Channel & Alliance Manager - Dell EMC Partnership
Channel & Alliance Manager - Dell EMC Alliance - Top 3 Managed Cloud Computing Company
London & the South
£40,000 - £50,000 (£60,000 - £75,000 OTE) + Excellent Benefits + Personal Development
Ready to join one of the leading UK providers of cloud computing and managed hosting?
We are one of the leading providers of cloud computing and managed hosting. Headquartered in Glasgow, the business employs over 380 talented staff in offices and datacentres across the UK. Originally founded in 1998, it is listed on the London Stock Exchange and specialises in delivering cloud consultancy, facilitation and digital transformation to ISVs, SMEs, enterprises and the UK public sector. We are a Platinum partner of Dell EMC and is committed to growing a closer alliance in the UKI geography.
The Channel & Alliance Manager Role:
The key responsibilities of this role will be to establish deep relationships with your channel and alliance partners, primarily Dell EMC in the next two years, enabling their sales teams to refer our cloud services and drive new cloud services revenue through partnership. By developing such relationships, you will know the Dell EMC UKI business intimately and be able to use this knowledge to generate revenue and long term business contracts. You will seek to know all of the Dell EMC’s key decision makers, from C-Level Leadership and Sales Strategy leaders into District Managers, Pre-Sales and individual sales contributors. You will have strict sales enablement and activity metrics to achieve and meet the many partner constituents regularly.
You will ensure that business critical data about partners and joint opportunities is regularly updated in Salesforce using the information for all cross functional teams to manage the customer account to a high level and be expected to forecast accurately on a weekly/monthly /quarterly basis.
Channel & Alliance Manager Key Responsibilities:
+ Manage a personal portfolio of Dell EMC district sales teams to ensure that joint revenue opportunities are identified and maximised
+ Achieve sales enablement & activity performance targets which are set by the Regional Sales/Alliances Director from time to time
+ Identify and grow opportunities within territory and collaborate with both Dell EMC sales and iomart sales teams to ensure growth attainment
+ Build and maintain strong, long-lasting partner relationships through regular contact and meetings, ensuring customer sees the value of iomart Group’s services
+ Develop a trusted advisor relationship with key partner stakeholders and executive sponsors
+ Operate as the lead point of contact within iomart for any and all matters specific to your partners
+ Work with iomart Operations, Support and Deployment teams to ensure the timely and successful proposals & delivery of our solutions according to Dell EMC’s & iomart’s prospect’s needs and objectives
+ Communicate and report clearly on the progress of monthly/quarterly initiatives to internal and external stakeholders
+ Own & update areas of joint Alliance / Partnership business plans.
+ Forecast and track key account metrics and sales activities in Salesforce/CRM
Required Skills, Knowledge and Experience:
+ A proven track record of partner/channel enablement and revenue generation within the IT services or Digital Agency industry, preferably with deep experience with Dell EMC and/or the cloud computing or CSP / managed hosting sector
+ An excellent understanding of Cloud technologies – Private, Public, Hybrid & Data Protection
+ Experience of Windows and Linux server operating systems, SAN and storage, virtualisation and networking technologies
+ Experience selling Dell EMC technology, DRaaS and Business Continuity solutions in the Channel
+ A good discipline around using Salesforce/CRM to manage opportunities & accounts.
+ Several years’ partner / channel management experience within the Cloud CSP, VAR, Digital Agency or managed hosting sector.
+ Excellent understanding of data protection and IT continuity / availability subject areas
+ Good exposure to digital transformation and cloud migration consulting / professional services engagements.
+ Proven year on year target achievement
+ Good relationships with sales leaders & district managers at Dell EMC.
What do we offer in return?
+ Breakfast on us every day, including a hot roll on Fridays
+ We’ll shout you to lunch once a month
+ Snacks, drinks and fruit all day, everyday
+ ½ Day off on your Birthday
+ Holiday Trading Scheme – buy or sell part of your annual leave allowance
+ Free on-site car parking
+ Long service benefits – additional annual leave and access to private healthcare
+ ShareSave/SAYE scheme
Training & Development :
As you can gather, we have a relaxed and friendly working environment but don’t be fooled; you will be working with some of the country’s best talent and greatest technical experts. We want our people to thrive, prosper and to leave work every day feeling valued and that they have made a difference. Talented, motivated and creative people lie at the heart of our success so we invest heavily in our people and their professional and personal development through technical certification and our Management and Leadership Development Programme.
You may have worked in the following capacities:
Partnership Manager, Cloud Solutions Sales, Managed Hosting Sales, Dell EMC Alliance, Channel Manager, Channel Partnership Manager.
Interested? Apply here for a fast-track path to the Hiring Manager
If you have any pre-application questions please contact us first quoting the job title & ref. Good luck, Team RR.