About The Role
We are actively building diverse teams and welcome applications from everyone.
Role: Dell Technologies Alliance Manager
Location: London or Bracknell (SCC operate hybrid working, which comprises of a mix of office and home working)
Contract Type: Permanent
Salary Package: Competitive base salary plus large company benefits, company car, bonus, a broad flexible benefits scheme, and 2 paid-for volunteering days a year
Hours: 9.00 am – 5.30 pm Monday – Friday
Interview Process: 3-stage process
Why SCC?
* An inclusive workplace
* Excellent package: solid basic and company benefits
* Hybrid working & core hours in line with role requirements
* Career development and life-long learning opportunities
* Opportunity to join Europe's largest privately-owned IT Company
Role purpose:
The Dell Technologies Alliance Manager is responsible for driving Dell business within SCC for both the Enterprise and Digital Workplace Business Units. The role is accountable for driving significant growth in SCC’s business across the whole of the Dell Technology portfolio. The successful candidate will build and manage a vendor plan involving all stakeholders, including senior SCC and Dell management and key personnel in sales, operations, marketing and services across both organisations. The role is responsible for managing forecast and pipeline for Dell with SCC and for pro-actively supporting sales and services in identifying, qualifying and closing key opportunities in support of financial goals.
Key responsibilities:
* Provide Dell Technologies performance data and scorecards.
* Have management and operational responsibility for Dell Technologies.
* Supply forecast to Dell and SCC to ensure internal and external targets are met.
* Run pipeline calls and produce pipeline forecasts.
* Understand Dell Technologies strategies and deliver future planning.
* Provide advice to the business on the Dell Technologies strategy and direction.
* Manage Dell Technologies contractual and non-contractual performance and report KPIs.
* Collect and provide Dell Technologies performance measurement and management.
* Negotiate the best financial position with Dell to maximise SCC’s margin position.
* Understand and help implement Dell’s deal registration scheme to maximise SCC’s position within accounts.
* Build and drive a new business acquisition plan in conjunction with Dell and SCC sales teams.
* Engage on key pursuits to ensure best value to client, leveraging Dell capabilities, to drive the best position for SCC.
* Build and drive sales campaigns in conjunction with SCC sales, including marketing, management engagement and co-operation, delivery and support as needed by SCC sales.
* Help SCC sales focus on new business development by leveraging Dell market position to introduce SCC into new accounts and cross sell Dell portfolio and SCC services offerings into existing accounts.
* Provide exec summaries and briefing notes on Dell Technologies market strategy.
* Provide Dell Technologies operational strategy information.
Skills and experience:
* Broad and deep knowledge of Dell Technologies senior management, strategy, strengths and weaknesses.
* Ability to establish new, or leverage existing senior level networks within Dell Technologies.
* Knowledge and experience of Dell Technologies operational processes, metrics, systems and people.
* Proven ability to work within complex environments, with multiple stakeholders across different solution areas.
* Strong relationship and interpersonal skills.
* Demonstrate understanding of, and application of, Dell Technologies’ decision making.
* Strong dispute resolution and mediation skills to handle issue escalation and to drive win-win outcomes for both parties.
* Strong proven negotiation experience.
* Process and relationship management experience with proven track record of delivering benefits through continuous improvement programmes.
About Us
SCC is Europe's largest privately-owned IT business, based out of the new £7m HQ office in Birmingham and we help clients succeed through IT transformation and exceptional customer experiences. We are a business where innovation is greater as we combine unique ideas, people and disciplines. We are a global company that is passionate about IT and where we look to simplify the complex.
We are an equal opportunities employer
SCC is committed to providing equal opportunities and a proactive and inclusive approach to equality and diversity in employment. No applicant or employee will be treated less favourably than another on the grounds of a protected characteristic which are defined as sex, sexual orientation, age, disability, gender reassignment, trade union membership or non-membership, marriage and civil partnership, pregnancy and maternity, race and religion or belief.
If you are selected for interview, and need any reasonable adjustments made for your interview, please let the SCC Talent Acquisition team know, at the point of scheduling.
Diversity & Inclusion at SCC - https://www.scc.com/diversity-and-inclusion/
Sustainability at SCC - https://www.scc.com/sustainability-at-scc/
Life at SCC - https://www.linkedin.com/company/scc/life
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