Leads Dell's sales, marketing & services efforts with Alliance Partners in the INDIA region.

 

· Develops joint business plans and go to market strategies for the Public  business.  Drives execution of this strategy and plan  in INDIA.

 

1.       Owns relationship with a key Alliance partners          

 

2.       Develops strategies and initiatives to drive Dell's enterprise credibility as a partner and increase joint business revenue

-          2 prong Strategy

o    Detailed Account Mapping for based on RAD for Partner opportunities

o    Detailed Account Mapping with Partners to interlock accounts/opportunities

-          Initiatives Proposed : 

o    Weekly Interlock

o    Monthly Executive interlock

o     Monthly team on team meetings, 

 -          Others

o    Checker Board

o    Dash Board

o    Developing Case studies, references,

 

 

3.       Works with multiple stakeholders within Dell to enable the sales, marketing, technical & services readiness support needed to achieve targets. 

 

 

4.       Creates marketing / education / demand generation programs with local field sales teams.

 

5.       Drives senior level planning sessions between Alliance partner and Dell sales organization

 

6.       Aligns go to market strategies with Dell's marketing teams

           -Constant feedback

           -Bi weekly interlock to check on the effectiveness of the marketing programs

7.       Uses forecasting, funnels and other metrics and processes to track and ensure goals are met

 

8.       Ensures pricing is competitive

 

·   Knowledge of Alliance partner portfolio of hardware/software, their competition, market share and competitive drivers

·   Understand server and client industry trends.  

·   Have strong knowledge of sales and marketing strategies

·   12+ years of experience in technology marketing, alliance management or business development

·   Ability to work with senior level Alliance partners and represent Dell to partners

·   Influence and presentation skills to drive virtual team to achieve objectives

·   Cross-country project management experience

·   Technical Decision Making skills, presentation, and interpersonal skills.