Alliances Manager
Current• Responsible for developing long-term, profitable relationships with key data centre vendor relationships, primarily Dell Technologies, VMware, Hitachi, Lenovo, Nutanix, NetApp, Nasuni, Nerdio and Tintri. • Developing vendor business plans and leading their execution, such as managing marketing campaigns, implementing accreditation plans and facilitating required sales and technical enablement• Responsible for driving engagement between Trustmarque and strategic vendors, ensuring Trustmarque’s senior management team are connected with their counterparts within each vendor• Act as an escalation point for designated vendors, resolving any issues affecting either Trustmarque sales or the vendor• Managing pipeline for assigned vendors, reporting on key opportunities and assisting sales on upsell opportunities• Managing vendor rebates, and ensuring Trustmarque’s sales teams are aware of how to maximise margin on opportunities• Working alongside Trustmarque’s marketing team to organise and run industry leading vendor expo’s and events, including selling vendor sponsorship packages• Managing Trustmarque’s participation on the SSSNA Framework with Dell EMC, including submitting MI reporting and leading quarterly review sessions• Managing Marketing Development Funding (MDF), and working with Trustmarque’s marketing to maximise value of available funds• Understanding vendors operational processes, including ordering, portal management and licensing• Attending industry and partner events• Vendors previously managed include Veeam, Symantec, McAfee, Tableau Software, Veritas, Arcserve and Snow Software
