ALLIANCE DIRECTOR – DELL RELATIONSHIP
SUSE, an Attachmate Group company
Austin or Houston preferred
For over 15 years, the SUSE and Dell relationship has delivered innovative and robust solutions for our enterprise customers. We are currently seeking a talented professional to manage this relationship globally for SUSE.
In this role as the Global Alliance Director for the Dell-SUSE relationship, you will be responsible to manage, support and grow the Dell alliance business to ensure that this route-to-market is well established and properly leveraged by the field teams in our targeted markets. You will ensure that SUSE delivers solutions appropriate to add value to our joint customers in the market and drives revenue growth across all regions.
As the Alliance Director, you will focus on becoming a trusted adviser to key stakeholders at Dell by building and fostering strategic relationships across Dell, SUSE and other key/appropriate partners. Working in concert with the appropriate constituents, the Alliance Director will develop a strategic business plan and vision for future growth, building on the company's existing strengths, and oversee the plan’s execution by translating it into a field engagement model to drive the alliance forward across all geographies.
This role requires a senior business development director who understands how to match business solutions with market demand and sells SUSE's value to the partner ecosystem. As such, you will develop a strong internal network and demonstrate an ability to creatively apply those resources to meet/exceed the partner's needs. You'll need to be an expert in account management and sales execution and will be expected to achieve sales goals for SUSE and Dell as well as constituent satisfaction across the board.
As the Global Alliance Director, you will have a deep understanding of the Dell’s business and act as a strategic adviser to SUSE and other appropriate partners. You will ensure a strong linkage from SUSE stakeholders to the partner's strategy and leadership team, including sales & field execution, marketing engineering & development. Your goal here is strategic interlock for the partnership.
The key to success will be the understanding and application of diverse leadership styles according to situational circumstances. This will create a culture in which high performance and high quality standards are achieved and maintained.
Focus on driving revenue attainment & growth for SUSE and assigned partners
Understand, leverage and enlist support of the partner & SUSE sales teams, as well as the appropriate channels teams in the pursuit of revenue attainment across the board.
Cultivate and manage productive senior level relationships between SUSE and the partner
Develop/drive relationships with alliance counterparts with the goal of strategic interlock
Drive focus and efficiency in the leveraging marketing resources (staff, funding & activities) to support/accomplish key business objectives
Advise, direct and influence SUSE engineering/development teams around the partner’s product strategy/direction to help ensure our relevance with the partner and their market
BS/BA in Computer Sciences or Engineering, MS/MBA preferred
Experience developing/leading complex technology centric programs and initiatives in the partner space, with responsibility for revenue attainment
Familiarity with business, partner & channel development and selling within the software, high tech and/or hardware space
Ability to develop, own and execute a Strategic Plan in including all key elements pertaining to business model, technology, marketing and sales execution
Demonstrated track record of consistently meeting assigned revenue and/or other goals in a partner environment
The ideal candidate would have a strong network of key decision makers within Dell and experience working/partnering within a large international IT organization
Experience managing and leading a team as well as managing matrixed resources both internally & externally.
Ability to influence decision makers at all levels in the organization
Proven track record of understanding business requirements and negotiating complex agreements to meet the go-to-market needs
Strong communication and persuasion skills
Ability to travel 40%, including international travel
Suse - 2 years ago
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