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    Job Profile Summary

    The Alliance Manager operates in large geographies where a number of different operations can be used to offer the full spectrum of Dimension Data solutions into most vertical markets segments. Alliance Managers are extremely rich in industry knowledge and are experts in their fields.

    Job Description

    The primary responsibility of the Alliance Manager is to develop successful alliances with partners to facilitate product development and deployment for Dimension Data solutions. They ensure that every alliance is orientated towards creating incremental value for Dimension Data, increasing long term revenue. These individuals work closely with the business development and sales organisation and develop and maintain broad and deep partner relationships in all solution areas, developing marketing programs that support sales. They also take responsibility for managing, maximising and driving the relationship between Dimension Data and selected key partners.

    Develop alliance management plans
    The Alliance Manager uses a deep understanding of Dimension Data solutions and of technology trends to evaluate and develop detailed alliance management plans. They explore existing alliances to discover perspectives, information and opportunities which later are included in these alliance management plans. They translate the strategic direction of Alliance Management into operational plans and objectives. In so doing, Alliance Managers define a complete plan for managing the alliance, ensuring execution of projects in co-operation with marketing needs.

    Develop and manage propositions
    Alliance Managers drive and market Dimension Data skills, propositions and capabilities within selected partners. These individuals drive new partnerships, selling new business opportunities to existing partners and developing and managing the partner propositions. They negotiate and secure the best available level of partner funding for Dimension Data activities, including marketing and rebates. They negotiate and secure the best value pricing for partner supplied services and products and ensure that effective processes and tools are implemented to drive the adoption and benefit of partner programs.

    Engagement and activation
    The Alliance Manager collaborates with a variety of internal stakeholders to negotiate and implement catalogues, operational processes and the terms and conditions for new partner take on and renewed partners. He/she contributes to the facilitation of service development and ongoing product management for new and existing propositions, ensuring introduction, in-life management and continual improvement plans are established and followed. They ensure that due diligence negotiations of terms are conducted and an introduction to operations and ensure that partner contracts are signed to enable activation of the partner relationship, including the conclusion of service level agreements.

    Monitor plan progress
    Once the plan has been developed, Alliance Managers take responsibility for the consistent and systematic monitoring of the plan to ensure its sustained success. They ensure adherence to the plan and provide quick responses to emerging problems by making adjustments to the plan. The Alliance Manager ensures the performance management of selected partners to ensure that metrics are accurate and evidential and that remedial action is taken against poor performance. They ensure that partner investments and activities from funding are measured against agreed key performance indicators. They ensure that preferred partners adhere to strict service level agreements and adopt the Dimension Data processes and methods and deliver to high standards of service and quality.

    Manage risk
    The Alliance Manager knows the risks that are common to the types of alliances that he/she manages and takes accountability for identifying risk and developing mitigating strategies. They evaluate and assess the impact of and the overall success of the alliance and in so doing are able to proactively detect and manage risk situations through ensuring that regular audits are conducted. They contribute to the ongoing management of the partner relationship and their levels of service delivery.

    Ensure supporting resources
    Alliance Managers identify the supporting resources and systems such as reports, processes, training and/or documents that provide the most value and employ them to create the greatest value for the alliance. They gather, evaluate, assess and use the supporting resources that have consistently provided the greatest value and in so doing maximise the success of the alliance. Once this knowledge has been gathered, it is stored in an electronic library for future use.

    Coach / Mentor
    These individuals act as coaches to the Alliance Specialist and Senior Alliance Specialist and at times to all parties involved in the alliance. They provide the team with ideas and actions designed to enhance the performance of the overall alliance. They proactively share their expertise and focus their coaching and mentoring sessions on how to do things right.

    Relationship development
    The Alliance Manager builds multi-level relationships with its partners, including those in more senior positions. They use their knowledge of partner propositions, their markets, the business challenges and customer opportunities to build, develop and leverage their alliances. These individuals ensure that the relationships with their partners are well managed and mutually beneficial, creating alliance retention and adding immense long-term value to the business.

    People Managers
    They act as people managers for a group of junior Alliance Managers. They partner with the organisation to attract the right talent and ensure their team is staffed according to requirements. They ensure employees reporting to them are engaged and understand their career opportunities, by taking responsibility for the development and training of their direct reports. They ensure that their team is rewarded and remunerated according to their performance.

    Behavioural skills
    Alliance Managers are very assertive in their approach and display excellent persuasion and influence ability. They use their expert negotiation skills and deep knowledge of the business and solutions to ensure effective alliance and partner management. They possess excellent communication skills (both verbally and written) and employ these skills to interact with a variety of stakeholders. They have good project management skills and are able to engage in difficult situations.

    Required Work Experience:
    8 years work experience
    At least 6 years alliance management experience

Salary: Not Disclosed by Recruiter

Industry: IT-Hardware & Networking

Functional Area: Sales , Retail , Business Development

Role Category:Channel Sales

Role:Client Relationship Manager

Employment Type: Full Time, Permanent



UG: Any Graduate - Any Specialization

Company Profile:

Dimension Data India Pvt Ltd.

Who are we: Dimension Data is simply a great place to work. We are a USD 8 billion, Wholly-owned subsidiary of the NTT Group business. Over 31,000 employees in 58 countries. Dimension Data was founded in 1983 at the inception of networked communications with a simple vision â€" to do great things. Dimension Data headquartered in Johannesburg, is a specialist IT services and solution provider that helps clients plan, build, support and manage their IT infrastructures. Dimension Data recognized as one of only 5 Global Top Employers.

What we do: We use the power of technology and innovation to transform our clients’ organizations. While we ve established a solid heritage in communications and networking, Dimension Data is continuously investing in the big bets for the IT landscape of the future: Cloud, Data centre, Mobility, Security, Big data analytics, End-user computing.

How we do it : Our Business Units are responsible for ensuring we have a compelling suite of technology and service offerings to deliver business value. The solutions we offer to our clients: Communications, Data Centre, End-user Computing, Networking, Security. Our Service: Systems Integration, Enterprise Services, ITaaS.

With Dimension Data you can be the person who exceeds your potential, because we accelerate your ambition.
Impressive - don't you agree? Be a part of our dedicated and hardworking strategic business & consultancy team in India, who are at the top of their game. Visit our career section on
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