Alliance and Partner Director
6 days ago
This is a multi-faceted Sales role, with the objective of delivering new pipeline opportunities to the existing Cloud Direct sales team. This will be achieved through a combination of owning the Alliance relationship with Microsoft, and the building of a new channel through the onboarding of a set of key partners.
The key element to the role is to build and grow a new set of channel partners to deliver in excess of £2m (margin) of incremental pipeline:
- Build a channel plan, that will deliver on the expected financial return to Cloud Direct
- Identify between 10 and 20 potential partners where potential new opportunity for Cloud Direct’s professional and managed services can be generated.
- These partners will span consultancies of all sizes, resellers/LSPs, other services organisations where our service fill a potential gap in their portfolio.
- To position the value of Cloud Direct to these potential partners and own the commercial, contractual and onboarding aspects of the partnership.
- To support these partners in qualifying opportunities before passing them to the relevant seller in the Cloud Direct team.
The Microsoft side of the role will focus on:
- The development, ownership and execution of the Microsoft Partner Plan.
- Selling the value of Cloud Direct to Microsoft, across various sellers and stakeholders
- Build and maintain a comprehensive network and key contact relationships.
- Gain mindshare that drives incremental leads and revenue for Cloud Direct.
- Ensure Cloud Direct leverages every relevant Microsoft initiate and funding program.
- Engaging with Microsoft field sales organization to communicate our differentiation and capability, to identify target accounts to approach with the various Microsoft services offered by Cloud Direct.
- Learning and articulating both Microsoft product features / differentiation as well as Cloud Directs ability to implement those technology solutions.
- Work closely with Cloud Direct Product Marketing to align Microsoft roadmaps and programs with our product development roadmaps.
- Introduce and connect Microsoft sales professionals to Cloud Direct sales professionals and building cadence around key activities / targets / accounts and programs.
- Attending relevant Microsoft events, differentiating Cloud Direct against our competition.
- Own sales escalations with Microsoft to support the acceleration of sales opportunities.
- Help coordinate communications across all Microsoft contacts.
Qualifications and experience required
- Proven track record in building new GTMs and Partner Channels in a Microsoft focussed MSP or equivalent.
- Good understanding of the Microsoft channel ecosystem.
- Good network of potential channel partners that could fit Cloud Direct’s channel ambitions.
- Strong commercial understanding and negotiation skills.
- Strong existing Microsoft seller network, spanning SMB, SMC and Enterprise, across all levels
- You will have expertise within the Microsoft ecosystem (across M365 and Azure Clouds), including the products, sales organization/approach, programs, services and partners.
- You will possess an understanding of MSP / services sales and partner-based selling.
- Outstanding interpersonal skills – written, oral and facilitation.
- Ability to problem tackle – balancing both strategic and immediate needs.
- Ability to work independently and willing to travel.
- Self starter, ability to thrive in a fast paced, constantly evolving, and high growth environment
What do we offer you?
- Responsible Time off (uncapped annual leave)
- Income Protection / Life Assurance / Critical Illness Cover
- Pension Contribution
- Health Care Cash Plan
- Fitness Cash Contribution
- Employee Assistance Programme
- Enhanced Maternity & Paternity Leave
- Endless Growth Opportunities: professional development, mentoring and advancement within the growing team.
- Culture of Excellence: We foster a high-performance culture that recognizes and rewards exceptional talent.
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