Alliance Manager: Dell Technologies | IT Recruitment


  • The Alliance Manager operates in large geographies where a number of different operations can be used to offer the full spectrum of the company solutions into most vertical market’s segments.
  • Alliance Managers are extremely rich in industry knowledge and are experts in their fields.
  • The primary responsibility of the Alliance Manager is to develop successful alliances with partners to facilitate product development and deployment for the company solutions.
  • They ensure that every alliance is orientated towards creating incremental value for the company, increasing long term revenue.
  • These individuals work closely with the business development and sales organization 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, maximizing and driving the relationship between the company and selected key partners.

Key Roles and Responsibilities:

Develop, manage, maximize and drive the successful alliances with partners to facilitate product development and deployment for the company solutions and develop marketing programs that support sales.

  1. Translate the strategic direction of Alliance Management into operational plans and objectives and use Data solutions and technology trends to evaluate and develop detailed alliance management plans.
  2. Drive new partnerships, negotiate and secure the best available level of partner funding for the company activities, negotiate and secure best value pricing for partner supplied services and products and ensure that effective processes and tools are implemented.
  3. Negotiate and implement catalogues, operational processes and the terms and conditions for new partner take on and renewed partners.
  4. Monitor the implementation of the plan, ensure the performance management of selected partners and take remedial action against poor performance.
  5. Manage and identify risks and assist with the development of mitigating strategies.
  6. Identify the supporting resources such as reports, processes, training and/or documents required to maximize the success of the alliance.


Education required        

  • Post Graduate Degree
  • Commercial or Technical Qualification


Work experience required          

  • At least 5 years’ work experience
  • At least 3 year’s alliance management experience
  • Post Graduate Degree
  • Commercial or Technical Qualification


Skills and knowledge

  • Display knowledge of market position and trends for solutions and services
  • Display relevant business process and functional knowledge
  • Displays knowledge of products that constitute solutions
  • Assertive, influential, persuasive with excellent negotiation skills
  • Excellent knowledge of business and solutions
  • People management and leadership skills
  • Rich in industry knowledge and experts in their field



  • Ability to coach and mentor junior alliance management employees
  • Excellent communication skills and ability to engage effectively in difficult situations
  • Ability to develop and execute alliance management plans
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