Global Alliances Theater CSP Program Lead – DELL – Australia


Global Alliances Theatre CSP Program Lead Role
Location APJ (Singapore or ANZ)
Dell provides the technology that transforms the way we all work and live. But
we are more than a technology company — we are a people company. We inspire-
challenge and respect every one of our over 100-000 employees. We also provide
them with unparalleled growth and development opportunities. Within the
Alliance CSP at Dell- we are looking for an Alliances Account Executive to
join our team in APJ
Our success is built on strong partnerships- all around the world. Powerful
connections drive our business forward and shape the future of innovation at
Dell. Dedicated individuals in Alliances within Outside Sales are at the hear

of it all. It`s about the big picture- developing global alliance strategie

for the organization- building the kind of unique value propositions that ca

only come from robust- insightful relationships. And it`s about poten

specifics – perfectly positioning software solutions to match Alliance partne


Key Responsibilities

To represent Global Alliances organization and Cloud Service Provider (CSP)
Program internally across Dell Technologies and externally to our partner
community in APJ. Educate and sell the value to all key stakeholders around
the value of the CSP partner program and opportunity through partnership and
leverage. Established leader of the CSP community in the respective region.

Ability to clearly define- educate and represent the ‘perceived value` of the CSP program to each partner and internal Dell Technologies stakeholders
Establish close working relationship with ALL Alliance Led CSPs in theatre & engagement with All Field Led CSPs
Responsible for all CSP partner program awareness & education – requirements- benefits- VALUE
Meet w/ Alliance Led partners 1x/Quarter – 1 meeting/year in person
Meet w/ Field Led partners 2x/Year
Educate GAMs & ASDs on the program and how to leverage the program as a selling tool for business development (sell IN enablement)
Become established as local SME for CP/SO program track questions – align closely w/ ASD/ASR organization (sell OUT enablement)
Collaborate w/ local ASD/ASR to ensure local Enterprise & Commercial sales districts are educated on the program
Drive partner tier stabilization & promotion – ensure regular reviews around compliance – POS- training req.- etc.
Once partners are identified for promotion (mid-year & annual) from Authorized to Gold- hold program review and ensure partner wants to participate in CSP program track
Develop ROI views for partners on the cusp of promotion to a higher tier both in preparation for mid-year and FY review as a component of partner business plans
Act as ‘feedback engine` to gather regular feedback from CSPs in program and areas for improvement into annual program planning process
Develop business growth plans in alignment with Global CSP strategy to align Global program goals with respective theatre goals and growth plans

Essential Requirements

Extensive experience in selling
Experience which demonstrates a significant level of expertise in technical specification required to sell products and services is required
Aptitude for understanding how technology products and solutions solve business problems
Ability to convey information clearly and provide analysis as needed to help business partner making buying decision
Ability to work collaboratively with employees within department and across function/regions.

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.

If you have the talent to forge powerful alliances that drive human progress
through technology- this is your opportunity to develop with Dell. Apply

Closing date: 30 September 2019 .

Dell is committed to the principle of equal employment opportunity for all
employees and to providing employees with a work environment free of
discrimination and harassment. All employment decisions at Dell are based on
business needs- job requirements and individual qualifications- without regard
to race- color- religion or belief- national- social or ethnic origin- sex
(including pregnancy)- age- physical- mental or sensory disability- HIV
Status- sexual orientation- gender identity and/or expression- marital- civil
union or domestic partnership status- past or present military service- family
medical history or genetic information- family or parental status- or any
other status protected by the laws or regulations in the locations where we
operate. Dell will not tolerate discrimination or harassment based on any of
these characteristics. Learn more about Diversity and Inclusion at Dell here.

Job Family: Business-Support Job ID: R034028