Please direct your responses to: mike@fowlerplacement.com
Are you interested in working for an start-up company that is exploding with growth? This is the place where you want to be! Our client is a small, very fast growing cloud technology vendor. They are a leader in their space and their highly-rated, cutting-edge enterprise infrastructure offerings are in high demand by companies throughout the world in their lead to provide new, disruptive technologies to the marketplace. As a result of their current and ongoing expansion our client currently is seeking a talented candidate with a technical engineering, product management, technical marketing, technical alliance, or business development background, ideally with experience in the realm of storage, cloud, virtualization/VDI, and other related technologies such as Amazon Web Services, Azure, Network File System, etc. to work closely with the business development team focused on other very large technology vendor companies for this exciting opportunity:
Position title: Technical Alliance Manager
Location: Anywhere in U.S.
Position description:
The ideal candidate for this role is a technically-oriented sales engineer type candidate with an entrepreneurial approach and great customer facing skills. The charter of this role will be to work directly with very large vendor partner companies for product introductions, technical initiatives, and business development activities. The Technical Alliance Manager helps cultivate industry partners for increased routes to market leverage and market validation. Members of this team will pursue opportunities to build mutual benefits that expand customer reach and geographic expansion. The qualified candidate will contribute to the design, development and implementation of strategies and plans for determining partner viability, developing relations resulting in synergistic customer opportunities, and building a repeatable customer acquisition mechanism. Part of this role will include comprehending the company's products and the products and go to market strategies of partners for determining best fit candidates.
Position responsibilities include:
•Representing the company as a respected industry partner through diligence and careful
execution resulting in satisfied partner relationships through competent written, verbal, and in-
person communication.
•Evangelizing products, company vision, and industrial trajectory points of view including on-
going self-learning insight collection to remain contemporary about the changing world of IT
infrastructure.
•Evaluating vendor partners at various stages of maturity to provide recommendations for
continuation, termination or areas of improvements including go-to-market, technological
synergies, customer affinity, and competitive context.
•Capable of relating our product offerings to partners and partner offerings to others at various
levels of the organization ranging from engineering to those requiring higher level
communication, and being able to adjust as needed to meet the audience needs.
•Capable of creating and contributing to content creation on a technical and marketing level to
provide contextual insight pertinent to the company's markets and to partner markets that
highlight those specifics benefits, know-how, best practices, and selling efficiencies.
•Driving and conducting technical evaluations as required to satisfy information needs that drive
decisions by mutual executive audiences and/or on-going customer proof points.
•Providing constructive input to, and the creation of, business plan
Detailing information in verbal and presentation form to third parties for training, evangelical,
tradeshow or other forums to help others understand how product from the company work with
others, including training and other outbound forms of awareness.
•Contribute to formulating partner evaluation plans, determine key relationships, establish
sponsorships, and provide perspectives on synergies.
•Become a subject matter expert on the forms of partner offerings and contextualize the
importance of the relationship with the company including a clear understanding of sales
motivations leading to joint synergies. This includes assisting sales organizations on both the
company and partner teams to consummate customer or 3rd party partnership deals.
•Maximize revenue growth opportunities and understand the resource/ROI trade-offs to provide
decision makers with recommendations.
•Facilitate corporate reviews; create presentations for and lead Stage Reviews and obtain
necessary approvals.
Required skills:
•8-10+ years of prior IT enterprise infrastructure technology with a demonstrated competency in
a variety of architectures including on-premise and cloud-based solutions.
•5+ years of enterprise storage systems experience. Prior roles in business development, sales
engineering, or product management in a corresponding infrastructure technology segment.
•Optionally previous experience or working knowledge of ZFS, converged infrastructure, WAN
optimization, data orchestration and virtualization. Some prior experience with developing
content(blogs, white papers, etc.) required
•Prior experience with logically handling legal agreements that may include OEM or partner
arrangements.
•Deep technical capabilities to generate requirements leading to qualifications of
products/technology and the ability to execute through a combination of hands on and/or
program managing others.
•Ability to develop client communications strategies/messages, define customer contact
strategies and establish/manage customer call plans.
•Ability to support client delivery and business development teams in building relationships with
partner decision makers and key influencers; shape opportunities within the company.
•Strong facilitation and communication skills – both written and verbal
•Proven record as a team player
•Previous experience in conceptualizing, planning, and implementing new products or services for
a large business entity
•Strong leadership, problem solving, and decision making abilities
•Ability to interface and negotiate with senior executives
•Minimum education – Bachelor's degree
•Ability to travel ~25% of the time, including international.
•Competencies in Office and collaboration productivity tools.
For consideration email resume referencing job#TAC100 to mike@fowlerplacement.com
Position title: Technical Alliance Manager
Location: Anywhere in U.S.
Position description:
The ideal candidate for this role is a technically-oriented sales engineer type candidate with an entrepreneurial approach and great customer facing skills. The charter of this role will be to work directly with very large vendor partner companies for product introductions, technical initiatives, and business development activities. The Technical Alliance Manager helps cultivate industry partners for increased routes to market leverage and market validation. Members of this team will pursue opportunities to build mutual benefits that expand customer reach and geographic expansion. The qualified candidate will contribute to the design, development and implementation of strategies and plans for determining partner viability, developing relations resulting in synergistic customer opportunities, and building a repeatable customer acquisition mechanism. Part of this role will include comprehending the company's products and the products and go to market strategies of partners for determining best fit candidates.
Position responsibilities include:
•Representing the company as a respected industry partner through diligence and careful
execution resulting in satisfied partner relationships through competent written, verbal, and in-
person communication.
•Evangelizing products, company vision, and industrial trajectory points of view including on-
going self-learning insight collection to remain contemporary about the changing world of IT
infrastructure.
•Evaluating vendor partners at various stages of maturity to provide recommendations for
continuation, termination or areas of improvements including go-to-market, technological
synergies, customer affinity, and competitive context.
•Capable of relating our product offerings to partners and partner offerings to others at various
levels of the organization ranging from engineering to those requiring higher level
communication, and being able to adjust as needed to meet the audience needs.
•Capable of creating and contributing to content creation on a technical and marketing level to
provide contextual insight pertinent to the company's markets and to partner markets that
highlight those specifics benefits, know-how, best practices, and selling efficiencies.
•Driving and conducting technical evaluations as required to satisfy information needs that drive
decisions by mutual executive audiences and/or on-going customer proof points.
•Providing constructive input to, and the creation of, business plan
Detailing information in verbal and presentation form to third parties for training, evangelical,
tradeshow or other forums to help others understand how product from the company work with
others, including training and other outbound forms of awareness.
•Contribute to formulating partner evaluation plans, determine key relationships, establish
sponsorships, and provide perspectives on synergies.
•Become a subject matter expert on the forms of partner offerings and contextualize the
importance of the relationship with the company including a clear understanding of sales
motivations leading to joint synergies. This includes assisting sales organizations on both the
company and partner teams to consummate customer or 3rd party partnership deals.
•Maximize revenue growth opportunities and understand the resource/ROI trade-offs to provide
decision makers with recommendations.
•Facilitate corporate reviews; create presentations for and lead Stage Reviews and obtain
necessary approvals.
Required skills:
•8-10+ years of prior IT enterprise infrastructure technology with a demonstrated competency in
a variety of architectures including on-premise and cloud-based solutions.
•5+ years of enterprise storage systems experience. Prior roles in business development, sales
engineering, or product management in a corresponding infrastructure technology segment.
•Optionally previous experience or working knowledge of ZFS, converged infrastructure, WAN
optimization, data orchestration and virtualization. Some prior experience with developing
content(blogs, white papers, etc.) required
•Prior experience with logically handling legal agreements that may include OEM or partner
arrangements.
•Deep technical capabilities to generate requirements leading to qualifications of
products/technology and the ability to execute through a combination of hands on and/or
program managing others.
•Ability to develop client communications strategies/messages, define customer contact
strategies and establish/manage customer call plans.
•Ability to support client delivery and business development teams in building relationships with
partner decision makers and key influencers; shape opportunities within the company.
•Strong facilitation and communication skills – both written and verbal
•Proven record as a team player
•Previous experience in conceptualizing, planning, and implementing new products or services for
a large business entity
•Strong leadership, problem solving, and decision making abilities
•Ability to interface and negotiate with senior executives
•Minimum education – Bachelor's degree
•Ability to travel ~25% of the time, including international.
•Competencies in Office and collaboration productivity tools.
For consideration email resume referencing job#TAC100 to mike@fowlerplacement.com
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