Vice President, Digital Infrastructure Alliances

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The Vice President, Digital Infrastructure Alliances will be responsible for accelerating our digital infrastructure Alliances strategy across all market segments in North America helping to drive both top and bottom-line results through our partnerships. This role will provide overall strategic leadership of the Alliances teams in the North American Technology Solutions organization building momentum and mindshare with our key partners such as Cisco/Splunk, Palo Alto Networks, HPE/Aruba, Juniper and Dell Technologies together with incubating other partnerships for growth.


The Vice President, Alliances will have a strong background in strategy development, business planning and cross functional team execution. The incoming leader will have primary responsibility to develop and execute strategic growth plans with top tier partners and priority growth partners to attain partnership financial goals including volume and profitability objectives. They will establish planning and execution frameworks that build joint, strategic financial plans with our partners and then drive execution across both the NTT sales and technical communities. This individual will be skilled in the development of joint investment plans that support the growth initiatives and will have the skill to both develop and execute these plans in a large corporate environment.

What you'll be doing

In this role you will:

• Build strategic executive relationships across the top tier partners in order to drive effective engagement at all levels
• Lead the North America Technology Solutions Alliances team coordinating with other Regional and Global teams as appropriate to drive overall partnership coordination for top tier global and/or regional partners
• Ensure annual strategic planning is jointly conducted with each of our key partners that align on mutually beneficial joint go to market strategies and aligned financial targets
• Enable the cross-functional, internal teams to execute the overall digital infrastructure strategy to ensure effective partner integration and alignment
• Provide clear communication of the overall Technology Solutions Alliances strategy to other cross functional teams in the business including Sales and the Technical teams to ensure alignment
• Ensure certification and enablement standards are maintained and develop joint investment opportunities to grow the partnerships strategically aligned to digital infrastructure
• Drive execution through regular engagement, co-marketing campaigns, sales enablement programs, and joint customer engagements to build pipeline and growth
• Establish and monitor key performance indicators (KPIs) to measure the success of partner relationships and joint initiatives, including revenue and pipeline metrics
• Strategically analyze partnership performance data, identify areas for improvement, and ensure corrective actions or adjustments are implemented
• Provide regular progress updates to Leadership Team and other key stakeholder on partner strategies, aligned financial results, performance metrics and strategic alliance activities
• Act as an executive sponsor to help drive alignment and synergy on large Client engagements and opportunities.

Required Skills & Experience:

• Minimum of a 4-year degree – Management or IT preferred. Advanced degree highly desirable.
• Demonstrated thought leader and successful experience working within a partner eco-system in which goals and objectives are aligned.
• 15 + years leadership experience with relevant industry experience working for a premier services & solution organization(s).
• Excellent business savvy, interpersonal, communication and organization skills. Proven ability to develop/sustain executive relationships.
• Established skill set in all aspects of alliance and channel management including marketing, selling, pricing, operating, quality control and follow-up technique, measurement of key indicators, contract negotiation, etc.
• Must understand key industry drivers and buying criteria for the portfolio of IT products and services.
• Ability to make decisions and develop and implement strategic plans based on limited data.
• Must be capable of collaboration at all levels within the company, partners and clients while interfacing at all levels of senior and mid-level management.
• Conflict management and resolution skills - must be abl