Senior Alliance Manager - Cisco at NTT Ltd.

Working at NTT

• Responsible for the identification, creation, and management of the business relationship with the Partner to enable business, create alignment on strategic initiatives, develop programs and incentives to drive revenue, and/or create complementary products / services to produce sales opportunities for the company.
• Manages individual contributor Alliance Specialists within the organization.Defines mutual goals and objectives, builds awareness and support of overall strategic benefits of the alliance
• Works with key stakeholders in Dimension Data, NTT and the Partner to build business plans to achieve strategic goals and objectives.
• Evangelizes company products in conjunction with recruiting key alliances/partnerships.
• Provides financial analyses, long-range forecasting, and analysis studies associated with the alliance/partnership.
• Establishes metrics to assess the sales impact of the solution(s) in the marketplace and the overall success of the alliance.
• Monitors competitor activity in accounts and works with the Partner and the
• Dimension Data account team to implement strategies to maintain account ownership and block competitor advancement.
• Selects, develops and evaluates personnel to ensure the efficient operation of the function.

Key roles and responsibilities:

• Ensure the alliance is orientated towards creating incremental value for Dimension Data, increasing long-term revenue. Manage, maximize and drive the relationship between Dimension Data and the Partner.
• Explore existing alliances to discover perspectives, information, and opportunities and use this information to develop and implement detailed vendor and alliance management plans.
• Acting as the interface between the Partner and Dimension Data on deal management, tracking and forecasting.
• Achievement of agreed the Partner bookings target.
• Ensure that all Partner agreements, programs and initiatives are properly disseminated, adopted, monitored and tracked on agreed cadences.
• Market Dimension Data skills, propositions, and capabilities within the Partners business.
• Explore and evaluate new products and services within the Partner portfolio to take to market and develop and manage the partner propositions.
• Negotiate and secure the best value pricing for the Partner supplied services and products.
• Work with a variety of internal stakeholders to implement catalogs, operational processes, and the terms and conditions for new partners to take on and renew partners.
• Ensure that Partner contracts are signed to enable activation of the Partner relationship, including the conclusion of service level agreements.
• Manage and report on the performance of the Partner to ensure that metrics are accurate and evidential, and that remedial action is taken against poor performance.
• Identify the supporting resources and systems such as reports, processes, training, and/or documents that provide the most value for the partnership.
• Manage a team of individual contributors in the alliance management function

Knowledge, skills, and attributes

• Ability to foster multi-level relationships with its partners, including those in more senior positions
• Rich in industry knowledge and are experts in their fields
• Demonstrate good persuasion, negotiation, and influence ability
• Good management and leadership skills and are able to think at a conceptual level
• Possess good communication skills (both verbally and written)
• Knowledge of partner propositions, markets, business challenges, and customer opportunities
• Deep knowledge of the business and solutions
• Good project management skills

Academic qualifications and certifications:

• Relevant Bachelor’s degree
• Relevant certifications

Experience required:

• Demonstrated and relevant years relevant experience in a partner or vendor management role
• Experience managing and leading a team of individuals
• Budget management experience
• Project management experience
• Business development experience