Director, Strategic Channel Alliances
SMX is seeking candidates for a key management position responsible for the management and relationship building of strategic channel partners focusing on sales identification, co-capture, and co-selling of capabilities and solutions. Strategic Alliance Partners include the hyperscalers (AWS, GCP, Microsoft and Oracle) and the Tier 1 sales funnel partners (currently Gartner, Snowflake, Appian and Carahsoft).
Major Responsibilities Include:
- Support all aspects of channel co-sell relationships across the major hyperscalers (AWS, GCP, Azure, and Oracle) and Tier 1 funnel partners (Gartner, Snowflake, Carahsoft). Identify and connect internal SMX sellers and BD leads with Alliance peers across SMX DSG and MSG business units.
- Identify opportunities sourced from Alliance partnerships and ensure alignment with SMX sales and capture leads.
- Coordinate the communication of SMX Solution offerings across Alliance partnerships.
- Establish go to market and co-sell campaigns with Alliance partners on SMX Consulting and Mission Solution offerings.
- Accountable for managing the SCA agreement with AWS to include reporting, metrics, monthly meetings, and quarterly business reviews.
- Build, strengthen, and maintain relationships at executive and field levels across all cloud partners (AWS, GCP, Azure, and Oracle) that will drive increased visibility and grow the partnership.
- Ensure that SMX is aware of, leveraging and maximizing all partner programs and financial incentive programs.
- Maintain reports on Partner Opportunities developed, pipeline and deals launched to drive overall top line revenue growth across CSP providers. Ensure and encourage sellers to actively report on Alliance related opportunities in Sales Force.
- Ensure our partners’ sales, technical, service and management resources are enabled as needed to make the partnership successful.
- Drive a joint partner business review process in which mutual performance objectives, identifying joint customer targets and critical achievements are defined for AWS, GCP, Oracle and Azure.
- Drive references across all CSP’s with established goals.
- Establish and document standard processes for co-selling by Alliance partner.
- Maintain high level relationships with all cloud partners, ensuring that our strategic goals are aligned with activities in the field.
- Ensure training, enablement and educational sessions are held for all partners.
- Ensure that strategic Partner Programs and Partner Competencies are vetted, reviewed and achieved in a timely manner.
- Work to enhance SMX’s positioning across industry analysts such as Gartner, Forrester and IDC.
Requirements:
- Bachelor's degree
- 3+ years supporting hyperscale cloud partner programs
- Broad knowledge of CSP partner programs at AWS, Azure, Google
- Deep understanding of government procurement processes
- At least one certification from major CSP
Some positions require US citizenship for work under DOD contract
#LI-REMOTE
At SMX®, we are a team of technical and domain experts dedicated to enabling your mission. From priority national security initiatives for the DoD to highly assured and compliant solutions for healthcare, we understand that digital transformation is key to your future success.
We share your vision for the future and strive to accelerate your impact on the world. We bring both cutting edge technology and an expansive view of what’s possible to every engagement. Our delivery model and unique approaches harness our deep technical and domain knowledge, providing forward-looking insights and practical solutions to power secure mission acceleration.
SMX is committed to hiring and retaining a diverse workforce. All qualified candidates will receive consideration for employment without regard to disability status, protected veteran status, race, color, age, religion, national origin, citizenship, marital status, sex, sexual orientation, gender identity or expression, pregnancy or genetic information. SMX is an Equal Opportunity/Affirmative Action employer including disability and veterans.
Selected applicant will be subject to a background investigation.