraging the strategic partners to build and close deals by working across all functions and levels of the organization
- Proven track record on Sales target quota achievement
- Solution/Technology knowledge related to Industry solutions will be preferred
2
Strategic Alliance Manager Resume Examples & Samples
- Ideally 10+ years of selling experience at end-user account or partner level
- Proven successful sales experience with Business Service Management, Service Management, Cloud and Automation
- A consultative sales approach to identify joint revenue opportunities
- Enterprise sales skills to strategically sell HP Software to HP Enterprise Services executives and account decision makers
- Executive engagement skills to manage both parties executive alignment and engagement
- Leadership and motivational skills to manage executives and sales force
- Deep understanding of the IT industry and competing vendors. Dimensions include competitive positioning and business models
- Bachelor degree or equivalent preferred
3
Strategic Alliance Manager, Partner Success Resume Examples & Samples
- Develop and execute account and portfolio level strategies that support key business metrics including partner retention, revenue growth and profitability
- Serve as partner advocate internally while effectively collaborating with internal, cross-functional teams including product management, customer support, sales engineering and finance
- Lead ongoing strategic partner meetings to communicate best practices, successes and business results; facilitate quarterly business reviews & executive meetings
- Analysis of partner performance metrics to deliver consultative business reviews which result in strategic recommendations, best practices and process improvements to ensure the they derive maximum value from their investment
- What’s in it for you?
- Be a key contributor in “making a difference” in one of the World’s largest, most well- respected brands
- Flexibility to work in Foster City or new our San Francisco office with Bay Area Shuttle’s and Monthly Commuter Reimbursement
- Onsite Gym with fun daily fitness and wellness classes , access 24/7
- Gourmet Cafeteria with Friday BBQ’s and Farmer’s Market
- Exceptional Benefits including Visa’s Educational Assistance Program Tuition reimbursement and Mentoring Programs
- Great Networking Opportunities and “Coffee Breaks” with our CEO, President and Executive Team
- Employee Rewards and Recognition Awards for those who go “above and beyond”
- Weekly ticket raffles for local Visa sponsored events such as Movie Premiers, Sports Games, Concerts, etc
- 5+ years of Global Payments and Security and/or related experience SaaS/High Tech industry successfully managing and expanding Strategic Partner or Client Relationships
- Success in working in a “fast paced” environment leveraging using tools like Salesforce.com and formal sales methodologies like Miller Heiman
4
Sap Strategic Alliance Manager Resume Examples & Samples
- Drive VMware license and professional service sales with end customers, strategic SI and OEM partners with SAP across EMEA
- Manage and grow VMware EMEA license and professional services pipeline with SAP, strategic SI and OEM partners
- Update and track opportunities in VMware’s CRM system, VMstar
- SAP sales or professional service experience with proven record of achieving or exceeding annual sales quota targets
- Strong business leader background & proven success in services business transformation
5
SAP Strategic Alliance Manager, APJ Resume Examples & Samples
- Drive VMware license and professional service sales with end customers, strategic SI and OEM partners with SAP across APJ
- Manage and grow VMware APJ license and professional services pipeline with SAP, strategic SI and OEM partners
- Work with global and regional field marketing teams to drive material marketing ROI for SAP-related customer and partner marketing campaigns
- Develop and execute strategic sales and enablement plans with strategic SIs and OEMs that will scale and grow VMware SAP license and professional services sales
- Expand VMware account footprint by creating sales campaigns and CxO-level value proposition for VMware management, networking and automation solutions
- Cooperate with alliances, sales and consulting teams to identify and build joint business opportunities. Drive partner and SAP sales and consulting alignment for joint success
- Leverage new business models with VMware cloud partners, SAP HANA Enterprise Cloud and VMware vCloud Hybrid Service to drive new revenue streams and new strategic sales initiatives
- Develop and organize programs with sales, strategic alliances and marketing to increase internal and external exposure to partnerships which include customer events, seminars and trade shows
- 10+ years of SAP sales or professional service experience with proven record of achieving or exceeding annual sales quota targets
- Ability to effectively manage pipeline growth working with partners and VMware sales team through multi-tier sales engagements
- Strong background across the ecosystem: system integrators, technology and OEM related partnerships, third party relationships and channels
6
Strategic Alliance Manager Resume Examples & Samples
- Design/execute specific dedicated sales development plans with each managed strategic alliance, including
- Enablement Program Sales and Technical personnel as well as Alliance’s Partner Ecosystem resources. (Distributors, Value-Added resellers…)
- Execute/manage a comprehensive Sales Go-to-Market Plan with EMC, VCE & Cisco’s Field Sales and Partner Ecosystem Sales personnel to address best verticals and leverage their installed base
- Assists Regional Alliances Managers with their Geo sales and Marketing Plan development and implementation
- Identify, develop, track and report pipeline jointly built with managed Alliances and their ecosystems, in association with local VMware Regional Alliances and dedicated Funded head where applicable
- Responsible for the performance and development of the managed Alliances business, focusing on 2 main objectives
- Grow transactional business (deals <100K$) with VMware, leveraging both OEM/Alliances sales and their Channel with dedicated programs and activities
- Create Top account focus plan to identify and close large opportunities (>100K$), leveraging Alliances Installed base
- Define, implement and track specific metrics in agreement with Corporate, EMEA goals, validated with EMEA OEM & Alliances Director
- Supports development of regional action plans with Partner Managers and Regional Alliance Managers for effective growth of Alliances sales attach rate and customer base expansion
- Initiates and coordinates development of action plans to improve Upsell and Cross-sell leveraging Alliances customers installed base,
- Assists in the development and implementation of associated marketing and communication plans as needed,
- Conducts one-on-one review with Regional/Country and Partner Directors to build more effective communications, to understand training and development needs, and to provide insight for the improvement OEM/Alliances transactional business performance
- Provides timely requisite reporting to EMEA OEM & Alliances Director regarding performance and alliance development
7
Intel Global Strategic Alliance Manager Resume Examples & Samples
- Drive VMware license sales with end customers, INTEL and joint strategic partner
- Envision and execute natural Intel and VMware product alignment and solutions across VMware cloud, mobile and data center solutions
- Manage and grow VMware license pipeline with INTEL across major adjacent product areas
- Work with global and regional field marketing teams to drive material marketing ROI for INTEL-related customer and partner marketing campaigns
- Develop and execute strategic sales and enablement plans with strategic partners
- Expand VMware account footprint by creating sales campaigns and CxO-level value proposition for VMware management, networking and automation solutions with INTEL
- Cooperate with alliances, sales and consulting teams to identify and build joint business opportunities. Drive partner and INTEL sales and consulting alignment for joint success
- Develop and execute new business models with VMware and INTEL strategic partners to drive new revenue streams and new strategic sales initiatives
- 10+ years of INTEL direct sales or professional service experience with proven record of achieving or exceeding annual sales quota targets
- Ability to navigate in complex landscapes, dynamic deal environments and be able build networks to achieve results
- Ability to confidently envision, communicate and execute strategic product and sales initiatives with VMware and INTEL product and sales leadership
- Confident self starter with customer focus, strong judgment, integrity and ability to anticipate business needs and execute innovative solutions to achieve strategic goals
- Strong background across the ecosystem: enterprise applications, big data applications and solutions, as well as large system integrators
- Track record and proven success in the development of alternative revenue models with partners, direct and indirect
- Ability to effectively manage ambiguity
- Impeccable written and verbal communication skills
8
Strategic Alliance Manager Resume Examples & Samples
- More than 7 years of experience is desired
- A University degree is required; a Graduate Degree is preferred
- Specialized knowledge in breadth and/or depth
9
AWS Strategic Alliance Manager Resume Examples & Samples
- Proven, successful sales and indirect sales track record in a commissioned environment with a good understanding of the Sales, Marketing and Operational Strategies
- Ability to liaise at all levels within the AWS and Rackspace organisations
- Knowledge of IT hosting/ Cloud managed service and related service industry with good overall understanding of Cloud and IT infrastructures within a corporate environment
- Ability to develop strategic vision and business plans
- Leadership and people management skills (particularly within Virtual Teams)
- The ability to perform strategically, taking both a high-level views as well as the ability to take a hands-on approach when required
10
Strategic Alliance Manager Resume Examples & Samples
- 8+ years of Global Payments and Security and/or related experience SaaS/High Tech industry successfully managing and expanding Partner or Client Relationships
- Solid knowledge and understanding of Global Payment platforms. A bonus would be knowledge of Mobile Payments and the omni-channel landscape
- An ability to travel up to 20% (as required)
11
Strategic Alliance Manager Resume Examples & Samples
- SALES CYCLE:> 30 days
- SCOPE:Responsible for complex partners and difficult to close sales with the greatest strategic and economic value. Small partner base, builds deep relationships with each partner
- KNOWLEDGE/SKILLS/ABILITY: Complete mastery of sales acumen, partner enablement, operations, and industry knowledge. Expert-level knowledge of the managed hosting and Cloud industry, and the Rackspace product/service set. Expert-level indirect revenue and lead generation knowledge, including knowledge of all facets of the sales process and experience forming successful partnerships. Expert-level understanding of business development, with the ability to implement go-to-market strategies with 3rd Excellent selling and interpersonal skills. excellent presentation, written and verbal communication skills. ability to proactively generate leads, work under a quota, and effectively maintain/expand business relationships through e-mail, phone, and face-to-face contact. Ability to communicate technical info and ideas so others will understand. ability to successfully work and promote inclusiveness in small groups. Must be well organized and attentive to details. Ability to handle multiple projects simultaneously prioritizing work to meet competing deadlines. Ability to make appropriate decisions considering the relative costs and benefits of potential actions. Ability to provide FANATICAL support
- JOB COMPLEXITY: Manages the relationship with the most significant members of the Rackspace Partner Network. Focuses on lead generation and top of funnel activities in order to drive leads and opportunities to sell Rackspace products through indirect sales channels. Serves as liaison to partners with regards to any sales related issues. Performs strategic partner management including involvement with other business units such as product development, marketing, etc. Partners with legal department and channel operations to negotiate contracts. Relays client feedback to product development staff. Assists management in devising indirect sales plans and strategies. Determines ways to differentiate from competitors. Assists marketing with design and promotional strategies. Performs sales activities for an assigned geographic area or product/service line through indirect sales channels to achieve or exceed assigned revenue objectives. Contacts and visits prospective customers to determine needs. Creates and performs sales presentations to match company’s products/services with identified needs. Remains knowledgeable of company’s products/services to facilitate sales efforts. Maintains sales records and prepares sales reports as required. Maintains regular contact with partners to ensure satisfaction. Maintains a regular schedule of contact via phone/onsite visits. Educates partners and their sales teams to new or improved products/services
- SUPERVISION: Operates independently with overall results appraised largely on the efficient and effective attainment of goals and objectives
- EXPERIENCE/EDUCATION: High school diploma or equivalent required. Bachelor’s degree in business or sales management, or equivalent experience is required. At least 10 years of sales, channel sales, or business development experience, including at least 5 years of Partner Account Management experience is required
- PHYSICAL DEMANDS: General office environment. May require long periods sitting and viewing a computer monitor. Moderate levels of stress may occur at times. No special physical demands required
12
Strategic Alliance Manager Resume Examples & Samples
- Establish strong relationships with University Executives including the Vice Chancellor, Provost, Vice Provosts, Vice Presidents, Deans and others as necessary or appropriate
- Act as Co-Chair of the Joint Steering Committee. Share meeting chair responsibilities, establish meaningful agendas and presentations and run meetings to produce productive engagement and positive outcomes followed by action to effectively move partnership strategy forward
- Establishing, articulating, and leading execution of strategy for the alliance
- Development of ongoing course pipeline for delivery through the alliance
- Alliance Team budget oversight
- Direct management of Launch and Coordination resources for the Alliance
- Effective delivery of Pearson services within the Alliance to enable return on capital investment. Informal management of functional delivery specialists through collaboration with team leads in the matrix organization for service execution and improvement
- Bachelors degree in Business Administration, Communications, or other relevant field
- Masters degree in Business Administration, Communications, or other relevant field (preferable)
- Previous work experience in Sr. Sales or Account Management to large organisations requiring the management of numerous, executive and senior level stakeholders
- Previous work experience in driving organizational growth through development and execution of successful strategy
- Leadership qualities including managing a team and strategic decision making
- Extensive experience in senior management in a related industry or field (preferable)
- Substantial knowledge of, or experience with, University operational organisations (preferable)
13
Senior Strategic Alliance Manager, Insurance Resume Examples & Samples
- Responsible for evaluation of existing relationships, the development of a strategy to grow existing relationships and execution against the strategy
- Provide all day to day support that might be required by the vendor / partner or by the LN field in working with the partner
- Development and management of a vendor / partner account plan/process that defines specific initiatives and projects
- Direct the analysis for specific near term market opportunities of major importance and the development of business cases, pricing, negotiation and contract strategies to ensure an adequate level of customer satisfaction
- Develop research analysis techniques to align need with LexisNexis RISK products/services
- Maintain a current understanding of RISK competitive analysis (i.e., price, product, service, or solution) so that you can effectively communicate the advantages of RISK over that offered by its competitors
- Provide enterprise account management leadership for Alliance Vendor / Partner including market planning support, and product development / implementation
- Provide product expertise and strategy for data assets of respective accounts
- Facilitate the planning and execution of technology needs of assigned accounts
- Track and measure cross company agreements with assigned account(s) to ensure benefit to LN and growing partnership
- Drive product improvement and innovation to assigned account(s) via LN services and solutions
- Act as liaison between assigned account(s) and LN in reference to corporate strategy
- Minimum of at least 7 years vendor management experience and at least 3 years of experience in the decision support and information and services industry with the development of vendor relationships and strategic partnerships (reseller, integrator or ISV) (total of 7 years minimum)
- Proven ability to manage multiple tasks and initiatives to completion while maintaining attention detail
- Direct or indirect experience working with senior executives of large organizations to coordinate the efforts of complex alliance relationships
- Past participation in contract negotiations
- Ability to work in a matrixed team environment
14
Strategic Alliance Manager Resume Examples & Samples
- Develops pipeline through proper account management, following all FERPA and other required regulatory compliance standards; recommends structure and terms for business opportunities
- Evaluate all business opportunities to ensure viability and value to the organization; ensure business partnership aligns with LOE strategic objectives, profitability and long term mission
- Ensure continuous management and maintenance of multiple level relationships within prospective organizations to pursue new business growth opportunities
- Advocates short-term, long-term and strategic needs within the LOE organization
- Cooperate with other Laureate staff and/or entities in the region to plan appropriate and strategic development efforts for all Laureate (partner) university degree programs
- Ability to influence without authority; experience working effectively in a matrixed organization
- Bachelor’s Degree from a regionally accredited institution required. Master’s Degree in business or related field preferred
- 10+ years of professional, full-time related work experience required. 5+ years of strategic or consultative selling preferred
- Deep understanding of the employee education and learning and development space – industry trends, etc
- A proven track record of developing actionable and profitable strategies that drive business growth and brand equity
- Ability to innovate and develop creative solutions to complex problems
- Strong team player capable of leading, directing, coaching and supporting peers and colleagues
15
Strategic Alliance Manager Resume Examples & Samples
- Achieve sales targets set per assigned Partner
- Create a joint business plan for assigned Partner that defines each go-to-market initiative with key sponsors from the Partner and relevant individuals from Intel Security. Quarterly review of the plan with milestone metrics and progress tracking mechanism
- Manage sales pipeline to deliver accurate forecasting
- Oversee effective quarterly closing cycles
- Deliver effective governance to management at Partner and Intel Security on major deals
- Develop and own relationships with senior Partner sponsors, drive alignment with Intel Security peers
- Produce and maintain accurate organisational maps
- Develop and maintain strong and trusted relationship with Intel Security field channel and sales organizations and show leadership for strategy with assigned partners across EMEA
- Support regional channel teams with added value
- Be key source of insight into Partner landscape / news
- Manage and track Intel Security skills growth within Partner
- Own the process for development of win reports and joint customer case studies / references
- Collaborate with Marketing on joint go-to-market plan
- Assist with and govern the production of joint collateral
- Provide governance and oversight on joint field events
- Serve as evangelist for Partner alliance within Intel Security
- Drive programmes to promote operational excellence
- Lead the development of joint solution offerings
- Work with Commercial team to grow run-rate business
- Grow Intel Security presence and share of wallet within Partner solution portfolio
- Continuously qualify the landscape of each major competitor’s relationship with assigned partners and develop plan to increase Intel Security share of wallet over time
- Experienced in developing and managing strategic partnerships and executing across EMEA
- Contact list and insight into target partnerships that can be called upon to accelerate initial conversations around partnership potential
- Be comfortable developing executive-level sponsors around the partnerships
- Strong project and program management skills. Design and execute on business plan across multiple countries
- Understand the market issues and trends affecting within the Security industry and be creative in supporting the development of joint solution offerings with assigned partners
- A self-starter needing low level management time and attention to perform day to day responsibilities
- Strong negotiation skills to work with Intel Security sales and Partner peers
- Strong result / goal-orientation
- Team player able to operate in matrix environment
16
Strategic Alliance Manager, AWS Resume Examples & Samples
- Recruit new Consulting and Technology Partners including ISVs, and / or Systems Integrators
- Effectively manage and measure partner enablement and go-to-market requests
- Manage and support the closure of a pipeline of customer opportunities developed with our Microsoft Competency partners
- Identify, enable and qualify high-value partners that drive revenue and deliver best-in-class solutions for AWS customers
- Collaborate with key internal stakeholders (e.g. service teams, Account Management, marketing, PR, legal, support, etc.) to further develop partner strategies and processes
- Contribute to the development of our constantly evolving Partner program
- Utilize CRM systems, data warehousing and other analytic tools to establish detailed metrics
- The right person will possess significant partner acquisition, business development, and / or partner management experience in the software/technology industry
- Significant experience in acquiring and developing partners with a strong Microsoft Competency
- Consistently exceeds goals and key performance metrics
- Strong presentation skills and the ability to articulate complex concepts to cross functional audiences
- Strong technical acumen, with a demonstrated track record of driving emerging/disruptive technologies like open source software, virtualization and Software as a Service delivery models
- Fluent English (written and spoken)
- Knowledge of AWS products and services
17
Strategic Alliance Manager Resume Examples & Samples
- Advanced degree in a directly-related field
- Five years of biomedical product development and commercialization experience
- Resourceful and creative problem-solver
- Ability to multi-task, and display good judgment in decisions and recommendations
- Strong organizational and quantitative skills
- Ability to maintain excellent working relationships with faculty, staff, and team
- Ability to work autonomously and with minimal direction
18
Senior Strategic Alliance Manager Resume Examples & Samples
- Design/implement/execute specific dedicated sales development, including
- Develop and deliver enablement Program for Sales and Technical personnel as well as Dell’s Partner Ecosystem resources. (Distributors, Value-Added resellers…)
- Create, execute and measure a comprehensive Sales Go-to-Market Plan with Dell Field Sales and Partner Ecosystem Sales personnel to address best verticals and leverage their installed base
- Assist Dell teams during sales cycles and projects development, meeting customers to promote Dell and VMware value proposition and solutions to help accelerate their digital transformation
- Identify, develop, track and report pipeline, jointly built with managed Alliances and their ecosystems, in association with local VMware Account managers and dedicated Funded head where applicable
- Achieve and surpass revenue quota targets while securing “Light House” wins at reference accounts
- Responsible for the performance and development of Dell & VMware business, focusing on 2 main objectives
- Grow transactional business (deals less than 100K$) with VMware, leveraging both Dell sales and their Channel with dedicated programs and activities
- Support development and closing of large opportunities (greater than 100K$) with strong focus on growing non-core solutions development (SDS, SDN, Mobility, Hybrid Cloud), leveraging Dell Installed base
- Define, implement and track specific metrics in agreement with EMEA goals and country objectives validated with Regional Partner Director, Partner Manager and EMEA Dell Alliances Manager
- Supports development of regional action plans with Dell teams and VMware stakeholders for effective growth of Dell sales attach rate and customer base expansion
- Initiates and coordinates development of action plans to improve Upsell and Cross-sell leveraging customers installed base,
- Conducts one-on-one review with Regional/Country and Partner Director to build more effective communications, to understand training and development needs, and to provide insight for the improvement Dell transactional business performance
- Provides timely requisite reporting to EMEA Dell Alliance Manager including pipeline, performance and alliance development report
19
Strategic Alliance Manager Resume Examples & Samples
- Business Development: The Strategic Alliance Manager will work directly with CSRA Go-To-Market (GTMs) business development and solution architects to drive sales of partner offerings directly into our clients. The Strategic Alliance Manager will have a vision and passion for the partner offerings and how the offering can drive growth in CSRA. This will include developing tailored sales offerings, sales collateral, use cases, relevant contract vehicles and other supporting digital assets. The Strategic Alliance Manager will develop, manage and participate in partner specific sales campaigns to promote our partner offerings within our existing client and new clients. The Strategic Alliance Manager will have a strong foundational technical knowledge our key partner offerings to support client conversations. The Strategic Alliance Manager will jointly work with our Go-to-Market Groups to develop client targeting plans aligned with our strategic partner offerings and position CSRA as the preferred system integrator for our strategic alliance partners
- Partner Solutions, Certifications and Training: Develop and maintain a comprehensive partner solutions knowledge base with tailored “offering” playbooks for each partner that meet the mission needs of our customers. The Strategic Alliance Manager will collaborate with both our Service Area leads in our Solutions Groups and our CTO’s in our Go-to-Market Groups CTO to map and maintain a reference tech stack related to each partner with our understanding of our competitive positioning in the market and value proposition of our partner’s offerings. The Strategic Alliance Manager will be responsible for coordinating training, technical exchanges and ensuring that we continue to enhance our certifications and skillsets in the partners’ offerings and capabilities
- Alliance Pipeline Management: The Strategic Alliance Manager will responsible for pipeline management for our selected strategic partners which includes working with the Go-To-Market Groups and Partner to identify cross-opportunities in the pipeline. A critical responsibility of the Strategic Alliance Partner will be working with the Partner to provide key support resources on proposal and opportunity development. As necessary, the Alliance Manager will support the proposal team, contracts, and the supply chain management team in negotiating contract relationships. The Alliance Manager will be required to report to and interact with senior management and executives to indicate the status of the partnership progress on an ongoing basis
- Ecosystem Development: The Alliance Manager will be responsible for not only the relationship with the primary strategic vendors and but also the set of ecosystem partners in support of the strategic partner. For example, price-to-quote SaaS, sales analytics partners, and small business partners with supporting past performance capabilities and resources would be part of the Salesforce ecosystem
- . Problem Resolution on Existing Accounts: As necessary, the Strategic Alliance Manager will support problem resolution with the partner on existing accounts
20
Strategic Alliance Manager Resume Examples & Samples
- Business Development: The Strategic Alliance Manager will work directly with CSRA Go-To-Market (GTMs) business development and solution architects to drive sales of partner offerings directly into our clients. The Strategic Alliance Manager will have a vision and passion for the partner offerings and how the offering can drive growth in CSRAThe Strategic Alliance Manager will develop, manage and participate in partner specific sales campaigns to promote our partner offerings within our existing client and new clients. The Strategic Alliance Manager will have a strong foundational technical knowledge our key partner offerings to support client conversations. The Strategic Alliance Manager will jointly work with our Go-to-Market Groups to develop client targeting plans, relevant sales offerings, sales collateral, use cases, supporting contract vehicles and other digital assets. 25%
- Partner Solutions, Certifications and Training: Develop and maintain a comprehensive partner solutions knowledge base with tailored “offering” playbooks for each partner that meet the mission needs of our customers. The Strategic Alliance Manager will collaborate with both our Service Area leads in our Solutions Groups and our CTO’s in our Go-to-Market Groups CTO to map and maintain a reference tech stack related to each partner with our understanding of our competitive positioning in the market and value proposition of our partner’s offerings. The Strategic Alliance Manager will be responsible for coordinating training, technical exchanges and ensuring that we continue to enhance our certifications and skillsets in the partners’ offerings and capabilities. 20%
- Ecosystem Development: The Alliance Manager will be responsible for not only the relationship with the primary strategic vendors and but also the set of ecosystem partners in support of the strategic partner. For example, management and operations support software, workload migration software, spend analysis software would be part of the Microsoft ecosystem. 15%
21
Strategic Alliance Manager, ERP Services Resume Examples & Samples
- Business Development: The Strategic Alliance Manager will work directly with CSRA Go-To-Market (GTMs) business development and solution architects to drive sales of partner offerings directly into our clients. The Strategic Alliance Manager will have a vision and passion for the partner offerings and how the offering can drive growth in CSRA. This will include developing relevant sales offerings, sales collateral, use cases, relevant contract vehicles and other supporting digital assets. The Strategic Alliance Manager will develop, manage and participate in partner specific sales campaigns to promote our partner offerings within our existing client and new clients. The Strategic Alliance Manager will have a strong foundational technical knowledge our key partner offerings to support client conversations. The Strategic Alliance Manager will jointly work with our Go-to-Market Groups to develop client targeting plans aligned with our strategic partner offerings and position CSRA as the preferred system integrator for our strategic alliance partners. 25%
- Alliance Pipeline Management: The Strategic Alliance Manager will responsible for pipeline management for our selected strategic partners which includes working with the Go-To-Market Groups and Partner to identify cross-opportunities in the pipeline. A critical responsibility of the Strategic Alliance Partner will be working with the Partner to provide key support resources on proposal and opportunity development. As necessary, the Alliance Manager will support the proposal team, contracts, and the supply chain management team in negotiating contract relationships. The Alliance Manager will be required to report to and interact with senior management and executives to indicate the status of the partnership progress on an ongoing basis. 10%
- Ecosystem Development: The Alliance Manager will be responsible for not only the relationship with the primary strategic vendors and but also the set of ecosystem partners in support of the strategic partner. For example, cloud based alternatives, small business partners and other elements of the Oracle and SAP ecosystem. 15%
- Problem Resolution on Existing Accounts: As necessary, the Strategic Alliance Manager will support problem resolution with the partner on existing accounts. 5%
22
Strategic Alliance Manager Resume Examples & Samples
- Initiates, develops and manages OEM and VMware UKI teams engagement from Executives to Field and Channel teams
- Conducts one-on-one review with Regional/Country and Partner Director to build more effective communications, understand respective business priorities, training and development needs, and to drive improvement of OEM/Alliances transactional business and large opportunities
- Supports business development with Vendors and VMware stakeholders to achieve effective revenue growth and customers base expansion
- Creates and coordinates action plans
- Assists in the development and implementation of associated marketing and communication plans together with local Marketing Manager,
- Facilitate business process to ensure sales cycle completion till closing, being the local trusted advisor on any topic related to this strategic route to market
- Create, execute and measure a comprehensive Sales Go-to-Market Plan with Strategic Alliances’ Field Sales and Partner Ecosystem Sales personnel to
- Improve Upsell and Cross-sell leveraging partners’ customers installed base,
- Address best verticals and push joint value proposition
- Identify, develop, track and report pipeline jointly built with managed Alliances and their ecosystems, in association with local VMware Account managers and dedicated Funded head where applicable
- Grow transactional business (deals
- Define, implement and track specific metrics in agreement with EMEA goals and country objectives validated with NEMEA Partner Director, UKI Partner Manager and EMEA OEM & Alliances Managers
- Provides timely requisite reporting to UKI Partner Manager, NEMEA Partner Director as well as EMEA OEM & Alliances managers tracking defined revenue metrics and managing large deals pipeline
23
Strategic Alliance Manager Resume Examples & Samples
- Opportunity to accelerate and influence a thriving Salesforce.com partnership
- Develop relationships Salesforce.com sales teams to evangelize Apttus and achieve revenue goals
- Spearhead programs for the Salesforce.com ecosystem that drive additional business for Apttus
- Develop and execute sales and marketing events designed to increase market share, attract/retain Salesforce.com sales associates, maintain executive level relationships with key contacts and keep Apttus top-of-mind
- Create programs that maintain high levels of awareness of our value propositions across Salesforce.com, including executive relationships
- Support the sales organization in the field through mindshare and by introducing opportunities across EMEA
- Leverage Salesforce.com and other tools to track the success of each program
- Extensive experience in channel development, business development, strategic alliances, sales or a related field
- Experience working with Salesforce.com or similar relevant experience with leading SaaS vendors
- Tech savvy with a strong knowledge of the Salesforce.com tool
- Dynamic and engaging written and oral communication style
- High attention to detail with the ability to simultaneously manage competing priorities
- Ability to build relationship and influence cross functionally; experience coordinating and leading executive level sales meeting
- Experience working with sales development and sales to deliver results
- Bachelor’s degree or equivalent preferred
24
Inside Strategic Alliance Manager Resume Examples & Samples
- Must have 2+ years of Partner/Channel experience in the Technology industry
- Strong customer service experience, developing and maintaining relationships
- Possesses a solid sales foundation with an outgoing, optimistic personality
- Ability to create genuine relationships through phone, email, and web meetings
- Flexible and adaptable self-starter with the ability take ownership and initiative approaching all tasks and projects proactively
- Must have a passion for your work and an ability to apply that passion to both daily tasks and larger projects
- Collaborative and team-oriented attitude
- Effective problem-solving capabilities
- Ability to prioritize and complete multiple tasks with little to no supervision
- Intellectual curiosity, humility, accountability and positive approach
25
Strategic Alliance Manager Resume Examples & Samples
- Bachelor's degree in business or a related field, with a background in sales and marketing or account management if not specifically in channel and partner development
- Excellent time management and interpersonal skills
- Strong relationship/team building and account management skills
- Seven (7) to Ten (10) years high-tech industry experience selling directly to end customers and/or channel development or strategic alliance experience
- Software sales experience, including ERP, Accounting, CRM, and Software-as-a-Service/Cloud Computing business applications
- Marketing experience is not required, but preferred
26
Strategic Alliance Manager Resume Examples & Samples
- Opportunity to create, develop, accelerate and influence partnerships with Accounting firms and the Avalara Accounting channel ecosystem of partners
- Navigate the ecosystem within the Accounting community to identify and develop new referral partners
- Drive adoption of Avalara’s solution set within the Accounting partner network
- Plan, setup and execute marketing programs within partner organizations to drive additional referral partners and new customers for
- Develop and execute industry events designed to attract/retain partner associates
- Maintain executive level relationships with partner key contacts, and accelerate Avalara market share growth
- Develop relationships with partner teams to evangelize
- Support the sales organization in the field through mindshare and by introducing new customer
- Attend and work industry trade shows as well as partner events including booths and public speaking
- Travel to various Channel Partner offices for meetings, events and trainings
- 7-10+ years of experience in channel development, strategic alliances and partner relationships
- Strong knowledge of the Accounting industry, its players and ecosystem
- Compliance and VAT knowledge and/or experience is preferred
- Superior networking skills; ability to build relationships and influence cross
- Experience coordinating and leading executive level meetings and engagements
- Tech savvy with a strong knowledge of the Microsoft Office platform and Salesforce
- Leverage com and other tools to track the success of each campaign
27
Senior Lead Strategic Alliance Manager Resume Examples & Samples
- Develop and build new business relationships with the Alliance Account to understand and cultivate opportunities for creating value and new business opportunities
- Lead and direct the strategic account team to identify global business opportunities and generate profitable sales within assigned accounts that meet and exceed new business revenue goals
- Collaborate with the client and sales teams to direct, develop and implement sales plans that support increased sales of the client’s technology running on CenturyLink platforms and overall customer satisfaction
- Create, develop and maintain “sell with” strategies, plans and actions with our key Alliance Partners globally and across multiple routes to market
- Leverage the company's global reach to influence decisions on projects for customer deliveries in both domestic and international locations
- Maintain the highest levels of personal and professional behavior in the work place
- Meet and exceed all bookings and revenue targets for this select key CenturyLink account with an emphasis on global growth
- Meet or exceed key target objectives thru increased customer satisfaction and net promoter activities
- Collaborate to build strong “executive to executive” bonds with the chief executives of our major global clients
- Promote/Drive/Engage client-powered CenturyLink sales opportunities within the CenturyLink sales field including driving separate & joint client, CTL meetings, strategic planning sessions, as well as engage upon specific deals
- Subject Matter Expert and the field’s go to person for sales strategy and direction on client engagements within the Alliance Partner
- Establish a vision of a committed Alliance Partner and Customer / Supplier relationship
- Manage and grow customer relationships within assigned strategic accounts alongside the Alliance organization
- Orchestrate organizational resources through effective communication and direction
- Identify, understand and solve any obstacles or objections to the successful sale of CenturyLink
- 5+ years of experience working in in global account leadership through growing and managing revenues in excess of $1 to 5 Million annually within large multi-national enterprise companies
- 3 years in Hosting, Cloud, and/or IP network transport sales or related high tech industry
- Demonstrated level of success in the development of cross functional relationships including internal team and external client organizations
- Domestic and International sales experience in the consulting/communications / technology industry
28
Strategic Alliance Manager Resume Examples & Samples
- Establishes productive, professional relationships with key alliance personnel in Portland
- Engages sales personnel, local Slalom Account and Practice Leaders to partner with our Alliance Partner Account Executives to develop joint account plans and to identify co-selling opportunities with the intent of creating the opportunities to fill the front end of the sales pipeline
- Proactively communicate with Slalom regional team members on Channel pipeline and forecasts
- Registers alliance opportunities in partner portals, works with market leadership to manage pre-sales activities and tracks partner revenue when deal is closed
- Identifies opportunities to leverage partner funding and works with local market leaders to apply funds to existing client opportunities
- Coordinates with Slalom local market personnel, including Practice Leaders, Account Leaders and Sales Executives to meet defined performance, engagement and revenue growth objectives
- Proactively assesses, clarifies, and validates partner and Slalom needs on an ongoing basis
- Executes joint marketing events and initiatives with selected partners alongside of local Slalom market or Cross Market Alliance Marketing
- Coordinates partner-enablement for both Sales and Technical certifications
- Nurtures existing partner relationships and seeks to expand local market penetration in partner ecosystem
- Serves as Slalom brand ambassador to identify opportunities to present, sponsor or co-market partner-related events
- 5+ years combined experience in sales, business development, or consulting services
- Must have both the sales skills and technical knowledge to make presentations and lead customer discussions to advance the sales process
- Ability to develop relationships and work extensively at the executive level
- Ability to self-motivate, multi-task and work independently
- Excellent problem solving and negotiation skills
- Vast knowledge of Slalom ecosystem, practice areas, competencies, offerings and strategic vision
- Direct experience working with Slalom’s Key ecosystem partners is a plus (Salesfoce.com, AWS, Microsoft, and Tableau)
29
Strategic Alliance Manager Resume Examples & Samples
- Acquisition and subsequent management of strategic alliances with partners and external sales agents to ensure they successfully sell in American Express acceptance to their merchant base
- Proactive alliance management and development of alliance growth strategy. Includes resolution of alliance operational challenges, management of alliance contact strategy and alliance reporting and tracking
- Ensuring acquisition, volume and activation targets are met against specified targets and budgets
- Management of alliance third party briefing, training, coaching, monitoring and evaluation to ensure compliance and audit standards are met
- Development and implementation of tactical marketing and promotional programs to ensure that defined coverage, growth and activation targets are met
- Ensure all alliances are fully trained and equipped to sell the merchant value proposition
- Drive key relationships with blue box stakeholders and obtain buy-in to drive change/initiatives. This includes close alignment within Issuers, World Service, GNMI, GNO, Risk, Pricing, Compliance and GCO where relevant
- Acting as the team interface with World Service and the Merchant Communications Group to manage all Merchant Acquisition related activity such as Welcome Calls and responsible in ensuring WTH team continues to drive BCV
- Engagement with Proprietary Acquisition on the allocation and management of alliance lead referrals and ensure Strategic Alliances support of market key industry and geography signings to deliver GMS coverage goals
- Management and ownership of core Strategic Alliances initiatives relating to Coverage and Lead Referrals
- Collaborate with the Client Management team to ensure a smooth handover of new LIF to the Merchant Engagement Group
- Management of alliance reporting. Includes monthly dashboard tracking and forecasting
- Managing the accrual process for alliances. Ensuring accurate and timely invoice payment
- Work with other Acquisition team members to make improvements to current processes
- Management of the ESA Direct Report and executive for coverage at Key Malls
- Provide coaching and support to team members
- Minimum 5 years of proven sales and people management track record
- Experience in relationship management with partners
- Must have a strong sales leadership experience and coach team on sales discipline
- Experience in acquiring and managing key external partners/sales agents
- Excellent oral and written communication skills and proven ability to build strong working relationships across all levels of the business
- Experienced in using analysis to drive account planning in a complex business environment, where lateral thinking and the ability to negotiate win outcomes is essential
- Experience of working with financial institutions, knowledge of American Express merchant operations and systems and a qualification in a relevant tertiary field, e.g. Business, Commerce, and/or Marketing are distinct advantages
- Demonstrated track record in managing the End to End process for mass marketing campaigns
- Proven high achievement and ability to drive results
- Proven effective conflict resolution and strong negotiation skills
- Ability to establish/maintain credibility with customers and partners
- Ability to handle multiple projects simultaneously
- Time management, strong presentation skills and project management/facilitation history
- Well rounded business skills and in depth understanding of the American Express merchant base and value proposition
- Knowledge of Excel, Word, PowerPoint and CRM applications
30
Strategic Alliance Manager Resume Examples & Samples
- Complete mastery of sales acumen, partner enablement, operations, and industry knowledge
- Expert-level knowledge of the managed hosting and Cloud industry, and the Rackspace product/service set
- Expert-level indirect revenue and lead generation knowledge, including knowledge of all facets of the sales process and experience forming successful partnerships
- Expert-level understanding of business development, with the ability to implement go-to-market strategies with 3rd Excellent selling and interpersonal skills
- Ability to proactively generate leads, work under a quota, and effectively maintain/expand business relationships through e-mail, phone, and face-to-face contact
- Ability to communicate technical info and ideas so others will understand
- Ability to successfully work and promote inclusiveness in small groups
- Must be well organized and attentive to details
- Ability to handle multiple projects simultaneously prioritizing work to meet competing deadlines
- Ability to make appropriate decisions considering the relative costs and benefits of potential actions
- Ability to provide FANATICAL support
31
Strategic Alliance Manager Resume Examples & Samples
- SCOPE:Usually responsible for moderately complex partners, and somewhat difficult to close sales. Smaller partner base, builds deep relationships with each partner
- KNOWLEDGE/SKILLS/ABILITY: Basic understanding of the managed hosting and Cloud industry, and the Rackspace product/service set. Strong indirect revenue and lead generation knowledge, including knowledge of all facets of the sales process and experience forming successful partnerships. Strong understanding of the basics of business development, with the ability to implement go-to-market strategies with 3rd Excellent selling and interpersonal skills. excellent presentation, written and verbal communications skills. ability to proactively generate leads, work under a quota, and effectively maintain/expand business relationships through e-mail, phone, and face-to-face contact. Ability to communicate technical info and ideas so others will understand. ability to successfully work and promote inclusiveness in small groups. Must be well organized and attentive to details. Ability to handle multiple project simultaneously prioritizing work to meet competing deadlines. Ability to make appropriate decisions considering the relative costs and benefits of potential actions. Ability to provide FANATICAL support
- JOB COMPLEXITY: Develops mastery of at least three of the following focus areas: Sales acumen, partner enablement, operations, and industry knowledge. Manages the relationship with members of the Rackspace Partner Network. Focuses on lead generations and top of funnel activities in order to drive leads and opportunities to sell Rackspace portfolio through indirect sales channels. Serves as liaison to partners with regards to any sales related issues. Performs lead generation and business development activities through indirect sales channels in order to achieve or exceed assigned lead generation and revenue objectives. Contacts and visits partners and prospective customers to determine needs. Creates and performs sales presentations to pitch Partner Program and create joint value proposition between Rackspace and Partners. Remains knowledgeable of company’s products/services to facilitate partner sales efforts. Maintains partner sales records and prepares partner sales reports as required. Maintains regular contract with partners to ensure FANATICAL support and partner NPS scores. Maintains regular schedule of contact via phone and on-site visits as needed. Educates partners on Rackspace portfolio and enablement for tools and resources to help drive demand through the partner channel
- SUPERVISION: Operates under moderate supervision, receiving little instruction on day-to-day work and general instruction on new assignments
- EXPERIENCE/EDUCATION: High school diploma or equivalent required. Bachelor’s degree or equivalent experience in business or sales management required. 3 – 5 years of sales, channel sales, or business development experience required
32
Senior Strategic Alliance Manager Resume Examples & Samples
- Focus on Americas as a territory; jointly develop and execute territory plan for key regions
- Build and maintain mutually agreed upon business plans with key partners
- Work in a specialist role for Enterprise solutions for existing Akamai partners to ensure partner success and revenue streams for the Enterprise division
- Identify, recruit, contract and support new Akamai partners
- Meet/exceed monthly, quarterly and annual goals
- Articulate and demonstrate product concepts to a business and technical audience
- Participate in industry events, speaking with partners, prospects and customers, and comfort presenting the technology
- Show high standards of leadership and teamwork – proactively working with our partners, within the team, and providing knowledge transfer among peers (case studies, best practices, processes, etc.)
- Travel up to 40%
- 6 years of relevant experience and a Master’s degree or
- 7+ years of experience in a customer or partner facing environment in the technology industry
- Specialized knowledge of managed services, web applications and security, performance based solutions, WAN acceleration technology and enterprise security solutions
- Excellent written, verbal, interpersonal and presentation skills
- Experience developing and enhancing strong client relationships
- A proven track record demonstrating good business judgment, an ability to make decisions, and a passion for excellence
33
Strategic Alliance Manager Resume Examples & Samples
- Ten (10) + year high-tech industry experience. Skilled Strategic Alliance Professional within the Microsoft partner ecosystem
- ERP, Financials, and CRM sales/channel experience
- Software-as-a-Service/Cloud Computing business applications
- Sales DNA with strategic planning for the future
- Marketing experience is not required, but preferred
- Microsoft Dynamics partner experience
- Microsoft Dynamics PG/BG business relationship experience
- Microsoft WW Partner Group program and tool knowledge
34
Channel Strategic Alliance Manager Resume Examples & Samples
- 2 years of brand marketing, segment marketing, pharmacy marketing, or related experience
- Strong Preference for Advanced degree (i.e. MBA, Health Economics, PharmD)
- Ability to develop plans to deliver customer valued solutions
- Successful results in leading and influencing others across an organization
- Strong business acumen and demonstrated analytical skills
- Excellent communication skills (written and verbal), and prioritization skills
- Act as the primary interface between Channel and Vaccine Retail Marketing in the development and execution of programs in the retail pharmacy channel
- Recommendations for adherence programs including both traditional adherence programs (letters, point-of-sale) as well as innovative programs that are consistent with customer insights and brand strategies
- Implementation of pharmacy programs on time and management of programs and vendors throughout the year to ensure delivery of budgeted spend
- Active participation and consultation within the USP strategic planning process
- Channel launch component of product launch plans (if/when applicable)
- Work with Segment Marketing to secure brand and disease-state specific claims and/or materials to support RCT
- Develop deep customer insights that apply to the respective products
- Deliver strategies and tools that are accepted by retail customers and are executable
- Balance objectives and strategies across the portfolio
- Ensure that we deliver programs / initiatives that are consistent with legal guidance and policies
35
Strategic Alliance Manager Telecom Service Providers Resume Examples & Samples
- Work with multiple sales and technical teams within both AWS and global telecom service providers to define and execute joint technology, marketing and sales initiatives
- Engage each telco service provider’s field sales organizations, channels and end customers to create and drive revenue opportunities for AWS
- Set and manage revenue targets and work with your team, each partner and AWS sales organizations to achieve/exceed goals
- Understand the technical/business requirements of each global telco service provider and work closely with the internal AWS development team to guide the direction of our product offerings
- Strong technical acumen, with a demonstrated track record of driving emerging/disruptive technology solutions involving cloud infrastructure, virtualization focused at enterprise market
- Deep familiarity with cloud and enterprise networking and datacenter products, services, market positioning and sales strategies
- Strong verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations
36
Strategic Alliance Manager Resume Examples & Samples
- Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area
- Maintain knowledge of competitors in account to strategically position HP's products and services better
- Develop pursuit plans and manage the pipeline to ensure alignment with account managers
- Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry
- Contributes to proposal development, negotiations and deal closings
- Work closely with and supports account manager, providing technical expertise and support, and participating in client engagements up to C- level engagements for more complex solutions in smaller accounts
- May focus on growing contractual renewals for mid size accounts with some complexity, to higher-total contract- value renewals
- Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization
- University or Bachelor's degree preferred.Directly related previous work experience
- Demonstrated success in achieving progressively higher quota
- Extensive vertical industry knowledge required
- Typically 5-8 years advanced sales experience required
- Deep knowledge of products, solution or service offerings as well as competitor's offerings, to be able to sell expansive systems or services and attached products
- Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling
- Understands the role of IT within area of specialization and how HP's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities
- Negotiates and drives deals to ensure successful closes and high win rate
- Broad understanding of the customer needs; applies standard as well as creative solutions to meet those needs
- Uses client engagement skills in collaboration with account leads to propose expansive systems or service solutions to client
- Leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals
- Translate product knowledge into customer's added business value
- Uses specialty knowledge to actively prospects within accounts to discover or cultivate sales opportunities
- Conceptualizes and articulates well-targeted solutions in area of technical specialty -- from proposal to contract sign-off
- Ability to take a deal through the sales cycle including closing or supporting the close of a deal
- Demonstrates high service knowledge and professionalism in researching and sharing service- related information with account teams and customers
- Understand the channel and work an effective plan to increase sales with our partners
- Regular use of Siebel updating deal profile and forecasting accurately
- Understands services as part of strategic product sales
- Good prioritization and delegation skills in order to focus on the key client opportunities.Knowledge of industry trends, associated solutions, and key partner/ISV solutions