Dell - Consutant - Channel Account Manager III

This position is within APJ Channel Centre of Excellence (COE) with specific focus on:

ISVs and vertical Solution Providers are close collaborators of customers, meeting many of their diverse and complex needs. These organisations are increasingly making IT decisions on behalf of their customers making it critical for IT Majors to engage with them in a structured and meaningful manner.

Dell is embarking on an integrated strategy to meet the needs of the ISVs/ Vertical Solution Providers allocating dedicated resources (Vertical Practice Leader) to engage with them creating more value to customer offerings. These organisations collectively account for a significant part of the multi-billion dollar Solutions market size in South Asia.

We are now looking to appoint a mature individual to lead this ISV Engagement & Solution Director as part of the channel Centre of excellence (COE). The selected candidate must have strong enterprise Channel and ISV background, understand the solutions in various key verticals. The selected candidate shall have the potential to take on roles of increasing responsibility and influence

Principal Responsibilities

- Develop and executive a top partner and ISV strategy.

- Build capability, understanding market trends and unique partner models, and develop creative solutions to localize assigned initiatives

- Work with various stake holders to ensure that top partners are growing the Dell SOW, i.e work closely with the BU teams to ensure that the proper support is sourced from the Bus providing support to the ISV partners

- Work with key Global, regional and local ISV on identified and focused solutions/work loads.

- Build relationship with key ISVs

- Identification of key partners across APJ in alignment with countries and business units

- Provide the thought leadership and execution of Dell ISV program, positioning Dell as the preferred vendor with ISVs. Align Dell's technology with ISV solutions to jointly addressed customer needs. Drive the ISV strategy across APJ, and leading in country ISV manager towards a unified strategy & program

- Track and measure success of ISV solutions initiatives

Requirements

Essential Other:

- Candidates for this position would presently be in senior sales leadership positions within the ICT working with SI's and ISVs and have a very good understandings of solutions in verticals such as Healthcare, Government, Education, Cloud/Big Data and all aspects of channels

- 10 + years of experience in the ICT industry with at least 5-10 years selling to Channels/ISV.

- Candidates with architecture/solution background will be added advantage.

- Managerial experience is an advantage, and experience leading senior team members

- Graduate in any discipline preferably with an MBA from a premier institute

- Excellent communication & presentation skills

- A team player with excellent interpersonal skills

- Ability to work across various groups