Alliances Manager

Overview

Hybrid-remote opportunity for candidates geographically located in Eastern or Central time zones with a willingness to travel up to 10%.

As an Alliances Manager you will be responsible for driving the profitable and sustainable sales and delivery of designated list of vendor practices. This list includes multiple vendors that have been identified for growth initiatives within the company. You will work closely with your manager and the leadership within the regions in developing sales and maximizing programs for the vendor.

Your Impact

The essential functions of this position include, but are not limited to, the following:

Practice Development

• Drive vendor and ePlus engagement across the ePlus operating footprint
• Maximize both front-end margin and back-end profits
• Understand all aspects of the vendor’s partner program and maximize ePlus benefits from these programs
• Serve as the primary point of contact for the vendor for ePlus
• Develop plans with individual region management teams (SVPs, RVPs, Sales Directors) and manage both ePlus and vendor teams to facilitate successful marketing and sales and service efforts for vendors in each region
• Work alongside partner marketing to coordinate and execute product marketing and communications programs
• Collaborate with key stakeholders across ePlus to drive successful outcome-based plans and communication
• Coordinate field sales and service training to ensure familiarity with partner solutions and how to position along with ePlus strategy.

Business Development

• Proactively work with ePlus vendor management team in achieving vendor certification targets and audit requirements
• Evaluate, initiate, grow, and manage partnership opportunities
• Identify, evaluate, and execute opportunities to optimize or expand a line of business

Market Development

• Evaluate emerging market trends and vendors go to market strategies to accelerate technology adoption
• Build credibility by establishing ePlus as an authority on the given technology
• Expand sales force awareness of vendor offerings through webinars, seminars, speaking engagements, and other forms of media

Sales Development

• Leverage business skills, industry knowledge, technical skills, and customer service skills to build a high level of credibility as the customer’s trusted business partner
• Build a strong sense of reliability with partners and co-workers to maximize direct sales leads and team confidence
• Enable teams to up-sell and cross-sell related products to prospective customers

Staff Development

• Identify strategic training needs to support current and future business operations
• Identify employee development goals and build vendor training/development plans
• Enable teams to up-sell and cross-sell related products to prospective customers

Qualifications

• Bachelor’s degree or equivalent experience required
• 5+ years of progressive, successful career progression within the IT related industry.
• Proven success in high-growth, fast-paced, high-speed environments.
• Working knowledge of the vendor’s various technology areas (Unified Communications, Virtualization, Data Center, Storage, etc.)
• Experience in channel partner and program management is a strong plus

Business and Management

• Previous success managing a profit and loss for a line of business
• Previous success developing partnerships between different, independent entities
• Previous success in sales and relationship-building roles

Technical

• Technical working knowledge within area of specialty
• Previous success in driving IT solution sales with technical decision-makers
• Demonstrated skill at working with multiple players across technical disciplines
• Demonstrated ability to guide teams through vendors’ product strategies