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Dell

ISV-SI Partner Development Manager II
Philippines, PH - Computer Hardware, Computer Software, Information Technology and Services
Meet and exceed the quarterly Funnel, Revenue and Margin goals set for the ISV/ Vertical Solution Provider segment by conceptualizing, developing and executing Dell’s ISV Engagement strategy for the Philippines.

• Provide the thought leadership and execution focus to help position Dell as the preferred partner with ISVs within a reasonable period by closely aligning Dell Solutions with Customer needs. Recommend the solutions Dell should develop and offer to meet Customer’s current as well as future needs recommending the technologies, alliances and organizations Dell must partner with to realize its goals
• Be the preeminent authority on the needs of ISVs and Vertical Solution Providers across the Philippines micro analyzing needs - both current as well as emerging trends. Scan the competitive landscape analyzing the current offerings and ensure Dell’s solutions offer a clear competitive advantage
• Keep abreast of and communicate to the country/ region the direction and resource allocation by Governments towards the IT projects aligning Dell’s focus and resources accordingly. Follow the leads to ensure Dell’s reach and coverage in those areas is adequate to achieve our goals.
• Solicit and engage with Global and Regional ISVs and Tier 1 & Vertical Solution Provider in partnership with the respective in-country sales team evangelizing Dell’s vertical and horizontal solutions. Internally evangelize the role of ISVs and Vertical Solution Provider amongst the Dell sales community (Vertical Solution Sales, Outside Sales Teams, Advanced Systems Group System Consultants amongst others) so as to raise the awareness and visibility of Dell’s solutions. Jointly develop Account Plans with the in-country sales teams to put in place a structured solicitation process and track progress against milestones.
• Closely partner with leading regional and in-country ISVs to evangelize Dell’s solutions in order to ensure Dell is a certified vendor and a vendor of choice as part of their solutions offerings to their customers. Endeavor to develop a close alignment with ISVs so as to develop joint solicitation strategies. Wherever possible, lead the development of bundled promotions, OEM, S&P strategy, etc along with third party hardware vendors and application providers to drive run rate business.
• Work with Dell Solutions Architects to ensure solutions offered by ISVs is strategic to dell and help compliment dell’s solution footprint in the overall focused industry. Work with the vertical practice lead/head to identify gaps and aligning with the country sales strategy/coverage for those industries.
• Be the Subject Matter Expert ISV partnering matters providing the thought leadership for Dell’s communication strategy speaking at one to many ISV engagements. Drive recruitment activities into dell’s global technology partner program. Partner with Dell Marketing as well as Alliance Partner Marketing to develop messaging targeted at the decision makers and influencers within the ISVs and Vertical Solution Partner including
• Interlock with the local country teams as well as regional (esp the ISV Program team, ISV Global engineering team) to ensure Dell Philippines is gaining from the collective expertise as well as aligned to the regional direction. Leverage efforts in other parts of the world to cut learning curves.
• Drive ISV Certifications with the ISVs in the different solution areas, working with Global/ Regional ISV engineering team and the Dell’s solution center.

Qualifications

• Candidates for this position would presently be in sales leadership positions within the ICT/ Office Automation industry selling to the ISVs & Vertical Solution Provider.
• Extensive domain knowledge as well as the relationships with customers, alliance partners as well as ISVs.
• 10 -15 years of experience in the ICT industry with at least 5 years selling to ISVS/ Vertical Solution Provider or System Integrators.
• Graduate in any discipline preferably with an MBA from a premier institute
• Excellent communication & presentation skills
• A team player with excellent interpersonal skills

No salary provided

Posted April 24, 2015 at 04:28AM from LinkedIn http://ift.tt/1Jjy42f
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