Partner Director

The Focus  

• Manage the relationship with HCL Globally with direct management of North America and help design activities to take the relationships to the next level.  

• Manage all joint sell with and go to market activities with HCL. 

• Generate net new logo, HCL sourced pipeline by leveraging HCL co-sell motion, joint marketing and driving account planning sessions with the Strategy sales organization.  

• Track all opportunities, pipeline and bookings and provide forecasts and funnel management reports.  Focus on HCL sourced pipeline and revenue.  

• Facilitate co-selling opportunities, account mapping and other sales engagements between Strategy's field sales and the HCL sales teams.  

• Support Strategy's field sales organization on engagement management with HCL.  

• Create and publish joint sales and marketing assets with HCL.  

• Assist with providing content for HCL training curriculum and sales enablement.  

• Coordinate activities and be involved with the HCL virtual team of Business Development, Marketing, Product Management, Channels and Sales as part of cloud and AI strategy.  

• Develop annual strategic plan and performance goals for the HCL partnership.  

• Provide support and coordination for channel activity with each HCL.  

• Understand and articulate HCL’s strategic initiatives and gain a deep understanding of the activities, roadmap, and vision of the partner.  

• Provide an escalation point for pre-sales and post sales issues for any activity with HCL.  

• Build and maintain relationships with key personnel at HCL to solidify Strategy's standing and awareness within the provider and to assist in the development of key relationships with the extended Strategy's sales team and executives.  

• Help provide insight in the support of HCL’s events and attend/participate in the events.  

• Provide support in the form of expertise and training for HCL’s field sales enablement.  

Job Requirements    

• BA, BS (or equivalent work experience), MBA preferred.  

• 10+ years’ experience in Sales Leadership - Account, Alliance, or Partner Management.  

• Proven experience in the management of large global or regional system integrator partnerships  

• Strong relationship and sales skills, knowing what we sell and how people want to buy using experience from directly selling for a while and know what it takes to be a phenomenal influencer in partnerships.  

• Channel experience including selling with or managing channel partners.  

• High level of energy, grit, engagement, proactivity and commitment to attaining personal and company goals  

• Proven history of working independently and with cross-functional teams to achieve company and team objectives.  

• Attention to detail and the ability to plan and execute are essential.  

• Strong business acumen and capable of developing and managing strategic plans with partner and company executives.  

• Strategic planning and analytic capabilities.  

• Ability to anticipate and interpret market and business trend changes and advise business leaders accordingly.  

• Ability to excel in a team environment, espousing cooperation, and mutual respect.  

• Demonstrated ability to work in a virtual and matrix environment.  

• Proven ability to manage a myriad of different disciplines and tasks in a high-pressure, time-sensitive environment.  

• 25% or more travel within North America.  

• Strong communication (written and verbal) and presentation skills.