Our client is a multi million pound Global Systems and Technical integrator with an impressive high profile within the SI enterprise space. This is a rare opportunity to run and manage their most strategic Outsourcing relationships.
Candidates will need to develop and deliver business plans to agreed targets and budgets, working with the SI team Director

Develop innovative marketing and sales campaigns for solutions, and collaborate with other Enterprise Solutions practices to offer combined solutions that can be taken to the SI market and sold as a sell through value proposition.

Manage and work with the overlay sales teams’ collective and individual capabilities, to measure actual solutions sold to SI partners.
Provide early warnings of key SI strategic commercial changes in order for our client to take competitive advantage, including developing sufficient influence within those SI’s to shape the outcome of policies to our advantage.
Build joint sales campaigns and account plans with the SI’s classic sales force
Drive and co-ordinate product and services capability and margin generation with new and existing SI relationships.
Recruit and target new System Integration partners.

You will be responsible for sustaining and developing business for key Infrastructure Solutions through alliances with the Tier 1 System Integrators and partners.

Build vertically focused solution stacks based on technology managed services.
Manage and cultivate senior key business relationships within the SI’s and partners you will also be engaging with our client’s Solutions architect, service architects to measure and keep on top of delivery. Lease with professional services, legal and technical departments to ensure continuity of message.
Understand and communicate value propositions internally to the Group

Ensure that the SI’s and partnerships that are newly recruited compliment our client’s value propositions and to ensure that we are culturally aligned as potential business partners.
Develop and execute sales and marketing plans with SI’s and partners inline with our client’s Group direction
Cultivate relationships with key individuals and departments within our client to evangelise about the commercial outcome we are trying to achieve.
Maintain internal communication with our client’s senior management team about accurate business forecasting and potential sell through pipeline.
Agree and deliver revenue targets within agreed timescales.
Manage pipeline, provide Revenue Report and track ROI by each SI or partner.
Establish and manage sales champions.
Create tactical and creative mind share campaigns for the channel.
Manage your time effectively between working on and off site, organising internal resource for deliverables and down loading forecasts to the Partners and the business.

Essential Experience
Must have a good understanding of the technology industry and had experience of running multiple Channel Partners.
You must be able to clearly understand and articulate complex business and technology propositions
Understand the mechanics of a multi billion turnover corporation and how to get things done.
Must be able to be self managing and self motivating by understanding a goal oriented attitude.
Must be able to demonstrate pervious success of generating and hitting financial targets consistently as a sales person.
A good network of contacts within the SI community to gain leverage to partner for future business.
Demonstrate previous team playing examples of success and achievement with both the client and the sale team you work with.
The candidate will have gained experience 8-10years within the IT industry, having held a senior Channel or Alliance sales position for several years. This must include the selling of major IT solutions and services projects into complex environments.

It is essential that you must have an understanding of the principles of managing a business through a profit and loss account, and that you are prepared to operate in a fast moving, dynamic business where aggressive plans around the development of sales campaigns and the services business apply, and are able to work with clear rules of engagement with a sales force and being able to ensure that these goals are met.