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| POSITION DESCRIPTION |
NEW ZEALAND IT & TELECOMMUNICATION REMUNERATION REPORT MARCH 2012 |
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| Position Title: |
Alliance/Partner Specialist |
| Position Code: |
23080 |
| Career Level: |
4 |
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Responsible for
Achieving an agreed revenue target or sales quota through management and selling amongst an assigned group of Alliance/Partner organisations.
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Reports To
Alliance/Partner Manager, Sales Manager, Senior Sales Manager, Business Unit Sales Manager.
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Supervises
No supervisory responsibilities.
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Main Activities
Developing and maximising relationships with strategic Alliance/Partner organisations to achieve Sales targets and 'preferred partner' status for the organisation.
Developing detailed knowledge of the Alliance/Partner organisation, including their selling processes, buying criteria, strategic objectives and organisational culture, in order to develop objectives, business plans and Sales strategies for the purposes of growing the organisation's revenue in assigned Alliance/Partner accounts.
Constructing, instructing and managing 'virtual team/s' to perform work associated with the Alliance/Partner relationship and acting as the key liaison between the organisation's technical staff and the Alliance/Partner organisation.
Acting as the main point of contact within the organisation for interface within the Alliance/Partner organisation.
Monitoring Alliance/Partner organisations and Alliance/Partner's customer satisfaction levels. Assisting Alliance/Partner organisations in identifying new opportunities.
Providing input to budget planning for assigned Alliances/Partners.
Managing the Alliance/Partner 'pipeline', developing business cases for working with potential Alliance/Partner organisations, selling the benefits of collaboration to both the organisation's Senior Management and potential Alliance/Partner organisations and creating new Alliances/Partners in accordance with the organisation's strategic goals.
Liaising with Legal staff to outline the details of how the Alliance/Partnership has been arranged, assisting in the creation of Alliance/Partner documentation, marketing and sales support material.
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Key Skills
Outstanding negotiation skills, persuasive ability, relationship building skills, communication skills and the ability to interact at a strategic level.
Sales focus coupled with the ability to manage the goals of the organisation in conjunction with Alliance/Partner goals to obtain the best outcome for both.
Excellent presentation skills and the ability to tailor presentations according to the varying levels of technical understanding of different audiences.
Technical knowledge in the relevant environment.
Ability to work within a 'virtual team' environment.
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Internal Contacts
Sales staff at all levels, Marketing staff, Customer and Technical Support, Research and Development staff, Warehouse and Distribution staff.
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External Contacts
Alliances/Partners, Government Bodies.
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Typical Experience
5-8 years of experience, coupled with tertiary qualifications.
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Other Comments
This role may assist with the management of Alliances/Partnerships with large Solutions Providers (i.e.. 'Big 5' consultancies, large Systems Integrators and large Outsourcers), or manage one or a number of Alliances/Partnerships with small to medium Solutions Providers.
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