Our client is a market leader in the Cloud Computing space. Due to the company's dynamic growth plan, it is seeking a super talented partner alliances leader to be part of the partner management team.
As GSI Partner Director, you will have the exciting opportunity to deliver on our client's strategy to build mind share and adoption of our client's offerings across their most strategic customers and community members. You will drive sales execution with the partner by teaming with their field leaders across ASEAN. This requires driving executive and field relationships with the Partner's Client Account Leaders, Managing Directors, customers, and the leadership team.
You will be responsible for driving top-line revenue growth via partner-led and supported opportunities, and you will work with the partner to source new engagements within select strategic clients. You will also work with the global and regional Partner Managers, Business Development, and broader Partner Network Segment teams. The ideal candidate will possess both a strong sales background that enables them to engage at the CXO level, as well as a solid technical sales background that empowers them to interact with technical leaders within and outside easily. He/she should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions.
Roles & Responsibilities:
Work with the Area sales managers and Solution Architects to define and execute joint sales and GTM initiatives in collaboration with key partner stakeholders.
Co-sell and drive joint targeted sales engagements between and Area sales teams to generate new pipeline and close sales opportunities.
Engage the GSI Operating Groups, offering, and cross-functional organizations, and clients to shape offering development and incremental revenue opportunities.
Build targeted go to market plans to improve penetration in specific industry verticals and work with internal teams to develop Account-Based Marketing initiatives such as joint prospecting to generate demand.
Serve as a critical member of in helping to define and deliver the joint offerings, repeatable assets such as prototypes and Pilots.
Set the ASEAN Partner Plan and ensure it is in line with the company's strategic direction.
Execute the Partner Plan working with internal stakeholders (e.g. marketing, BD, service teams, legal, support, etc.).
Understand the technical requirements of the designated Global SI and work closely with the internal development team to guide the direction of their product offerings.
The right person will possess 10-15+ years of sales, business development, and/or partner management experience with 5+ years of experience working with the likes of Accenture, Deloitte, DXC, etc.
Strong verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations
Proven experience driving Cloud-centric and Digital revenue through indirect Channels via structured programs
Deep knowledge at or have worked with Global with Global System Integrators (GSIs)
Proven ability to identify and support 3rd party offering development
Experience working across different sales, business development and technical teams, bringing together cross-functional teams to deliver results
Demonstrated experience working across the ASEAN region
Consistently exceeds quota and key performance metrics
Demonstrated ability to engage and influence C-level executives
Strong presentation skills and the ability to articulate complex concepts to cross-functional audiences
Master's Degree in business or related field
Visible IT Industry thought leadership on relevant topics related to Digital Transformation and enterprise IT adoption
Broad-based technology experience including cloud computing, big data and analytics, networking, security, storage, and ongoing infrastructure management