Energetic and experienced Alliance Manager with a proven track record who has knowledge in two-tier sales models - Θέσεις εργασίας Κύπρος

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8 Απριλίου 2019

Energetic and experienced Alliance Manager with a proven track record who has knowledge in two-tier sales models

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Strategic OEM Alliances MEE & Alps

Athens, Greece

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Job ID R1904767-2

Date posted Apr. 05, 2019

Energetic and experienced Alliance Manager with a proven track record who has knowledge in two-tier sales models. This candidate will work with – HPE, Fujitsu, Hitachi Vantara, Cisco, Lenovo, Tier2 OEMs and will cover the Alps and MEE region managing these partnerships from Executive to Field levels, growing sales of VMware solutions through these strategic alliances, implementing enablement and programs developed by VMware Corporate teams.

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Successful candidate will have a strong sales background, have had quota carrying history with success, great experience of channel development, good knowledge of large IT organizations and connection within EMC, VCE and Cisco.


Creative, with strong presentation skills, work in a matrix environment, innovative, with good IT background.


Responsibilities:


Design/execute specific dedicated sales development plans with each managed strategic alliance, including

Enablement Program Sales and Technical personnel as well as Alliance’s Partner Ecosystem resources. (Distributors, Value-Added resellers…)

Execute/manage a comprehensive Sales Go-to-Market Plan with HPE, Fujitsu, Hitachi Vantara, Cisco, Lenovo, Tier2 OEMs Field Sales and Partner Ecosystem Sales personnel to address best verticals and leverage their installed base.

Assists Regional Alliances Managers / PBMs with their Geo sales and Marketing Plan development and implementation

Identify, develop, track and report pipeline jointly built with managed Alliances and their ecosystems, in association with local VMware Regional Alliances and dedicated Funded head where applicable.

Achieve and surpass revenue quota targets while securing “Light House” wins at reference accounts.

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Responsible for the performance and development of the managed Alliances business, focusing on 2 main objectives:

Grow transactional business (deals <100K$) with VMware, leveraging both OEM/Alliances sales and their Channel with dedicated programs and activities

Create Top account focus plan to identify and close large opportunities (>100K$), leveraging Alliances Installed base

Define, implement and track specific metrics in agreement with Corporate, EMEA goals, validated with EMEA OEM & Alliances managers and their direct report manager

Supports development of regional action plans with Partner Managers and Regional Alliance Managers for effective growth of Alliances sales attach rate and customer base expansion:

Initiates and coordinates development of action plans to improve Upsell and Cross-sell leveraging Alliances customers installed base

Assists in the development and implementation of associated marketing and communication plans as needed

Conducts one-on-one review with Regional/Country and Partner Directors to build more effective communications, to understand training and development needs, and to provide insight for the improvement OEM/Alliances transactional business performance.

Provides timely requisite reporting to EMEA OEM & Alliances managers and their direct report manager regarding performance and alliance development

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