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Director of Channels and Alliance Partner Management

Job Title
Director of Channels and Alliance Partner Management
Job ID
27014705
Location
Tysons Corner,  VA 22182
Other Location
Description

JOB TITLE: Director of Channels and Alliance Partner Management

REPORTS TO: SVP of Solutions and Product Management

LOCATION: Tysons Corner, VA (HQ)

 

POSITION SUMMARY:

The Director of Channels and Alliance Partner Management will be responsible for helping support MicroTech’s Strategic Partners. They will work directly with either the CEO or appropriate SVP to help manage these Strategic relationships. The Director of Channels and Alliance Partner Management will help enable the sales teams so vendor programs are understood and maximized to increase MicroTech profitability.

 

PRINCIPLE DUTIES AND RESPONSIBILITIES:

Goal of the Director of Channels and Alliance Partner Management

  • Understand what is important to a Partner and to help ensure we deliver value to them.
  • Work with the Management team to obtain optimal cost.
  • Maximize partner relationships to enhance MicroTech’s profitability
  • Obtain funding to lower cost of sale and increase sales profitability
  • Examples of how to do that are:
    • Provide salary offset
    • Procure marketing funds
    • Maximize deal registration programs
    • Reduce training costs
    • Maximize back end programs

 

The Director of Channels and Alliance Partner Management, will manage Corporate and Strategic certifications. They will work with HR to ensure that new employee’s certifications are mapped to MicroTech as well as identify gaps created through employee attrition.

Expectations:

  • Monthly Certification gap reporting
  • Work with Department heads to ensure resources are committed and working on certs
  • Report in real time any gaps created do to attrition

 

The Director of Channels and Alliance Partner Management will also use independent judgment and discretion in matters of partner management like, building awareness for a marketing concept, understanding and presenting the value prop of vendor programs.

 

In order to ensure we are adding value and increasing profitability, Director of Channels and Alliance Partner Management, will provide statistical analysis and report those findings on a quarterly basis.

 

  • Salary offset
  • Equipment procurement
  • Marketing funds
  • Marketing co-branded
  • Memos of Understanding
  • Training offset
  • Back end rebates

 

Functions:

  • Assist in development and growth of MicroTech’s alliances with Strategic Partners. Support the execution of business plans which can include sales, teaming, training, etc. 
  • Assist in helping MicroTech become the preferred partner to Strategic Partners, as well as the best overall solution in the market.
  • Help build awareness within MicroTech of Vendor programs, trends and events. 
  • Support growth and customer satisfaction.
  • Work directly and consistently with vendor counterparts.
  • Understand and communicate MicroTech value prop to Strategic Partners.
  • Understand and help communicate to MicroTech management personnel on plan progress, challenge areas and expected successes.
  • Maintain and update certifications records.
  • Ensure gaps are identified and get well plans are implemented immediately when necessary.
  • Ensure that company training policies are understood and enforced.
  • Achieve and maintain sales certifications for vendors they are managing.

 

QUALIFICATIONS/SKILLS & KNOWLEDGE REQUIREMENTS:

  • 3-5 years of experience is required.
  • Bachelor’s degree required. MBA preferred.
  • Previous direct interaction with channel team.
  • Excellent written and verbal presentation skills.
  • Planning and organizing skills at a detail-oriented level along with ability to manage priorities and deadlines.
  • High energy with the capability to multi-task in a dynamic, rapidly-growing organization.    

 

Functions:

  • Participate in Strategic Partner meetings.
  • Develop knowledge of partner solutions
  • Achieve and maintain vendor certifications
  • Maintain records and report quarterly on profitability programs.
  • Work with MicroTech staff and Strategic Vendors to procure equipment for I2C when needed.
  • Provide support for Vendor trainings.
  • Help build awareness within MicroTech of Vendor programs, trends and events. 
  • Support growth and customer satisfaction.
  • Understand and communicate MicroTech value prop to Strategic Partners.

 

GENERAL INFORMATION:

The above statements are intended to describe the general nature and level of work being performed by individuals assigned to this position. They are not intended to be an exhaustive list of all duties, responsibilities, and skills required of personnel so classified.

The successful candidate must be able to work in a fast-paced environment with demonstrated ability to juggle and prioritize multiple, competing tasks and demands and to seek supervisory assistance as appropriate.

 

MicroTech is an Equal Opportunity Employer.

EOE/Minorities/Females/Veterans/Disabled are encouraged to apply.