Alliances Director – GSI

• Plan, lead and develop deeper and wider engagements with identified customers across multiple routes to market, create, identify and develop opportunities for multi-product and multi solution sales.
• Develop growth strategy, partnership and alliance model for global technology alliances across the UK.
• Establish engagement and relationship model, drive 360-degree relationships with key strategic clients and technology providers covering sell-to, sell-through, sell-with, and facilitating buy-from Internal.
• Plan, lead and guide the team in achieving and exceeding the objectives for growth areas including but not limited to Network, Security and UCC.
• Conduct reviews with product management on the development of services and capabilities in the growth areas to increase market relevance and value proposition for such services in the market.
• Assess and review the pricing and contract management approaches to increase broader penetration, win rate and profitable business for the company.
• Finalize the list of key strategic clients in scope; Study the past performance trends with these clients; Examine the past trend of ACV of new deals and estimate potential "win rates".

Key Qualifications & Skills

• 8+ years of experience in consultative selling in the industry with GSI relationship management.
• Strong ICT technical background - preferably in a multinational /global environment. Sales Management experience in managing sales activities through direct and matrixed resources.
• Experience in CXO level engagements and working with industry experts, partners, technology vendors.

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