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Global Alliance Account Executive - DXC, ANZ

St Leonards, Australia

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Job ID R22800 Date posted Mar. 06, 2019

Global Alliance  Account Executive- DXC, ANZ

This position provides strategic leadership to the Alliances organization through driving close collaboration and engagement with key global partners.  This role is specific to DXC in  ANZ region  and can be expanded for the right candidate. DXC is Dell EMC's largest partner and both organizations have a well aligned global strategy. This candidate will work closely with multiple (internal and external) stakeholders to ensure successful execution of an annual Go-To –Market plan. The partner plan will leverage the partner expertise in industry verticals, solutions, products and technology. This is an individual contributor role and strong candidates can grow into other roles within the Global Alliance business unit.

 The role incorporates understanding of partner business strategy, sales enablement, top account deal support, messaging, and partner engagement as additional aspects The role demands a highly collaborative individual who can effectively work with other teams, including internal and external sales/pre-sales, account management & implementation, and marketing.

This is a quota carrying role and one of the critical success factors is the ability to drive revenue with DXC. The candidate needs to have strong sales acumen and be a self motivated individual who can drive results.

Role Charter:

  • Driving revenue and results in a defined geography.
  • Growing customer base with DXC  in multiple engagement models including sell through, sell in, sell with based on a business plan and an execution plan. Work with theater leadership to define a joint  market development and sales  execution plan for markets under scope.
  • Accurate forecasting and tracking of partner opportunities.
  • Engaging with partner to drive transformational deals with multi year opex/consumption driven models
  • Market development and demand generation using joint partner offerings.
  • Establish appropriate revenue reporting and cadence in conjunction with business operations.
  • Serve as region’s single point of contact for all matters connected with the partner
  • Know in detail the partner organization people and processes
  • Champion overall partner competitiveness for the theater and establish a strong customer engagement model.

PRIMARY RESPONSIBILITIES:

  • Driving sales, acquiring net new logos, achieving results.
  • Business Planning and Governance through quarterly reviews, monthly cadence and opportunity tracking.
  • Align with Partner and Industry Leadership to define and prioritize partner strategy
  • Define top priority solutions for the industry and partner alignment
  • Build partner industry plan, including marketing campaigns and priority solutions
  • Work with industry team, sales and marketing to begin execution of campaigns
  • Manage standard reports/dashboards Alliance leadership
  • Collaborating with internal teams (GCCS, MDC, UDS, DPS)
  • Support partner activities across industry events

Experience Profile : 15 + years of experience

The candidate has to be a highly collaborative individual with the ability to drive internal and external stakeholders towards a common goal.

This role can be expanded to cover a larger region for the right candidate with adequate experience.

  • Experience in sales(SI, Software or infrastructure)
  • Driving business through initiative, working through matrix organisations
  • History of developing and executing partner Go-to-market plans
  • Successful execution of solution or campaign launches to global sales organization.
  • C-suite relationship engagement and management
  • History of successfully developing and leading multiple strategic partnerships
  •  Excellent spoken and written communication, interpersonal, relationship building skills
  • Ability to work both independently and with a team
  • Sound business acumen skills; thrive in a fast-paced, dynamic work environment.

"LIPriority"

Role Charter:

  • Driving revenue and results in a defined geography.
  • Growing customer base with DXC  in multiple engagement models including sell through, sell in, sell with based on a business plan and an execution plan. Work with theater leadership to define a joint  market development and sales  execution plan for markets under scope.
  • Accurate forecasting and tracking of partner opportunities.
  • Engaging with partner to drive transformational deals with multi year opex/consumption driven models
  • Market development and demand generation using joint partner offerings.
  • Establish appropriate revenue reporting and cadence in conjunction with business operations.
  • Serve as region’s single point of contact for all matters connected with the partner
  • Know in detail the partner organization people and processes
  • Champion overall partner competitiveness for the theater and establish a strong customer engagement model.

PRIMARY RESPONSIBILITIES:

  • Driving sales, acquiring net new logos, achieving results.
  • Business Planning and Governance through quarterly reviews, monthly cadence and opportunity tracking.
  • Align with Partner and Industry Leadership to define and prioritize partner strategy
  • Define top priority solutions for the industry and partner alignment
  • Build partner industry plan, including marketing campaigns and priority solutions
  • Work with industry team, sales and marketing to begin execution of campaigns
  • Manage standard reports/dashboards Alliance leadership
  • Collaborating with internal teams (GCCS, MDC, UDS, DPS)
  • Support partner activities across industry events

Experience Profile : 15 + years of experience

The candidate has to be a highly collaborative individual with the ability to drive internal and external stakeholders towards a common goal.

This role can be expanded to cover a larger region for the right candidate with adequate experience.

  • Experience in sales(SI, Software or infrastructure)
  • Driving business through initiative, working through matrix organisations
  • History of developing and executing partner Go-to-market plans
  • Successful execution of solution or campaign launches to global sales organization.
  • C-suite relationship engagement and management
  • History of successfully developing and leading multiple strategic partnerships
  •  Excellent spoken and written communication, interpersonal, relationship building skills
  • Ability to work both independently and with a team
  • Sound business acumen skills; thrive in a fast-paced, dynamic work environment.

"LIPriority"

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