Global Telecom Strategic Alliances Manager
Primary Location: Austin, Texas
Dallas, Texas, United States; Hopkinton, Massachusetts, United States; Houston, Texas, United States; Remote - California, United States (All Other); Remote - Texas, United States; San Antonio, Texas, United States; Santa Clara, California, United States
Global Telecom Strategic Alliances Manager
Role and Responsibilities
The Global Telecom Strategic Alliances Manager will drive the overall relationship between the Dell Telco BU and partners that have industry leadership, as well as managing GTM and business development initiatives The focus ison partnersthat drive Dell Technologies success withinTelcosand specificallyassists indriving a Network Transformationincluding 5G.Dell Technologies providesinfrastructure solutionsfrom the edge, to the data center to the cloud, andTelco BU plays a critical role in bringing solutionsto the market.Therole requires one to be an ambassador of theTelco BUwithin the region,and the liaison between many cross-functional organizations to align and execute on a commondocumentedmission.
Ownership ofspecific partner relationships driving the DT Telco Strategy including defining the objective with the partner, solutions/initiatives and a strategic partner plan documenting what good looks like.
Growth mindset with the desire and ability to workinarapidly expanding business unit focused ondeveloping Dell Technologies as the leader in 5Ginfrastructuretechnologyfrom edge to core to cloud.
Ownership of field interlock and cadence of strategic opportunitieswithinthe TelcoCustomers, especiallythe focused 30 global accounts, and partners.
Defining engagement model for TopTelco Partners, including Workshops/agendas, innovation days, and service creation eventsdriving to a documented plan (Strategic Partner Plan).
Ownership of interlock with Center ofCompetency andother field organizations, including development of campaigns.
This includes partner co-developinganddriving strategic initiatives for the businessrelated toGTM,sales enablement,andsalesgrowth programs through various routes-to-market.
Ability to work cross-functionally and navigate between various Product Management, Marketing, Sales, Operations, and Alliances or partnering company’sorganizations.
Leverage industry and technical knowledge and maintain relevancy of global markets, customers, and technologies to be a part of the feedback loop toTelcoproduct managementandengineering.
Develop organizational effectiveness to drive business growth by streamlining cross-functional processes globally.
Effectively communicate Dell TechnologiesTelecomstrategy to internal and external stakeholders.
Undergraduate degree and 10+yearsrelevant experience or Graduate degree and 8+ years relevant experience
Experience with Telecoms, 5G, Telecom Transmission Networking, OSS/BSS and other Telco technologies/services
Knowledge of the Telco Partner Ecosystem including knowledgeofspecificpartner types for example System Integrators,ISVs and Telco workloads, IHV and VIMPartners.
Strong business and financial acumen to focus on the economics of business development initiatives
Strong project management skills, holding cross-functional teams accountable for results
Ability to travelregionallytoDell Technologies field resources, channelpartnersand eventsas needed
Ability to work cross-functionally withproduct management, marketing andfieldteams
Works effectively with functional leaders throughout the organization
Excellent communication (verbal and written) and interpersonal skills
Strong analytical skills
Demonstrated ability to develop business cases and executebusiness development plans.
7+ years demonstrated success in business/market development, product management or partner management.
Knowledge of Dell Technology infrastructure products and solutionsincluding:server, storage, and networking related to IaaS, PaaS, CaaS, analytics and assurance, NFV/Telco Cloud, and emerging Edge/5G technologies
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Job ID: R133924