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VP of Reselling Partners

Company: Internet / Online / Data Processing Services, San
Location: San Francisco
Posted on: July 13, 2018

Job Description:

The Role

Reporting to the VP of Alliance Partners in the Partners & Alliances Organization, you'll develop and bring structure to our Alliance partnerships with select existing and potential partners, creating solutions leveraging Company’s value proposition that will resonate with the concerns that are foremost in the minds of our mutual customers.

Your overall objectives will include: Develop overall partnering strategy and approach that is consistent with Company’s Go To Market and Routes to Market capabilities. Manage the partner and DLR relationships including: Develop relationships with sr. executives across partnership accounts. Develop relationships with DLR sales, marketing, product, legal, portfolio teams, among others. Monetize partner relationships to drive incremental revenue growth by obtaining buy-in for DLR’s value proposition across partner organizations. Develop demand generation, sales enablement tools, and KPI’s with our Partner Marketing team for partner sales teams including: Develop strategies for demand generation campaigns. Assist with creation of marketing content and other sales enablement materials. Create sales programs such as special offers, incentives, and marketing campaigns. Create and maintain account mapping and contact lists. Develop and manage sales opportunities including: Qualify incoming sales opportunities from partners and from DLR sales professionals. Nurture opportunities to execution or to the hand-off stage to DLR sales professionals. Track sales opportunities to ensure follow-through. Register deals and input opportunities in salesforce.com; track and resolve any conflicts. Work with DLR sales professionals on pricing, inventory delivery capabilities, and dates Educate the sales teams at each of Company and our partners on the joint value proposition including via: Web based training programs. Face-to-face meetings with partner sales executives. Periodic training sessions such as “lunch-n-learn” programs for regional sales teams. Continually assess and refine the joint value proposition and go-to-market model(s) to drive effectiveness and overall results. The Requirements

To be the right fit for this role – Director, Alliances role, the candidate needs to have: A bachelor's degree or equivalent professional experience; an MBA is a plus. 5+ years’ experience as a quota-carrying sales and/or partnership / channel sales management professional. Managing partner C-Level relationships including financial (revenue) and legal (contractual) interactions. Previous experience in developing and running go-to-market and marketing programs for partnerships and/or channel - indirect sales organizations Experience building and maintaining senior executive relationships with selected leaders of alliance and/or channel partners across multiple partner organizations Significant knowledge of and experience with salesforce.com (CRM software). Experience managing all aspects of the partner relationship including executive relationships, opportunity identification, demand generation campaigns, sales enablement, and development of reporting metrics. Experience resolving conflicts using contact network at each company and knowledge of businesses. Strong technical knowledge, including: Data center design, technologies, connectivity and interconnection capabilities An understanding of what goes on inside a server rack; and, Ability to see the big picture: hardware, integration, managed services, network delivery, security, cloud services, etc. Direct or indirect exposure to the data center industry – who and what competitors are in this space Extensive customer-facing experience and a proven ability to discuss challenges, present value propositions and find a fit between the customer's issues and DLR’s solutions. Business savvy and a basic understanding of P&L, ROI, business case development, etc. Excellent communication, interpersonal and relationship-building skills. Experience working cross-functionally and leading colleagues that don’t report directly. Strong organizational skills and the ability to manage multiple activities and priorities. Ability to create, present, and effectively deliver concepts and value propositions to customers, partners, and cross-functional teams

Keywords: Internet / Online / Data Processing Services, San , San Francisco, VP of Reselling Partners, Executive, San Francisco, California

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