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Global Telecom Strategic Alliances Manager

Primary Location: Austin, Texas

Additional Location(s): 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

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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.

Preferred Skills

  • 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


Dell Technologies is a unique family of businesses that helps organizations and individuals build their digital future and transform how they work, live and play—providing customers with the industry’s broadest and most innovative technology and services portfolio. We value our customers, winning together, innovation, results and integrity. Grow your career with a highly competitive salary, bonus programs, world-class benefits and unparalleled learning and development opportunities— all at a company that is proud to be diverse and inclusive. Learn more on how we are closing the diversity gap here.

Dell is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Dell are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Dell will not tolerate discrimination or harassment based on any of these characteristics. Dell encourages applicants of all ages. Read the full Employment Opportunity Policy here.

Job ID: R133924

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