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Global Alliance Manager

Bengaluru, KA
Job Code:
  • IT
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Job Details

Job DescriptionThe Global Alliance Manager position is responsible for expanding strategic relationships with Global Consulting and Systems Integrators (C&SI), and identifying, planning and executing upon a range of joint go to market opportunities with them.Key ResponsibilitiesThis job requires a broader range of skills including Business & Relationship Management, Solutions Selling, Sales & Marketing, Enablement, Portfolio Management, etc., as described below Develop strategies and business plan with measurable & actionable goals to drive revenue growth through key Global CSI relationships. Identity, develop, and strengthen key strategic relationships within partner organizations. Identify and develop differentiated joint go-to-market solutions & services offerings for competitive advantage. Manage a portfolio of joint go-to-market solutions & services initiatives and regular cadence to enforce accountability at different levels according to the joint GTM business plan. Drive enablement activities to position, influence, and sell the unique joint go-to-market solutions, and develop joint sales pipeline. Actively promote the partnership both internally and externally to develop strong field sales relationships and convert the joint sales pipeline into revenue for the partnership. Manage the establishment of centers of excellence (COE), technical training, competency development, and support the partner during delivery for a successful customer engagement.Skills and Experience Required 10+ years of experience in the IT industry with 5+ years of working experience in the Infrastructure software and services sector. 5+ years of sales experience, preferably selling both via Business Partners and directly to End-Customers. 3+ years of alliance management experience in working with Global Consulting and Systems Integrators and/or working in alliance management for major infrastructure software vendors. Experience in working with on-shore/off-shore personnel across different time zones. Results-driven, self-sufficient, self-motivated, commitment to success, and strong work ethic. Excellent communication skills (oral, written and presentation) with the ability to articulate and sell value propositions. Strong understanding of broader information technology concepts including Strategic Consulting, Systems Integration, Global Delivery Models, Managed / IT Outsourcing Services, Infrastructure Management Services, IT / Data Center Transformation, Identity and Security Management, Open Source / Linux, Cloud Computing, Intellectual Property, etc. Ability to discuss and negotiate commercial and contract terms.Behavioral Competencies required Dynamic. Confident with hands on, can- do approach. Willingness to own and be accountable for subjects within scope of role and key responsibilities. Energetic and passionate about being successful and willing to learn new ideas/technologies. Personable able to get on with many different types of people and organization. With ability to build excellent, meaningful relationships which are based on trust and respect. High integrity makes and keeps commitments. Excellent time management and organizational skills. High attention to detail, self-motivated, creative and flexible. A good problem solver. Ability to identify key issues & barriers to success, and resolve them.
Degree: MBA/ PGDM

Additional Degree: BA (Arts) | B.Com. (Commerce) | B.Pharm. (Pharmacy) | B.Plan. (Planning) | B.Sc. (Science) | BBA/ BBM/ BBS | BCA (Computer Application) | Diploma-Other Diploma | B.Ed. (Education) | BHM (Hotel Management)

Experience: 2-4


Channel Sales | Client Servicing | Corporate Sales
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