Business Development Manager, Dell Alliance: Remote (17000OPN)
Location:
, California
Posted:
November 18, 2017
Reference:
R19466
Why Work at Dell?
Endless challenges and rewards. Opportunities on six continents. A team of colleagues fueled by collaboration. All this, and a company deeply committed to integrity and responsibility.
DESCRIPTION:

Dell Alliance Business Development Manager, North America
Dell Boomi Integration Cloud is a comprehensive solution for moving, managing and governing information across applications and data repositories, whether cloud-based or on premise. The Dell Boomi platform as a service provides a single environment with a unified suite of offerings, accelerating your ability to integrate every part of your business. Dell Boomi, is the first and only integration solution built in the cloud, to fully exploit the value of the cloud. Organizations of all sizesfrom Small Businesses to Global Enterprise companies trust Dell Boomi to quickly connect any combination of cloud and on premise applications.
Leading SaaS players and enterprise customers such as salesforce.com, NetSuite, Taleo, oneworld, AAA, and NASDAQ rely on Dell Boomi to accelerate time to market, increase sales, and eliminate the headaches associated with integration. For more information about Boomi, visit http://www.boomi.com/.

Dell Boomi is rapidly GROWING! We have an immediate need for an additional Business Development Manager in North America to focus on our Dell Alliance. This role will work within a designated Commerical or Enterprise territory that aligns with the Dell EMC salesforce. This is a strategic partner development and management role, requiring at least 30% travel. Role can be based anywhere in N.America.

Role Responsibilities:
- Run, manage, build, and grow select strategic Dell partnerships to drive Boomi expansion and revenue.
- Structure and negotiate the Dell partner business model(s) and supporting contractual arrangements
- Support partner enablement activities, such as internal/external communications, partner training and certification, and go to market planning
- Enable scalable and sustainable growth via the Dell EMC organization by collaborating to continuously refine the Dell Boomi Partner Program and the benefits it provides to our Dellpartners
- Ensure cross-organizational communication and education of the ever-growing Dell Boomi Partner Program
- Act as primary liaison for a set of Dell Boomis existing strategic partners
- Drive partnership engagement that drives revenue growth
- Support the Dell Boomi and partner sales teams through sales cycles in the acquisition of joint customers.
- Continuously assess Dell EMC organziation's annual performance metrics and outcomes to nurture growth and optimize channel revenues
- Estimated 30% travel; included but not limited to partner meetings, conferences, on-site on-boarding activities

QUALIFICATION:

Requirements
- At least 8+ years in the software technology industry, with6 years in business development, partner program management or alliance management experience - must have prior experience with GSI partners
- Must have worked for a large global system integrator or managed global system integrator partners for a fast growth SaaS organization
- BA/BS degree in a related field
- Strong integration technology experience a plus
- Contract negotiation skills required and strong experience in architecting indirect sales/business models
- Demonstrated success in program and/or relationship management
- Strong organizational skills and demonstrated ability of interacting and presenting to senior level management and cross-departmental collaboration

Preferences:
- Excellent communication skills: verbal, written and presentation
- Results driven, goal oriented, customer and partner focused, and able to plan, organize and coordinate the necessary arrangements to achieve successful business results
- Ability to manage and prioritize multiple projects
- Software industry experience, specifically Software-as-a-Service (SaaS), preferred
- Worked for or managed Deloitte and other large GSIs

Company Description
With more than 100,000 team members globally, we promote an environment that is rooted in the entrepreneurial spirit in which the company was founded. Dells team members are committed to serving our communities, regularly volunteering for over 1,500 non-profit organizations. The company has also received many accolades from employer of choice to energy conservation. Our team members follow an open approach to technology innovation and believe that technology is essential for human success.

Why work with us?
- Life at Dell means collaborating with dedicated professionals with a passion for technology.
- When we see something that could be improved, we get to work inventing the solution.
- Our people demonstrate our winning culture through positive and meaningful relationships.
- We invest in our people and offer a series of programs that enables them to pursue a career that fulfills their potential.
- Our team members health and wellness is our priority as well as rewarding them for their hard work.

Dell is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: Dell is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Dell are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Dell will not tolerate discrimination or harassment based on any of these characteristics. Dell encourages applicants of all ages.

Come join us. For more information, visit us on the web at www.dell.com/careers
This role will report to Ben Schreiner who manages the Dell EMC partnership for Dell Boomi
This role will report to Ben Schreiner who manages the Dell EMC partnership for Dell Boomi

Job Family: Outside Sales
Job ID: R19466

A little about us:
Dell is a collective of customer-focused, industry-leading visionaries. At our core is a commitment to diversity, sustainability and our communities.

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