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Job Description | Alliance Director – Strategic Alliances
Microland is establishing Global Alliance organization to expand the current technology alliance engagement. This is a critical organization structured for the immediate and long-term success of the organization. The Global Alliance organization is responsible for [a] ensuring business expansion with the technology partners directly and [b] ensuring needed support from technology partners to Microland’s frontline sales managers.
Job Category & Division: Global Alliance
The ideal candidate has the below knowledge and abilities
- A strong track record of direct and indirect sales and business development
- The ability to work comfortably with executives in partner organizations
- Working knowledge in select technology areas including Cloud, Datacenter, SDN, Cybersecurity and Modern Workplace
- In-depth knowledge of enterprise customer segment
- Consistently displays excellent organizational, communication, project management, negotiation, and problem-solving skills
- Delivers articulate, effective and audience appropriate presentations for Solution products/technologies, strategies, and initiatives
- Has relevant experience as an alliance head and have engaged with organizations such as VMware, Fortinet, Zscalar, Cisco, Versa Networks etc. or have worked for those alliance organizations.
- Has undergone complex technical and sales training, ideally in one or more of the alliance organizations referenced above.
- A proven track record of orchestrating teams through complex technology solutions and getting people working towards a common goal is critical.
Responsibilities include:
The Account Director role focuses on the select alliance accounts and influences at the global account level, in all geographies where they operate.
The Account Director role must successfully sell into and develop CXO and VP Line of Business relationships across various businesses and departments while managing complexity due to the international aspects of the customer relationship and effectual teaming with internal teams of alliance organization around the world.
The Account Director role is responsible for creating and maintaining a global strategy to the targeted Strategic Partners. The role is responsible for continuously reinforcing our solution / service play and driving solution sales with alliance organization and the Partner’s field organization, enabling Microland’s frontline sales team, working with our Client Solutions Organization in developing new offerings, creating co-sell ready solutions & accessing MDF’s.
Key responsibilities also include:
- Drive new revenue opportunities jointly with alliance organization (both “sell with” and “sell to” with alliance organization)
- Reach individual revenue & selected scorecard targets through indirect sales management
- Development of a joint Go to Market Sales Plans (Joint target accounts, develop sales plays to increase pipeline and improve closure rates)
- Drive a Sales Rhythm of the Business (ROB) - pipeline and business health checks
- Actively identify, drive & own selected pipeline and conduct opportunity reviews that enable joint selling across the alliance ecosystem
- Develops strong partnership to achieve sales targets that results in growth of mutual businesses and profitability. (e.g. inspect and increase sales capacity and capability, adoption/usage Sales resources, coordination with alliance technical and solution pre-sales resources at field levels)
- Develop direct, high-value business relationships with key executives and sales teams
Experience
15+ years of related experience
Education
- Required Bachelor’s Degree (B.S./B.A.)
- Preferred MBA
Field of Study (desired):
Sales, marketing or business operations
Professional Training and Certification
Business training and solution selling
Technical certifications a plus
Personal skills
- Self-motivated
- Results oriented and good decision-making skills
- Good communicator at senior levels internally and externally (and proven impact at these levels)
- Leader passionate to drive teams to common goals
- Strong Technical Background
(EEO) Microland is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.
