Alliance Manager (ISV)

We are a team of cloud enthusiasts, keen and spirited to make the latest cloud technologies work for you.

Rapyder is an agile, innovative company that makes Cloud work for you. With a young, passionate team and expertise in Cloud Computing Solutions, Big Data, Marketing & Commerce, DevOps, and Managed Services, Rapyder is the leading provider of Strategic Cloud Consulting. Solutions provided by Rapyder are seamless, secure, and scalable. With headquarters in Bangalore, sales & Support offices located in Delhi, and Mumbai, we ensure optimal technology solutions to reduce costs, streamline business processes and gain business advantages for our customers.

About the role: This role is responsible for understanding the ISV offerings, building client & ISV relationships and improving sales skills through trainings through ISVs. The role supports account managers in the execution of sales strategies, lead identification, and custom solution development. The role stays updated on industry trends to address client inquiries and ensure customer satisfaction. Drive a set quota for the region on ISV which will be driven through sales team.

Key Job Responsibilities

• 
  Attain margin and revenue contribution targets for ISV solutions. For e.g. Snowflake, Crowdstrike, F5, Veeam etc
  
• Develops an understanding of the ISV’s products, services, solutions, and software, including unique value propositions and competitive advantages.
  
• Develop and train the field sales team to the highest level of proficiency in the selling and delivering of Rapyder’s Managed Services positioning and value proposition
  
• Builds professional relationships with clients, gaining a deep understanding of their unique business and IT needs.
  
• Supports in developing and executing comprehensive sales strategies for both new and existing clients.
  
• Need to engage from initial customer lead / opportunity identification to proposal , negotiation , order closure along with other Sales & Presales team in the region
  
• Assists in addressing client inquiries and concerns promptly and professionally through various communication channels, such as email, phone, and virtual meetings.
  
• Identifies potential leads, conducts market research, and analyzes customer data to tailor strategies.
  
• Collaborates with product development teams to create custom solutions or tailor existing offerings to meet specific client needs.
  
• Contributes to account growth by identifying upselling and cross-selling opportunities within existing client accounts.
  
• Interfaces with both internal and external experts to anticipate customer needs and facilitate solutions development.
  
• Stays updated on industry trends, market dynamics, and the competitive landscape to enhance expertise and contribute to market positioning.
  
• Seeks learning opportunities, participates in training sessions, and attends industry events, conferences, and trade shows to enhance sales techniques, product knowledge, and communication skills.
  
• Plan join marketing events with ISVs and Power of 3 events with AWS & ISV.

Requirements

Qualifications:

• 
  Any BE Graduate/MBA candidate who has 3-8 years of work experience, preferably in Software/Security sales, ISV / OEM Solution Sales, Data Analytics AI/ML Sales.
  
• Strong techno sales background with expertise in cloud Security, Backup & Data Analytics solutions from CrowdStrike, F5, Fortinet , Checkpoint , Palo Alto , Veeam , Druva , Snowflake etc. Knowledge about AWS & Azure cloud services will be an added advantage.
  
• Preferably with good Sales & Presales relationship with OEM’s like CrowdStrike, F5, Fortinet , Checkpoint , Palo Alto , Veeam , Druva , Snowflake etc
  
• Excellent communication, presentation, and interpersonal skills, with the ability to articulate complex technical concepts to both technical and non-technical audiences
  
• Strategic thinker with a results-oriented mindset, capable of driving initiatives from conception to execution and delivering measurable business outcomes
  
• Strong analytical and problem-solving skills, with a keen eye for identifying opportunities, mitigating risks, and optimizing processes for efficiency and effectiveness