Do you excel at building relationships and enjoy bringing go-to-market (GTM) strategies to life? If so, you may be a great fit for our Alliances Manager role supporting our ISV Partnerships. You will have the opportunity to nurture relationships between Lenovo and other ISV’s building outcome based solutions leveraging AI Platforms and support a large number of opportunities with our Sales teams. This is an exciting opportunity to be part of a strategic and fast-growing relationship.
Lenovo is currently seeking candidates for an Alliance Manager position, to work on supporting our strategic alliance. You would act a liaison between Regional alliance leaders, sales teams, and practice teams on both sides as we take a fast growing list of opportunities to close. Alliance Manager will have strong project management skills, attention to detail, outstanding oral/written communication skills, and the ability to work in a fast-paced environment across a highly matrixed organization.
Work You'll Do:
High Level - Alliance managers have a breadth of responsibilities which are prioritized within the Alliance Leadership team. Those activities include:
Relationship Management - Establish, manage, and support a meeting cadence to foster strong executive relationships between Lenovo and entire ISV Ecosystem focused on AI Solutions . Work with Lenovo and ISV’s & also Platform Partners like NVIDIA , INTEL , AMD to understand key criteria & KPI's for the alliance and keep management apprised of the health of the relationship. Manage governance process. Keep track of action items and follow-up coming out of executive connect meetings and Monthly/Quarterly business reviews. Work with Regional Alliance leaders to keep them apprised of everything we are doing at the global level to drive incremental sales & enhance the relationship.
Alliance Operations - The Alliance Manager will focus on the operational aspects of this Strategic Alliance relationship – e.g. creating and managing joint programs/initiatives, managing global activities, training programs, sales education programs, creating a set of webinars for internal and external consumption, work with marketing on global and regional demand gen programs, coordinate with marketing for messaging, support of events to build demand pipeline and coordinating with various teams (legal, finance, delivery, sales, procurement, practice) to ensure all contractual documentation, & invoicing process with ISV’s are in place.
The AM will perform a wide variety of activities that will be focused on relationship management, ranging from analytical tasks to operation of the alliance to some levels of alliance-based marketing. The AM will lead initiatives and the execution of alliance operations activities, co-facilitate meetings and cadence calls on pipeline, plan for and coordinate key client events, while building Lenovo’s brand and trust with the Alliance.
Roles & Responsibilities:
The role involves:
- Being the SPOC for all general alliance-related requests.
- Working with internal stakeholders in exceeding the S/W revenue aspirations for all alliance partners
- Build strong cross-functional relationships with members of the alliance teams, practice teams , regional sales teams, and the ISV sales and Platform alliances teams ( NVIDIA , INTEL, AMD)
- Coordinate Pre-sales support and Practice team resources in CAP where appropriate.
- Co-Lead pipeline management and GTM initiatives and assist with business development activities.
- Propose ideas for alliance team to connect with clients, including customization of joint marketing materials and distribution of relevant thought-leadership to key stakeholders
- Identify brand differentiators at the client and create client-specific marketing materials, and work with the industry teams to engage our client accounts
- Research and distribute relevant client and marketplace news to alliance team and also in-bound communication of alliance materials to the Lenovo teams
- Monitor and share relevant thought leadership with the alliance team
- Provide recommendations to alliance leadership related to alliance management
- Ability to handle minimal travel to key events and Present
Job Requirements:
- Exceptional relationship building/relationship management skills to establish rapport, trust and confidence with alliance teams. Team player
- Project management experience (process-oriented) and ability to work in a fast-paced environment and manage multiple tasks
- Minimum 5 years' experience in a Partner/Alliance team and over all 15 + Years of Sales experience
- Demonstrated success performing in a large matrixed organization
- Excellent written and oral communications skills and interpersonal skills
- Proficient in Microsoft Office suite - strong PowerPoint and Excel skills critical
- Strong problem solving and analytical skills
- Demonstrated ability to take initiative and interact with all levels of management
- Ability to act autonomously, self-starter
- Quick learner with high energy and creative problem-solving skills
- Detail oriented, ability to adapt to changing environment
- Potential Travel up to 25%
- Preferred Qualifications :
- Experience working in solution ideation, white space assessment, orchestrating solution build, and coordination with marketing.
- Experience working with the C-suite of Alliance partners.
- Bachelor's degree
