Alliance Bus Manager

  • Influences large account sales teams to partner for near-term revenue growth, while at the same time, develop joint relationships, initiatives and programs for long-term sustained account success.
  • Aligns closely with the regional alliance sales teams to ensure the identification, pursuit, closure, and tracking of customer opportunities to perpetuate the existing base of company revenue – engage in customer specific activities as needed.
  • Work in country, regional and global account.
  • Carries quota at least 75% more than average country/ regional/global quota per ABM ratio
  • 100% revenue goals

Education and Experience Required:

  • University or Bachelor’s degree; advanced degree or MBA preferred
  • Typically 12 years of selling experience at end-user account or partner level
  • Experience as successful account/business manager, selling to CxO and decision-maker level

Knowledge and Skills Required:

  • Leverages consultative presence in partner to identify opportunities.
  • Actively and proactively manages the partner to protect & grow company’s business; coordinates all partner plans and funnel activities.
  • Aggressively shapes offers in pursuit of new business and/or portfolio enhancement.
  • Leadership skills to manage partner’s sales force.
  • Develops account plans.
  • Executive engagement skills.
  • Deep understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models
  • Deep understanding of company’s organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model.
  • Deep understanding of company’s products, software, and services. Able to communicate the strengths of company’s offerings relative to competition, and overcome objections
  • Effectively sells company offerings by building strategic relationships with partner senior management, principles and decision makers; aligning partner and company processes; and promoting company programs and offerings
  • Develops strategic plans with the partner to grow the size of the business and company’s share
  • Partners effectively with others in the account to ensure coordinated efficient account management.
  • Ability to motivate partner’s sales force.
  • Coordinates and directs efforts across company sales teams

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