Alliances Director – GSI

Saunders Scott; Greater London; On-site; GBP 90,000 - 130,000; Full time

Job summary

Saunders Scott is seeking an experienced sales leader for a consultative role focused on global technology alliances. You will manage CXO-level engagements, drive multi-product sales and partner programs, and guide teams across the UK market. The role demands a strong ICT background and proven success in multinational environments.

Expect to shape growth strategy, optimize pricing, and build durable client relationships with top strategic accounts in Network, Security, and UCC domains.

Qualifications

• 8+ years of experience in consultative selling in the industry with GSI relationship management.
• Strong ICT technical background - preferably in a multinational /global environment. Sales Management experience in managing sales activities through direct and matrixed resources.

Responsibilities

• Plan and lead engagements with identified customers across routes to market to create multi-product sales opportunities.
• Develop growth strategy, partnership and alliance model for global technology alliances across the UK.
• Build 360-degree relationships with key strategic clients and technology providers across sell-to, sell-through, sell-with models.
• Lead the team to achieve growth targets in areas such as Network, Security and UCC.
• Collaborate with product management to develop services in growth areas to boost market relevance.
• Assess and review pricing and contract management to increase penetration, win rate and profitability.
• Identify key strategic clients and analyze past performance and ACV trends to estimate win rates.

Skills

Consultative selling

GSI relationships

ICT background

Sales management

CXO engagements

Global environment

Job description

• Plan, lead and develop deeper and wider engagements with identified customers across multiple routes to market, create, identify and develop opportunities for multi-product and multi solution sales.
• Develop growth strategy, partnership and alliance model for global technology alliances across the UK.
• Establish engagement and relationship model, drive 360-degree relationships with key strategic clients and technology providers covering sell-to, sell-through, sell-with, and facilitating buy-from Internal.
• Plan, lead and guide the team in achieving and exceeding the objectives for growth areas including but not limited to Network, Security and UCC.
• Conduct reviews with product management on the development of services and capabilities in the growth areas to increase market relevance and value proposition for such services in the market.
• Assess and review the pricing and contract management approaches to increase broader penetration, win rate and profitable business for the company.
• Finalize the list of key strategic clients in scope; Study the past performance trends with these clients; Examine the past trend of ACV of new deals and estimate potential "win rates".

Key Qualifications & Skills

• 8+ years of experience in consultative selling in the industry with GSI relationship management.
• Strong ICT technical background - preferably in a multinational /global environment. Sales Management experience in managing sales activities through direct and matrixed resources.
• Experience in CXO level engagements and working with industry experts, partners, technology vendors.