Senior Alliance Manager

Our client is a Global MNC and a leader in the application and desktop virtualization space.

Position Summary:

This position ideally is to be based in Hong Kong or Singapore.

Senior Alliance Manager has ownership for the geo and regional strategy and execution of how the client builds, leverages and drives joint field engagement with a defined set of enterprise alliance partners. This role will be responsible for driving commitment around the development and sales of client related solutions within the nominated partners and helping to drive joint sales engagement and account/pipeline development with the client's field sales teams.

Primary responsibilities include thought leadership, relationship management, strategic planning, program development and execution on a geo and regional basis. Select partnerships include HP and Dell.

Primary Duties / Responsibilities:

• Identify, establish and manage key APAC executive partner relationships within HP and Dell. Ensure peer relationships are built within identified focus regions in accordance with RTM plans.
• Work closely with the APAC regional sales organisations to significantly leverage HP and Dell as part of their overall 2014 strategies.  Track and be accountable for Geo pipeline and revenue growth for those partners.
• Work with HP and Dell to ensure client's solutions, either globally or locally constructed, are built into the partners  regional product and/or service offerings.
• Work closely with the client's APAC Solutions team where relevant, to ensure the partners offerings are validated  and follow through to be sure that effective go to market actions take place to promote the combined solutions.
• Ensure effective partner & client's sales and  technical enablement around those offerings
• Directly engage client's regional sales organisations on account opportunities.  Manage and track partner opportunities as part of a partner business plan. .
• Develop and execute specific partner business plans for Dell and HP that exceed team goals. 
• As required, maintain, manage, and execute budget for designated accounts and team on timely, effective & accurate basis.
• Develop an APAC business plan for Dell and HP. Hand over to identified focus regions for execution after approximately 3 months but continue to maintain APAC/Global contact and co-ordination role.
• Be a senior Partner Evangelist internally and externally.  Support and service other Company organisations (Product groups, Marketing Sales, Consulting, Executive, others as appropriate).

Qualifications (Knowledge, Skills, Abilities)

• Substantial experience in strategic partner development, sales, and/or consulting.
• Prior experience in a sales/sales management role with evidence of revenue achievement responsibility
• Strong communication skills.  Ability to define and crisply communicate the business case for partnering with Company and, within Company, for partnering with HP and Dell.
• Deal maker.  Ability to work across client's departments and partner matrix to clear impediments to booking revenue.
• Organised – ability to keep multiple opportunities moving forward
• Solid to strong technical knowledge with experience in delivering to plans and implementation time frames. The capacity to build a strong level of knowledge of both client's, as well as the relevant partner’s aligned products and solutions.  Good understanding and appreciation for new technologies and their potential market impact.
• Solid presentation skills required with ability to engage in pre-sales activities to evangelise product and technology benefits to an audience, including General Managers.
• Prior experience working for and/or with one of the strategic partners
• Support the creation, extension and expiration of partner Contracts and Agreements

Requirements (Education, Certification, Training, and Experience)

• Minimum 7 years experience in sales, consulting, business development, and/or relationship management in computer hardware, software or data networking industries.
• Bachelors degree required, MBA preferred.
• Proficient computer, communication, and presentation skills a prerequisite.
• Proven ability to work within and across teams at manager, director and executive levels, with ability to develop, manage and lead projects.
• At least one certification from the partners being managed, where available.
• Travel: 40-50%