Purpose of your Role
- To build new business thru GTM activities for Alliance partners like Poly/HPE, Genesys, Cisco, Microsoft, Fortinet, Versa, HPE-Aruba, Cisco-Meraki, Zscaler, Netskope & future partnerships.
- Land and Expand relationships with alliance partners.
- Understand Partner business model and the JVP for a successful partnership.
- Work with Partner Channels/Alliance teams in generating opportunities with sales and other functions.
- Collaborate with CFT- Sales, Marketing, Tower specialists and Product Manager to develop and implement appropriate joint Sales & Marketing activities with Alliances.
- Ensure technical alignment & certifications for partnership tiers / pricing.
- Create and lead 360 awareness sessions for Alliance, Tata and customers on the JVP to the market.
- Identify and drive new business opportunities with potentially new or existing partners.
You will be accountable for (responsibilities)
- Create, enable, and develop account planning, demand-generation, governance framework for joint go-to-market with vendors/partners.
- OB / Revenue for Tower Business (20:80).
- Create alignment and field engagement with internal teams on specified sales opportunities.
- Technical enablement through regular partner led technical/sales sessions.
- Drive & build customer events through partner sponsored programs with marketing.
- Build MDF fund with partners.
- Co-build Partner Newsletter for APAC region
- Drive Cadence calls, pipeline tracking and reporting in alignment to demand-generation program needs
You are (behaviours to display)
- Should be able to collaborate across stakeholders Internally (Product, Marketing Product, CSO - Service Management, Billing & Collections, Solutions Team, etc) and Externally (Marketing Research, Customer forums, Partners, OEM vendor teams, etc)
- Excellent Communication/Client relationships/ Executive engagements /Strategic planning /evaluating new account penetration techniques etc
- Excellent command on Industry footprints & great product knowledge would be an additional advantage.
You have (qualifications & experience)
- 12-15 years of Sales, consulting in technologies (Voice & Messaging), Networking (SD-WAN, SASE, Security, MPLS, DIA, IPL), Cloud, Data Centres, Mobility, Edge services, Unified Communication, etc.
- Prior experience of at least 5+ years in Technology Alliance management.
- Have interest in emerging technologies and trends (IoT, AI, Big Data, etc.), any certification will be a plus.
- Candidate should be a strategic thinker with amiable personality, positive outlook, and expert communication skills.
- Should have organizational skills and the ability to thrive in a fast-paced environment.
- Should be knowledgeable of the partners propositions, their markets, business challenges and customer opportunities.
- Strong creative problem solving and analysis skills, ability to build executables frameworks.
- Motivated and self-driven to achieve targets.
- Must exhibit a high degree of business maturity and ability to communicate effectively at senior management levels.
- Should have a bachelors degree in engineering and a masters degree in management, business operations, marketing or any related field.
