Alliance Manager - Dell - Chiyoda

Job description
Develop & manage the Dell Global System Integrators (GSI) understanding and adoption of Dells Enterprise and Solutions capabilities within their GTM strategy. We are seeking a self-motivated senior professional with at least 15 years’ experience combining a strong successful history of both sales and presales expertise.
Routinely engages both internally and externally with Director, VP and C-level staff providing an influential perspective on strategy and innovation using their broad level of technical, sales and business acumen.


A key goal of this position is to facilitate, identify and create new initiatives and strategies which lead to the sale of Dell products and enterprise solutions.

An effective communicator with excellent relationship management skills, strong analytical skills, problem solving & organizational abilities.

Responsible for the GSI Enterprise quota attainment.

A business development role encompassing; Internal and external executive engagement, partner education and awareness creation, pipeline development, business planning and solutions support.

Responsibilities include:

• Enterprise revenue driven through GSI

• Build a detailed knowledge of the GSIs structure with key influencer's and contact points. Become the Enterprise Solutions point person and expert within Dell when engaging with the GSI partners

• Running regular partner reviews to identify & build a detailed understanding of Dell addressable enterprise opportunities within Japan.

• Establish Dell Enterprise Technology as a key component of IT strategy that is embraced and promoted by the GSI.

• Become a master at articulating Dell’s vision and value proposition to the GSI community

• Promote Dells solution capability to specific industry verticals and align to technology domains such as Cloud, Data Management, Security and Virtualization.

• Developing strong internal relationships within Dell.

• Manage all activities to drive Enterprise opportunities during pre-sales phase and end-to-end solutions.

· Leverage in country technical teams to deliver against customer requirements with Dells Enterprise solutions.

• Identify and define solution scope to the customers’ expectations from both a business and technical perspective.

• Lead and co-ordinate solution discussions and presentations with technical and marketing teams highlighting the completeness and unique strengths of the solution proposed.

• Have the ability to clearly articulate all of Dells Enterprise products and solutions, market dynamics and our competitive advantage.

The role, responsibilities and geographical focus will change and develop over time along with the company’s rapid growth.

Qualifications

Requirements:

• Extensive experience in SI / Tier 1 alliance management with a Technology Vendor.

• Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions and business cases around strategic partnerships.

• Cross-functional influence, relationship building, and project management skills.

• Strong business acumen.

• Leadership skills.

• A team player.

• Familiarity with a broad range of application and infrastructure software is desirable.

• Technical graduate degree and/or MBA is a plus

• Self-motivated professional with 15 years of experience with exposure and command in Business Solutions, Pre-sales, Program Management and Business Operations.

• Driving key aspects of Business like Solution architecture design and develop new and customized solutions, cross selling of products.

• An effective Communicator with Excellent Relationship Management Skills and Strong Analytical, Problem Solving & Organizational Abilities.

• An understanding of the financial and technical challenges faced with running a modern data center

• A strong understanding of competitive technologies, competitor positioning, counter-arguments and emerging technologies that could be both cooperative and competitive

• Skills and knowledge in the areas of project & risk management, business finance and strategic account planning would be advantageous

• Minimum 2-4 years of enterprise solution selling experience along with a minimum 8-10 years of technical sales experience

• Experience with data center IT design, including enterprise applications, security, systems management, and business continuity solutions. Understanding of Cloud, Security and Data Management domains along with experience in working with segments like BFSI, Telco, Government & Manufacturing.

• Proven track record of selling services as part of a solution

• Strong customer-facing and relationship building skill

• Ability to travel up to 50 percent of the time, including international if necessary

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