Posted on Nov 5, 2020 by Nitel
You identify influential stakeholders, build and nurture multi-level relationships, and deliver documented joint value propositions and successful Go-to-Market (GTM) strategies that positively impact revenues. You provide leadership, direction and guidance internally and within the Alliances community to maintain focus on scope and build momentum in engagement. You expand business relationships and create, develop, and manage the channel alliance program, driving sales efforts and programs with our partners and our customers across all sales segments and channels. Develop a highly structured target list of MSPs, CSPs, GSIs, RSIs and terchiary partners who's solutions depend on networks and connectivity today that we traditionally do not market to in our Wholesale or Channel space.
what you'll do
Identify and develop partners committed to the positioning of Nitel's products and services around their IP.
Apply business acumen and understanding of the technology landscape to grow partnerships that drive Nitel's business objectives and provide strategic partners with predictable and profitable options.
Create, develop and maintain GTM strategies and lead generation opportunities ( sell with strategies, sell-through plans, and resell strategies and actions) with our Strategic Alliance Partners.
Increase revenue from partner sources and Nitel's market share by leveraging the Alliances brand, visibility and ecosystem.
Work with internal cross-functional teams and Alliance resources to facilitate the execution of joint campaigns.
Monitor partners business results, making recommendations for improvements to increase penetration for the Alliance partners.
Manage, coach, and support the partner ecosystem and Nitel sales teams for field sales engagement - ensuring joint sales motions (where appropriate), removing obstacles, and maintaining proper communications with all parties involved in sales opportunities.
Manage deal registration (within Salesforce), alliance enablement initiatives, and partner communications.
Generate and handle inquiries, manage partner pitches, and onboard new partners as it relates to sales and business development.
Build, plan, and drive execution of channel and alliance business plan towards the attainment of the Alliance booking target.
Demonstrate the ability to provide leadership, develop trust, negotiate business objectives and work directly with a broad group of senior executives across various Alliance and internal teams.
Engage technical, pricing and product teams and targeted Alliance Partner sales team to drive execution of alliance business plan.
Liaise with Product to define requirements for Alliance Partner based business and services including positioning new products and solutions.
Collaborate with peers to support product/corporate marketing for events and activities with designated Alliances and partner/channel-based offers.
Serve as the escalation point for issues/challenges regarding specific field opportunities and/or post-sale installation activities.
Be responsible for team's overall management and maintenance of alliance-based forecast and related SFDC pipeline reporting for the joint market opportunities.
what you'll bring to succeed
BA or Masters degree or equivalent experience preferred
10+ years' experience in telecommunications, SaaS, cloud, and/or IT services industry
7+ years' experience leading Alliance Programs, strategic partner management, developing and managing complex joint go-to-market strategies and programs, and/or selling enterprise products and services directly to end customers
Proficiency with Microsoft O365 - Outlook, PowerPoint, Word and Excel.
Well-developed business acumen and understanding of business strategy
Ability to establish and cultivate relationships with the C-suite and other senior leaders
Extensive knowledge of, and wide range of contacts within the telecommunications, SaaS, cloud, and/or IT services industries
Expertise in driving results working cross-functionally, both internally and externally
Ability to develop, manage and nurture multiple large opportunities simultaneously
Highly developed, clear concise and compelling communication skills
Strong presentation skills and ability to articulate complex technology simply
Excellent relationship and influencing skills
Willingness to travel as necessary to support position objectives