CBTS serves enterprise and midmarket clients in all industries across the United States and Canada. CBTS combines deep technical expertise with a full suite of flexible technology solutions--including Application Modernization, Managed Hybrid Cloud, Cybersecurity, Unified Communications, and Infrastructure solutions. From developing and deploying modern applications and the secure, scalable platforms on which they run, to managing, monitoring, and optimizing their operations, CBTS delivers comprehensive technology solutions for its clients' transformative business initiatives. For more information, please visit www.cbts.com.

Sr. Manager – Business Alliances (Dell)

CBTS serves enterprise and midmarket clients across the United States and Canada, delivering comprehensive technology solutions that drive business transformation. Our portfolio includes Application Modernization, Managed Hybrid Cloud, Cybersecurity, Unified Communications, and Infrastructure solutions. By combining deep technical expertise with flexible delivery models, CBTS helps clients modernize, secure, and optimize their IT environments.
For more information, visit www.cbts.com.

Role Purpose

Lead CBTS’s Dell-focused business alliance strategy by building, managing, and scaling high-impact partnerships that drive revenue growth, strengthen Dell ecosystem alignment, and expand CBTS’s infrastructure, hybrid cloud, and data center solution capabilities. This role ensures tight integration between Dell and CBTS go-to-market strategies while maximizing partner program value.

Key Responsibilities

• Define and execute a long-term Dell alliance strategy aligned with CBTS growth objectives and Dell Technologies’ go-to-market priorities
• Build and maintain executive-level relationships across Dell sales, channel, and partner organizations
• Develop and scale joint go-to-market (GTM) motions including co-selling, cross-selling, and partner-driven demand generation
• Own the end-to-end Dell partner lifecycle, including onboarding, enablement, compliance, governance, and performance management
• Lead Quarterly and Monthly Business Reviews (QBRs/MBRs) with Dell stakeholders to ensure alignment, accountability, and performance tracking
• Drive pipeline growth and revenue performance through Dell partner-sourced and partner-influenced opportunities
• Partner with Sales and Delivery teams to position and execute Dell solutions, including infrastructure, storage, compute, and hybrid cloud offerings
• Translate Dell partner insights into solution and portfolio strategy, influencing CBTS offerings and differentiation
• Govern joint marketing initiatives with Dell, including campaigns, events, MDF utilization, and account-based marketing strategies
• Collaborate with Legal, Finance, and Procurement to structure Dell-related agreements, rebates, and incentives
• Monitor alliance health, risks, and KPIs, providing executive-level reporting and recommendations

Key Performance Indicators (KPIs)

• Dell-driven partner-sourced and partner-influenced revenue
• Growth of qualified pipeline tied to Dell alliances
• Expansion and effectiveness of Dell strategic partnership engagement
• Partner program compliance, tier alignment, and incentive realization
• GTM execution effectiveness (co-sell wins, campaign ROI, pipeline conversion)

Skills & Competency Profile

Technical Skills

Skill

Level

Dell Partner Tools & Portals (Partner Program, MDF, Incentives)

3

Salesforce (CRM / Pipeline Management)

4

Power BI (Analytics & Reporting)