EMC Dell EMC Global Alliances Managing Director in Hopkinton, Massachusetts

Job Description:

Global Alliances represents a growing element of the EMC business & revenue plan. We are seeking a leader to drive the next evolution of our partner motion globally. The successful candidate will demonstrate business and industry knowledge and experience in building new Alliance partnerships and expanding existing alliances with specific focus on proven business development skills. Candidate will build and drive the strategy needed to develop a portfolio of offerings, services and solutions within each country and region for that partner at global scale.

Primary Responsibilities:

•Develop new portfolio of solutions & offers with Global Partner aligned by industry vertical, which enable their practice areas/COEs with EMC capabilities and embeds our EMC products and services wherever possible. Focus on incremental business development market opportunities.

•Lead cross-functional team to build the Business Case for each solution covering all aspects of solution development and go-to-market (GTM) including: market validation, solution creation, commercials, sales engagement, co-investment, delivery enablement, and bookings & revenue model.

•Own Annual Partner Plan that will orchestrate and steer all partner engagement, solution development, GTM motions and revenue plans.This plan will be reviewed and updated on a rolling, quarterly basis and socialized and vetted with executives of both companies.

•Accountable to deliver service catalog for all offers, services & solutions in a portfolio model

•Leverage Alliances governance structure and value-chain model to identify, fund, incubate, launch & measure offerings that are integrated, aligned and contain the right metrics and measurements for ongoing sustainability and maturation of each offering

•Single point of ownership for all key relationships at the partner at all levels. Critical skill requirement to navigate the partner’s director/partner & executive ranks and establish ongoing, meaningful business relationships.

•Develop relationships with other team members of the EMC Alliances organization along with other EMC decisions makers, executives, influencers and potentially other partners within the EMC Alliance’s ecosystem

•Enhanced internal and external business intelligence

•Maintain detailed knowledge of EMC software and hardware products and competitive products

•Provide critical leadership role on Global Alliances team aligning partner opportunities to the correct areas within EMC

•Work with sales executives to coordinate virtual teams

Key Competencies

•Deep knowledge and understanding of partners with established relationships and proven results

•Significant leadership experience in a large, complex, highly matrixed organizations

•Demonstrated success in designing and implementing large scale business development programs

•Ability to deal effectively and remain focused on key tasks in a multidimensional organization

•Sales and service delivery experience with proven quota attainment

•Verbal and written communication skills with the ability to engage with and present to executive levels with customers, partners and colleagues

•Able to build internal network & expand external network

•Ability to understand business issues and articulate EMC value proposition

•Ability to engage the field and sales management

•Cultural awareness & international experience

•Ability to recruit, retain and develop key talent

•Operational excellence

•Executive presence

•Success leading and driving change management and strategic sales initiatives

•Conflict resolution across virtual teams and environments

Experience Required:15 - 20 Years

EMC Values:

When you choose our company, you join a diverse world of innovative thought leaders. At our core is a commitment to workplace diversity, the sustainability of our planet, and community corporate involvement. We offer highly competitive salaries, bonus programs, world-class benefits, and unparalleled growth and development opportunities-all to create a compelling and rewarding work environment.

We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity and/or expression, national origin, protected veteran status, disability, genetics, or citizenship status (when otherwise legally authorized to work) and will not be discriminated against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we operate. We encourage applicants of all ages.

Critical Hiring Criteria:

Functional Area(s):

Sales, Global Solutions



Business Unit:



US - Illinois - Chicago, US - Massachusetts - Hopkinton, US - New York - New York City, US - California - Santa Clara