Marketing Manager - IT Infrastructure & Security

Job Description:

CORP: MARKETING

Job Description:
The Alliances Manager will work in collaboration with the practice and sales teams across the region to manage all aspects of strategic technology vendors / OEM’s in the infrastructure and security domains. The Alliances Manager will be responsible for driving all stages of the partner life cycle across the defined region.
 
We are looking for a hands-on, individual contributor who is a ‘builder’. Someone who can establish win-win relationships with our Alliance Partners and drive joint value propositions to our enterprise customer and prospect base. A compelling background building sell-to / sell-through / sell-with relationships, ideally with security and infrastructure technology vendors. Significant experience in Sell-With partnerships in As-A-Service eco-system preferred.
 
Responsibilities:
·         Build and own the programs and activities with our identified Alliance Partners that promote joint solutions and grow market share through these relationships
·         Be the evangelist both internally and externally of these programs, including launch planning and execution. Build stakeholder and executive mindshare for each partnership and related solutions
·         Engage at partner executive and practice leader levels to create joint business plans and measure success on a quarterly basis
·         Conduct weekly reviews of pipeline, deals and forecast with the practice and field sales across all regions of operations
·         Enable the sales, marketing and presales teams to position, define and to build out the key differentials for joint value propositions
·         Establish and execute comprehensive go-to-market plans with the Alliances to open up new channels to market
·         Ensure all partner contractual obligations and service level commitments are being met.
·         Act as the primary interface to our Alliances in region for our sales, practices, marketing, and engineering teams
·         Develop co-marketing opportunities with partners and execute alliance marketing plans that create opportunities for new business
·         Work closely with partner marketing teams and take advantage of their programs to maximize new opportunities, develop existing opportunities, and solidify customer relationships
·         Understand and remain current with the competitive and industry landscape
·         Drive and continuously improve our partner satisfaction score
 
Prerequisites:
·         Passion for the Alliances and Channel with a creative and innovative view on challenging the status quo.
·         Ability to listen and react to situations with empathy and alignment to business values
·         Relevant experience in managing technology partnerships with infrastructure and security product/solutions vendors
·         Experience in building joint value propositions and sales plays with partners in the past
·         Familiar with OEM relationships and dynamics
·         Strong background in partner development ownership and proven success of achieving revenue
·         Experience of running Alliance relationships across region
·         Excellent verbal, negotiation and written communication skills. Confident presenter
·         Sound business and commercial/legal awareness