Director of Alliances & Channels

The post Director of Alliances & Channels appeared first on Mirantis | Pure Play Open Cloud.
Director of Alliances & Channels We’re disrupting IT infrastructure and rewriting the rules of cloud for enterprises, developers, and service providers, and we want your help. As the leader for Mirantis’ Alliances and Channels, you’ll play a critical role in successfully driving our strategic partnerships to maximize revenue and the reach of Mirantis within and across our ecosystem and the cloud market overall. If this sounds like the challenge you’re looking for, then we want you at Mirantis!You will help define the strategy for the Mirantis Global Alliances, prioritize our key partnerships, and then ensure Mirantis is executing to plan for each identified alliance, maximizing the Mirantis opportunity within each joint strategy. You will also identify a small set of key channel partners aligned within the corporate strategy in segments such as Managed Service Providers to develop joint solutions and drive GTM activity in the field. You will own the WW channel program and execution, on-boarding identified partners, executing channel business, enablement and programs. Key Responsibilities:Own the product marketing for Mirantis Cloud Platform and our MMO offering within our Build/Operate/Transfer strategyPerform primary and secondary market research (end-users, go-to-market partners, resellers) to understand market problems, current solutions, key metrics, and buying processesDevelop a detailed go-to-market strategy as part of a larger product and marketing plan for the fiscal year and align to the buyer’s journey for private cloudProvide key market segment use-cases, requirements, and competitive analysisEnsure messaging is clearly defined and consistently communicated to the marketDevelop and deliver extensive customer facing content, tools and internal information, as well as training and enablement to support the full sales cycleDevelop TCO analysis tools for use by the sales teams against primary competition, and enable sales to effectively utilize the tools for effective business value sellingHelp direct product launchesServe as product evangelist in customer meetings, conferences and other forums.What We’re Looking For:10+ years experience in Global Alliances and/or Channel Partnerships for software technology products and ecosystems, preferably cloud and/ or open-source. Prior OpenStack and/or Kubernetes experience is a plus.Relationships and proven ability to forge strong partnerships and joint strategies culminating in tangible plans driven globally across two or more companies.Deep understanding of private and public cloud. Intimate understanding of key business problems and buying process in the space. Experience with key verticals such as service provider, telco, automotive/manufacturing, financial a plus.Proven understanding and execution of Channel Programs and channel partner management.Adept at understanding the compensation specifics of different routes to market when multiple companies are involved in joint solutions and methodologies for maximizing sales and channel focus on driving desired outcomes.Experience working in and across all aspects of a business to form strategies, align agreement, and execute plans: Engineering, Sales, Product Management, Product Marketing, Services, Support, Legal, Finance, Executives.Excellent written and verbal communication skills, including public speakingStrong interpersonal and team skills and the ability to interact with customers, partners and foster cross-functional teamwork among sales, marketing, and product teams.Strong negotiation skills and the ability to interact with partners in difficult situations, arriving at mutually beneficial agreements in the best interest of Mirantis.Bachelor’s degree is required. MBA a plusThe post Director of Alliances & Channels appeared first on Mirantis | Pure Play Open Cloud.
Quelle: Mirantis