Job Position : Associate Director- Business Development

Job Description :

Sales and Business Development activities to create and develop new alliance arrangement within the NextGen set of clients for the GTM with Systems Integrators.
•Partner Management activities such as Partner on-boarding, enablement and channel joint-sales growth with NextGen companies and their partner SI’s.
•Recruitment of existing alliance partners into new capability areas of partnering (primarily focusing on Cloud Services and UCC services) for joint Go-To-Market partnering with System Integrators.
•Start up, build and ongoing management of the strategic alliance partner relationship(s).
•Development and execution of joint business/account plans and GTM activities with NextGen partners and their SI partners, leading to pipeline growth via sell-with and sell-thru activities with strategic alliance partners.

Responsibilities
•Build and manage relationships with key partners - Identify, establish, and develop key executive relationships within the partner organization to enable the NextGen’s partnering strategy for an identified set of partners.
•Lead Business Development activity to sign up targeted accounts as joint Go-to-Market partners alongside their SI partners.
•Manage engagement of executive sponsors from within company, at the partner, and the partner’s SI partner organizations to maintain alignment of key stakeholders – to gain support and sign-off on business agreement(s) between partners.
•Develop “partner development plans” and “annual business plans” for each global partner, working closely with internal company contributors such as Global Partnership groups, Partnership Marketing teams, product lines, etc., and coordinate with these groups key partnership lifecycle phases:
•Engage/recruit partner.
•Activate/Onboard partner.
•Develop Partner; and,Manage Partner to deliver robust revenue growth.
•Implement a global business plan which strategically aligns company and alliance partners with scalable ‘win-win’ opportunities that will drive revenues with accountability through sell-with and sell-thru activities with those key partners.
•This will include driving partner enablement and GTM strategy from definition/development through to execution and operations, working with the strategic alliance partner’s team to ensure proper execution of mutually agreed business plan to enable us to achieve objectives and revenue targets.
•Support Direct Sales team with regional territory plans that will require support from the strategic alliance partner.
•Identify opportunities to increase the penetration of the partner technology into our core and industry offerings.
•Develop and operate the following across each alliance partner:
•Campaign Enablement –Qualify, develop, and mobilize third party or company enabled go-to-market campaigns.
•Formulate and manage incentive partner budgets and KPIs; assure the highest efficiency in partner marketing
•Joint Pipeline Management – Conduct regular reviews of joint pipelines; Drive appropriate opportunity qualification. Generate increased partner BD investments in joint business development.
•Sales Interlock (with other company sales segments and Alliances partner sales forces) – Own the interlock process with other comany sales organizations to optimize collective efforts.
•Understand company’s overall global sales execution model & target markets and identify/qualify potential opportunities/leads stemming from the partner(s).
•Assume a sales-focused approach, working closely with Client Account Leads, Sales Directors and partner sales force.
• Ensure connection to Alliances Sales Directors to pursue GTM/Sales opportunities.
•Field Alignment and Issue Escalation – Develop and maintain meaningful, sales-oriented relationships with partner’s executive leadership, regional management and key account teams, and company stakeholders.
•Act as the company ambassador for the overall relationships; Collaborate with company Product LOBs, Segments and other functional/operational groups, and partner leadership to determine partnering strategies for the alliance account.
•This will include organizing governance and review meetings.
•Maintain Leadership Alignment –Work with executive sponsors from within company and at the partner to maintain alignment.
•Develop and maintain relationships with relevant Leadership, becoming their trusted advisor on Alliances pursuits.
•Increase the penetration of the partner’s technology in our core and industry offerings.
•Training and Solution Enablement – Support the enablement of field resources for targeted campaigns, products and solutions.

Skills
•Significant experience in Partner Sales & Alliance management at a senior level in an IT, Software or Telecommunications company.
•Domain knowledge in Cloud Services (especially IaaS, with PaaS and SaaS being a plus).
•Domain knowledge in UCC Services.
•Significant experience working with System Integrators.
•A compelling background building sell-to / sell-through / sell-with relationships, ideally with global partners.
•Significant experience in Sell-With partnerships in Software-as-a-Service eco-system preferred.
•Outstanding track record of success as an individual contributor in a business development and alliances organization while consistently meeting/exceeding a sales quota.
•Experience negotiating business terms and conditions while working with corporate counsels to close partnerships or strategic alliances agreements.
•Experience managing engagements globally, working with multi-national clients or partners across multiple cultures.
•The ability to drive change in organisations and rally others (internally and externally) behind an agenda in complex non-direct organizational structures where he/she influences, not directly controls, resources.
•A strategic thinker with who is able to blend technology and business strategy to develop compelling plans for new partner initiatives.
•The ability to create thoughtful and compelling business cases highlighting revenue growth opportunities with demonstrated ability to build significant revenue stream through strategic alliance partners.
•Superior verbal and written communication skills, and a natural penchant for storytelling.
•Demonstrated leadership skills, both in building teams and influencing company direction
•A pragmatic, get things done approach combined with strategic attitude.
•Comfortable and skilled at dealing with senior level leaders within large and complex software and IT companies.
•Ability to effectively manage pipeline growth, working with sales and implementation teams through multi-tier sales engagements.
•Familiarity with CRM/PRM Systems such as SFDC.
•Strong understanding of the Cloud Enablement market space.
•Excellent presentation skills, with proven ability at effectively making formal and informal presentations to all levels of management.
•Excellent written, verbal and communication skills.
•High energy, enthusiasm, and passion for the business.
•Capable of building and maintaining strong relationships with a diverse set of internal and partner constituencies including senior level executives, legal, finance, support, sales, and marketing experts.
•Not afraid of working with partners and their sales teams directly, while driving the overall strategy.
•Ability to negotiate skilfully in tough situations.
•Ability to influence functional groups to a shared vision.
•Excellent planning and time management skills.

Company Name : Client of Symmetrical

Location : Delhi

Job Code : HR/SGS/980

Experience : 10

Job Salary

Last Date To Apply : 20-07-2016

Posted on : 13-07-2016