Sr. Director, Alliances – Indian SIs

Virtustream, a Dell Technologies Business, is trusted by enterprises and public sector organizations around the world to run and manage their mission-critical applications in the cloud. The company’s infrastructure-as-a-service solutions are built to address the complete spectrum of enterprise workloads, support hybrid cloud architectures with seamless integration into on-premises private clouds, and offer a full-stack management capability of infrastructure and application managed services that span on- and off-premises infrastructure. Virtustream is headquartered in Bethesda, Maryland with innovation and development centers in Palo Alto, Atlanta, Waldorf, Germany; Sofia, Bulgaria and Bangalore, India. The company has sales and delivery offices in Hopkinton, Dallas, Cork, London, Frankfurt, Tokyo and Sydney with data center locations around the world.

Growth is fueling the need to expand our Partner Alliance team! We are looking for passionate, top performing channel and alliance professionals who will be responsible for driving results from existing partner relationships as well as building new ones. Our partner team thrives on quantitative results derived from demand generation work executed at the partner field level.

The successful candidate will get to build and mature partnerships for one of the hottest cloud companies in the enterprise space, selling a truly differentiated solution to the fortune 1000 and large government, state and local agencies. OEM, system integrator, value added reseller and agent referrals are driving our growth and the Partner Alliance team is forming and expanding relationships with them all. We are seeking highly driven, experienced professionals who thrive in an entrepreneurial environment and have a proven track record of delivering measurable results in the channel. Preference will be given to candidates with a verifiable track record of delivering partner success in the fields of enterprise software applications; network, storage and/or hardware solutions; or professional or cloud services. Alternative path consumption experience from an OEM perspective is very valuable. An established network and rolodex for software/technology partners and customers is a plus.

DUTIES AND RESPONSIBILITIES:

• Responsible for driving field activity and strategic level alignment with partners that yields quantifiable new business results for Virtustream.
• Responsible for creating and driving forward new incremental sales opportunities for the company
• Be comfortable with and embrace an annual “sell through and sell with” sales quota with quarterly targets
• Successfully represent a product portfolio that includes enterprise cloud migration, cloud management, and enterprise risk & compliance management solutions
• Take ownership and expand a partner account portfolio that could contain OEM, VAR, SI and/or referral partners. Establish and maintain sales cadence with the partner field account teams and direct customers
• Master Virtustream product portfolio features, advantages and benefits. Be able explain the capabilities of both software and services offerings, effectively communicating the benefit to the partner and the end customer
• Develop and implement strategic project plans to meet business goals of partners in a defined territory or assignment
• Work with the partners to match the Virtustream solution to the customer’s business needs, challenges, and technical requirements
• Develop a collaborative account plan and enable channel partners to be an extension of the Virtustream sales force
• Set goals and develop metrics for partner channel adoption & usage. Monitor and report accomplishment on a regular cadence
• Develop and implement strategic project plans with partners and Virtustream’s technical staff to develop account penetration strategies and long term development plans
• Development and execution of territory- and account-specific strategic and tactical sales plans.
• Evangelize Virtustream and build brand awareness within the cloud ecosystem.
• Incorporate Virtustream’s Core Values (passion, integrity, accountability, innovation and a commitment to excellence) to conduct day to day business.

QUALIFICATIONS – KNOWLEDGE – SKILLS:

• A minimum of 10 years of channels and alliances sales experience selling cloud solutions (either enterprise software or IaaS)
• Experience working for SIs or experience w/ Global Account Management responsibility working with SIs
• Be able to document quantifiable success in driving business demand via a partner eco-system
• Experience in building/generating sales opportunities and demand generation programs via all types of partners
• Demonstrate a level of comfort selling and communicating the value of complex business solutions to large enterprise customers
• Experience working in cloud, IaaS, Platform (PaaS) or Software (SaaS) as a service environments.
• Ambitious, high energy, self-starter, team player
• Excellent communication skills, both written and verbal. The successful candidate will possess technical and business acumen combined with the ability to make C- and Board-level presentations.
• Experience with a formal sales methodology i.e. Miller Heiman, Value Selling, and Target Account Selling etc.
• Knowledge of enterprise software solutions (ERP, CRM, HR, finance, manufacturing et. al.). SAP experience a plus
• Knowledge of enterprise solutions for GRC and security (network and endpoint) is a plus
• Preference will be given to individuals who have enabled complex, multi-million dollar solutions via the channel or partner ecosystem to a predefined set of target accounts
• Ability to work in a fast-paced, high-growth environment with aggressive growth targets
• Ability to travel as needed

EDUCATION:

• B.A / B.S / M.S

Virtustream’s Core Values

Virtustream’s foundation is built upon five simple values that impact every decision we make. They influence our culture, our services and how we treat our customers.

• 
  Commitment to Excellence: We show our commitment to our customers through excellence in service delivery, the pursuit of the highest quality product, and conduct that is commensurate with our company’s policies around process, security and integrity.
• 
  Accountability: We are accountable for our actions and performance and view them as a direct reflection of our company. We are accountable for infusing excellence into our products, services, and interactions with every customer, every time.
• 
  Integrity: We conduct ourselves in a manner that conveys honor, transparency, and respect for our colleagues, customers, and partners.
• 
  Innovation: We embrace an attitude that exudes innovation and efficiency. We approach each day with the objective of improving our product, our processes, and our delivery in a manner that differentiates Virtustream in the market.
• 
  Passion: We are highly motivated and passionate about who we are, what we are building and how we innovate. We have an absolute passion for flawless execution.

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