Alliance Manager (ISV)

• This role is responsible for understanding the ISV offerings, building client & ISV relationships and improving sales skills through trainings through ISVs
• The role supports account managers in the execution of sales strategies, lead identification, and custom solution development
• The role stays updated on industry trends to address client inquiries and ensure customer satisfaction
• Drive a set quota for the region on ISV which will be driven through sales team

Key Job Responsibilities

Sales Responsibilities:

• Attain margin and revenue contribution targets for ISV solutions. For e.g. Snowflake, Crowdstrike, F5, Veeam etc
  
• Develops an understanding of the ISVs products, services, solutions, and software, including unique value propositions and competitive advantages.
  
• Develop and train the field sales team to the highest level of proficiency in the selling and delivering of Rapyders Managed Services positioning and value proposition
  
• Builds professional relationships with clients, gaining a deep understanding of their unique business and IT needs.
  
• Supports in developing and executing comprehensive sales strategies for both new and existing clients.
  
• Need to engage from initial customer lead / opportunity identification to proposal , negotiation , order closure along with other Sales & Presales team in the region
  
• Assists in addressing client inquiries and concerns promptly and professionally through various communication channels, such as email, phone, and virtual meetings.
  
• Identifies potential leads, conducts market research, and analyzes customer data to tailor strategies.
  
• Collaborates with product development teams to create custom solutions or tailor existing offerings to meet specific client needs.
  
• Contributes to account growth by identifying upselling and cross-selling opportunities within existing client accounts.
  
• Interfaces with both internal and external experts to anticipate customer needs and facilitate solutions development.
  
• Stays updated on industry trends, market dynamics, and the competitive landscape to enhance expertise and contribute to market positioning.
  
• Seeks learning opportunities, participates in training sessions, and attends industry events, conferences, and trade shows to enhance sales techniques, product knowledge, and communication skills.
  
• Plan join marketing events with ISVs and Power of 3 events with AWS & ISV.

Requirements

Qualifications:

• Any BE Graduate/MBA candidate who has 5-8 years of work experience, preferably in Software/Security sales, ISV / OEM Solution Sales, Data Analytics AI/ML Sales.
  
• Strong techno sales background with expertise in cloud Security, Backup & Data Analytics solutions from CrowdStrike, F5, Fortinet , Checkpoint , Palo Alto , Veeam , Druva , Snowflake etc. Knowledge about AWS & Azure cloud services will be an added advantage.
  
• Preferably with good Sales & Presales relationship with OEMs like CrowdStrike, F5, Fortinet , Checkpoint , Palo Alto , Veeam , Druva , Snowflake etc
  
• Excellent communication, presentation, and interpersonal skills, with the ability to articulate complex technical concepts to both technical and non-technical audiences
  
• Strategic thinker with a results-oriented mindset, capable of driving initiatives from conception to execution and delivering measurable business outcomes
  
• Strong analytical and problem-solving skills, with a keen eye for identifying opportunities, mitigating risks, and optimizing processes for efficiency and effectiveness