Strategic Alliances Manager-COS XIO
At X-IO Technologies, we've established a strong foundation for success, based on creating a positive, challenging atmosphere. We believe that people do their best work in a positive, respectful, and challenging environment, where they are empowered with taking the initiative to ensure the company's success.
We offer competitive salaries, excellent benefits and great growth opportunities to our employees. If you have experience in the high-tech storage industry and fit the profile outlined, we urge you to review the available positions below and apply today.
Please note that X-IO Technologies does not accept unsolicited resume from third-party recruitment agencies, firms, or consultants. X-IO Technologies will not pay fees to any third party, agency, or firm that has not been expressly engaged by Human Resources in a specific search.
X-IO is the leader in performance driven storage with the best price/performance/capacity ratios of any solution in the market. X-IO pioneered the only True SHD storage system that amalgamates SSD and HDD in a single pool of storage, resulting in extreme performance that changes the economics of the data center. XIO empowers enterprises to drive database performance to its limits, accelerate business analytics, enable VDI deployments, and greatly improve their server virtualization consolidation ratios. In addition, enterprise-class reliability and ease of use are in our DNA and core aspects of all our storage systems. X-IO is field-proven with thousands of deployments worldwide.
This role is responsible for coordinating, deepening and strengthening the relationship between X-IO and one to three of X-IO?s strategic technology partners. The Alliances Manager (a) understands our partners? business and go-to-market strategies thoroughly, (b) identifies opportunities for X-IO to collaborate with our partners effectively, (c) implements programs to facilitate, manage and measure the sales effectiveness of those partnerships and (d) advises the VP of Marketing and senior management on partner issues and needs that affect X-IO corporate and product strategy.
Solutions, Strategy and Business Development
Execution against these key areas of partner alignment:
Identification of new areas of alignment between X-IO technology partners focused on specific industries, technologies or target markets/solutions/offerings.
Market analysis and understanding of key business issues in potential target markets or verticals for given technology partners
Creation of launch plans for any new solution offerings, including coordination of technical education, marketing deliverables, field execution and implementation of supporting demand generation programs.
Engagement with the partner?s field teams to identify potential prospects and priority list of targets (this could include webinars, events, meetings, etc?)
Construction of programs that routinely and successfully connect X-IO sales teams and partner sales teams and/or channel partners in successful sales engagements
Set up and acquire opportunities for the generation of co-branded collateral including but not limited to reference architectures, solution briefs, and customer testimonials
Manage the relationship with any of the strategic partner?s technology centers in order to drive leads and enable more presence through sales team engagements, collateral and events
Program and Project Management
Build and drive programs in support of the overall strategic alliance organization, including:
Identification and communication of strategic partner?s new programs and projects
Driving corporate collaboration and alignment around given technology partner
Project management and responsibility to involve all relevant stakeholders and decision makers
Build strong relationships with named technology partners (VMware, Microsoft, Cisco, Citrix, etc?)
Build sales partnerships and go-to-market strategies
Provide semiannual partner roadmap updates to corporate technology and marketing teams
Manage technology relationships and program memberships
Provide relevant updates to sales field and internal technology teams regarding webinars and available information
Identify and set up regional events with the strategic partner
Participate in online forums surrounding the partnership and technology
10+ years of experience in sales, sales engineering, business development or alliance management roles in enterprise IT technology vendors
Experience working with key technology vendors including VMware, Microsoft, Cisco or Citrix.
Knowledge of Cloud Computing
Expertise in development and execution of solutions selling and product marketing programs
Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships.
Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management.
Strong business acumen and negotiation abilities
Strong project management skills
Team player. Strong drive. Willing to take leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities.
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