VP Cloud Global Alliances

Published
November 9, 2019
Location
New York, NY
Category
Default  
Job Type

Description

The primary role of the Vice President, Global Alliances is to work with the Global Alliances & Digital leaders in support of Company’s Partner Program to help develop and drive strategic partnerships with AWS, Microsoft Azure, Google Cloud, Salesforce etc. This includes helping lead commercial engagements and negotiations, alignment with Company Service Lines and  Offering Management to position such partners as enablers and building blocks of Company digital portfolio, aligning technical support program from the partners to the joint solutions, drive access to future roadmaps of the partners, drive certifications and participation of Company in relevant cloud partners programs (such as Microsoft Gold Partner), creating mindshare for joint solutions and a pipeline of new business opportunities by setting the strategy, investments and actions that will drive incremental revenue growth for Company and the leading cloud providers with a primary focus on Amazon and Microsoft.

Responsibilities:

Build and drive joint strategy, business plan, joint offerings and execution that include clearly defined go-to-market initiatives in support of executive sponsors at Company and Amazon and Microsoft. Key focus areas include:

•        Support the management of the entire life cycle of Alliances with leading cloud providers including Amazon and Microsoft - Strategize, Identify, Engage, Create, GTM, Governance

•        Build a clear, concise partner strategy with an established centralized and ongoing partner/alliance management process and governance

•        Manage, grow and create an eco-system of joint solutions and account engagements that can be leveraged to affect a step change in the growth trajectory for Company through synergy between different verticals and horizontals within the organization

•        Understand Company capabilities/offerings and create a strong culture of effective collaboration with Amazon and Microsoft through right networking within Company and the partners

•        Work with Company sales teams & sales leadership to drive account growth and new logos via the partnerships

•        Understand the Company’s strategy for the various Service Lines, digital efforts and overall Company and work with leaders to define joint areas of substantial market opportunity, both in size and value in support of new joint offerings with the leading cloud partners

•        Develop and maintain strong and trusted relationship with Company Sales organization the cloud partnerships

•        Be a key source of insight into Competitive and Partner landscape/strategy/news for Cloud

•        Help support and continue to develop Company’s new external Global Partner Program

Skills & Capabilities:

•        Experience in alliance management, sales or business development roles

•        Must have worked in and around large global providers and have contacts/experience with Amazon and Microsoft

•        Be comfortable developing executive-level sponsors within partnerships

•        Experience in Consulting & Digital Technologies

•        Strong Project and Program Management skills including design and execution on global business plans

•        Should be a strong people person with excellent networking skills

•        Ability to go beyond the ordinary value propositions

•        Mindset of team victory over individual success

•        Strategic thinker and a facilitator of change with an ability of instilling trust in teams

•        A self-starter needing minimal management oversight to perform day to day responsibilities

•        Assertive – strong negotiation skills to work with Company sales, Amazon and Microsoft and other partners as appropriate

•        Cross-functional influence, relationship building, and project management skills towards a broad constituency ranging from customers, sales, functional and technical management

•        Strong interpersonal and communication skills with executive presence

•        Strong result/goal orientation

•        Open to travel

Required Experience:

•        Educational background:  B.A./BSC/MBA/Masters

•        Experience in alliance management, sales or business development roles in a Services environment

•        A hands-on collaborative style of working and a commitment to being a team player is a must.

•        Outstanding communications skills --- written and verbal

•        The ability to influence peers and senior leaders across the business, and to inspire, nurture and lead team members

•        Ability to understand changing market dynamics, translating them into actionable strategies to achieve company objectives.

•        Knowledge of Amazon and Microsoft, it’s organization, go-to market and technology efforts along with experience in digital and cloud

•        Experience building and managing global and geographically dispersed teams and guiding them to success

•        Software technical education/background, up to date on recent cloud service offerings and solutions

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