Business Alliances Manager

2 weeks ago

Navi Mumbai, India cloudxchange.io Full time

Roles & Responsibilities:

  • Attain margin and revenue contribution targets for various OEM solutions. For e.g. AWS, Hashicorp, Commvault, Veeam, F5, Checkpoint, PaloAlto etc.
  • Develops an understanding of the OEM’s products, services, solutions, and software, including unique value propositions and competitive advantages.
  • Develop and train the field sales team to the highest level of proficiency in the selling and delivering Managed Services positioning and value proposition
  • Builds professional relationships with OEM & clients, gaining a deep understanding of their unique business and IT needs.
  • Supports in developing and executing comprehensive sales strategies for both new and existing clients.
  • Need to engage from initial customer lead / opportunity identification to proposal , negotiation , order closure along with other Sales & Presales team in the region
  • Assists in addressing client inquiries and concerns promptly and professionally through various communication channels, such as email, phone, and virtual meetings.
  • Identifies potential leads, conducts market research, and analyses customer data to tailor strategies.
  • Collaborates with product development teams to create custom solutions or tailor existing offerings to meet specific client needs.
  • Contributes to account growth by identifying upselling and cross-selling opportunities within existing client accounts.
  • Interfaces with both internal and external experts to anticipate customer needs and facilitate solutions development.
  • Stays updated on industry trends, market dynamics, and the competitive landscape to enhance expertise and contribute to market positioning.
  • Seeks learning opportunities, participates in training sessions, and attends industry events, conferences, and trade shows to enhance sales techniques, product knowledge, and communication skills.
  • Plan join marketing events & GTM with OEMs and AWS.


Qualifications:

  • Any Graduate/MBA candidate who has 5-8 years of work experience, preferably in Software/Security sales, OEM Solution Sales, Data Analytics AI/ML Sales.
  • Strong techno sales background with expertise in cloud Security, Backup & Data Analytics solutions from AWS, Commvault, F5, Fortinet , Checkpoint , Palo Alto , Veeam , Thales , Hashicorp etc. Knowledge about public cloud services will be an added advantage.
  • Preferably with good Sales & Presales relationship with OEM’s like AWS, Commvault, F5, Fortinet , Checkpoint , Palo Alto , Veeam , Thales , Hashicorp etc
  • Excellent communication, presentation, and interpersonal skills, with the ability to articulate complex technical concepts to both technical and non-technical audiences
  • Strategic thinker with a results-oriented mindset, capable of driving initiatives from conception to execution and delivering measurable business outcomes
  • Strong analytical and problem-solving skills, with a keen eye for identifying opportunities, mitigating risks, and optimizing processes for efficiency and effectiveness

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