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Global Alliance Director

Date:  Sep 9, 2021
Location: 

Chicago, IL, US

Requisition ID:  30988

ABOUT AVAYA

Avaya enables the mission critical, real-time communication applications of the world’s most important operations. As a global leader in delivering superior communications experiences, Avaya offers a complete portfolio of software and services for contact center and unified communications— offered on premises, in the cloud, or a hybrid. Today’s digital world requires communications enablement, and no other company is better positioned to do this than Avaya. For more information, please visit www.avaya.com

ABOUT THE OPPORTUNITY

The Global Alliance Director will be responsible to identify new potential third party alliances/vendors as well as expand existing ones. They will provide overall relationship management, communicate goals, provide KPI results and create collateral to build pipeline and increase revenue. He/she will work closely with cross-functional team to include; Sales, Engineering, Marketing, and Professional Services. The continuous relationship goal is to improve quality and maximize sales opportunities. This role will remain informed regarding industry trends, new product introductions and technology, using it to continuously improve knowledge and performance of sales teams; This person will be expected to handle customer escalations and resolution of complex customer issues. Understanding Avaya product lines and differentiators will help identify training gaps and enable them to prepare & deliver training and analyze effectiveness.

Some travel will be required (once normal travel resumes) to coordinate and attend various events at trade shows and various Alliance Partner meetings.

ABOUT THE RESPONSIBILITIES

  • This role is vital to the advancement of the Avaya Alliance portfolio as part of the recently expanded Global Alliance initiative to drive recurring revenue.
  • Work with Sales and Channel partners to increase Avaya revenue of Alliance Partner offers
  • Performance of each supported Alliance Partner’s KPIs will be tracked and reported regularly
  • Work with Avaya Legal and Commercial Management on designing contract and terms
  • Build collateral, training, and marketing campaigns for offers
  • Perform sales management activities which includes pipeline management and sales outlook
  • Outputs will be reported into Alliance Management team in support of CRO upper management readouts

ABOUT THE REQUIREMENTS

EXPERIENCE:

Demonstrable and proven experience developing Alliance relationships, preferable with SaaS technologies and offers.

History of using sales management-oriented skills to accelerate adoption of offers

Regularly creating joint business value propositions for prior relationships

10+ years of high-profile partner relationship management

Sales skills such as; negotiation, securing exec support, joint selling, building pipelines and closing deals

SKILLS & COMPETENCIES:

Exceptional communication skills across various technical, legal and sales teams

Ability to develop multi-level relationships with 3rd party companies

Can define win-win strategies as well as the executable plan to achieve desired results

Ability to create and lead indirect teams

Accountable for results

ADDITIONAL INFORMATION:

Full time

Once travel resumes, ~25% travel expected

EDUCATION/QUALIFICATION:

Bachelor’s degree or equivalent minimum – advanced degree desired

Professional certification/s optional

FOOTER

Avaya is an Equal Opportunity employer and a U.S. Federal Contractor. Our commitment to equality is a core value of Avaya. All qualified applicants and employees receive equal treatment without consideration for race, religion, sex, age, sexual orientation, gender identity, national origin, disability, status as a protected veteran or any other protected characteristic. In general, positions at Avaya require the ability to communicate and use office technology effectively. Physical requirements may vary by assigned work location. This job brief/description is subject to change. Nothing in this job description restricts Avaya right to alter the duties and responsibilities of this position at any time for any reason. You may also review the Avaya Global Privacy Policy, accessible at https://www.avaya.com/en/privacy/policy/ and applicable Privacy Statement relevant to this job posting accessible at https://www.avaya.com/en/documents/info-applicants.pdf. For Job Postings within European GDPR Countries you can access this document for additional Data Privacy Information: https://www.avaya.com/en/documents/gdpr-info-applicants.pdf


Nearest Major Market: Chicago