Alliance Manager

Job Summary:

• Years of versatile experience in IT industry including 3-4 years of dedicated experience in working with OEMs/Partners
• Is responsible for adding value to a company by extending its accounts to company partners. Relationships with these partners must remain well managed and mutually beneficial to both companies. The main objective of an alliance manager is to increase long-term revenue as well as performance of the company.

Responsibilities:

• An alliance manger must be able to develop and maintain broad and deep external partner relations with company partners in all solutions areas;
• Is knowledgeable of the partner's propositions, their markets, business challenges and customer opportunities;
• Ensures partner account of the vision, strategies and capabilities of the alliance;
• Maintains updates to the partner of the latest developments of their alliance account;
• provides feedback to the partners if needed;
• Develops and executes attainable and strategy plans with the market needs;
• Builds multi-level relationships with its partners including those in the executive level;
• An alliance manager will also need to be able to gain a clear overview of the alliance, over what is happening at the partner and what is happening within the own organization. The alliance manager will need to analyze the continuously changing information and suggest and implement adjustments for the alliance where needed.

Knowledge and Skills Requirements:

• Alliance managers must have a passion for sales and technology.
• Deep understanding of the Vendor Ecosystem ( DC Hardware providers, Storage/Backup providers, Network Hardware providers, DC & Connectivity providers, Information Security Device ,tools & software providers, Other System software providers)
• Ability to drive a relationship especially with senior leadership and subsequently get our sales engaged with vendor sales team
• Capability to look at skills/certifications required and works with you to build them internally across stakeholder units.
• Among the most critical skill is pricing and ability to negotiate aggressive winning process thru early engagement and relationships.
• His drive must come from the willingness to the help the company's growth.
• He must have exceptional communications skills as it will be the core of his career.
• He must know how to build relationships as well know how to maintain them.
• He must be disciplined in working with people as well as be culturally sensitive in dealing with them.
• That element brings along a lot of relationship and stakeholder management to the role of alliance managers: relationships with the partner organization and relationships inside the own organization including getting buy-in from colleagues.
• On the one hand, the alliance manager needs to have an understanding of financials, business, development, and sales to orchestrate the alliance.
• At the same time, the alliance manager needs to be able to think outside the box and identify new opportunities in the relationship in order to continuously develop, fine tune, and evolve the alliance.
• The alliance manager is certainly a versatile person a seasoned professional who have worked in several areas of business
• Maturity required to be able to work with stakeholders through all layers of the organization, to run the business aspects of an alliance and to be able to influence.

Education and Training Requirements

• A bachelor's degree in Engineering with MBA is required. Having handled complex IT projects would be an advantage.