Senior Technology Alliance Manager

Recognized by Deloitte as one of North America’s Fastest 500 Growing Technology Companies for 2009, the company is the market leader in hardware and software for core network services.  The company is experiencing unprecedented growth and looking to expand its Worldwide Channel and Technology Alliance Team. 

Summary

As the Senior Technology Alliance Manager (TAM), primary responsibilities will include expansion, development, and revenue generation from the company’s growing list of strategic technology partners.  The role of Senior TAM is strategic, highly visible and mission critical to the organization.  This is a senior role that requires an established track record of successful partner development with key US-based infrastructure technology vendors including HP, IBM, Cisco, Riverbed, Juniper, EMC, and other important technology organizations.  In addition to development of key software licensing and OEM business, the Senior TAM will also serve as business development lead with critical small and medium sized companies integrating the company’s software solution onto their platform. 

In the role of the Senior TAM, the candidate will be responsible for development of the technology alliances through the full partnership life cycle including identification, development, business planning, sales enablement and growth.  This is a role characterized by strategic planning, high activity levels and regular on-site and field interaction with the technology alliance partner’s senior business development, sales and sales engineering teams. 

The ideal candidate will have a 7-10 plus year history of building and growing successful technology alliances in networking space.  Superior business planning skills, strong technology background, experience working under a quota and the ability to effectively develop/maintain/expand business relationships through direct partner contact are essential.  The Technology Alliance Manager will have overall responsibility and ownership for the company’s technology alliance relationships as a senior member of the Channel and Strategic Alliance Team. 

Responsibilities:

• Revenue generation


• Full life cycle partner development and growth


• Joint business plan development


• Heavy joint field sales activity with technology alliance selling organizations


• Able to negotiate successfully and sell ideas and concepts


• Present and articulate advanced product features and benefits of solution


• Be able to clearly sell and differentiate solution in a competitive environment


• Drive performance of technology alliances to meet or exceed program metrics, goals and objectives


• Document all interactions into CRM / PRM system


• Communicate and implement marketing programs and campaigns

Qualifications:

• Bachelor’s degree and minimum of 7-10 years technology alliance, product management, and/or sales management experience in the technology sector


• Strong existing industry contact base is critical


• Sales and channel development experience in networking, systems, or security


• Must have excellent organizational, written and oral communication, listening and presentation skills.


• Must possess the ability to design, develop, write and effectively communicate reports, proposals and sales strategies.


• Project management skills a plus


• Track record of successful technology partner eco-system build out and growth


• Proven success and strong comfort level with multi-tasking and changing directions quickly and effortlessly to meet the dynamic demands of the marketplace


• Ability to move successfully between long-term strategic issues and short-term tactical implementation