Strategic Alliances Manager

3 days ago

Brisbane, Australia Megaport Full time

The Role

As a Strategic Alliances Manager, you will be the primary point of contact to manage partner relationships across Public Cloud and Network Technology service providers. You will act as the voice and trusted advisor of our Cloud and Technology Alliance Partners across Asia Pacific and Japan both internally and externally to develop a strong understanding and plan based on business requirements, regional go to market initiatives and sales enablement across partner field sales orginizations.

Working across teams, you will leverage your close cloud and technology vendor relationships, project management and leadership skills to drive cloud interconnection and Megaport Virtual Edge (MVE) growth across the region. Your experience in working with large organisations, particular in cloud and NFV based providers, will be coordinating and executing on go to market plans to ensure the long term success of our partners.

As Strategic Alliances Manager, you will work in partnership with other Megaport teams including Marketing, Sales, and Product to establish partnership priorities and then spearhead those relationships using a 360 degree playbook. The role combines business development, strategic thinking and sharp execution coupled with relentless ambition and energy to achieve joint partner sales enablement, go to market solution launches and alignment across our sales, marketing and product channels.

What you will be doing- Identify, develop, organize and manage the partnership, business development and alliance opportunities with our Public Cloud and Technology Alliance vendors.- Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with co-build, co-market and co-sell performance.- Create a sales enablement strategy for swift success with partner field sales orgs to co-sell, cross-sell, and generate referral opportunities.- Develop key field sales and technical sales orginzation contacts across the region for sales enablement including launching sales plays and win wires- Work collaboratively with Sales, Marketing, and Product Management to accomplish co-build, co-market and co-sell initiative goals.- Develop a monthly partner cadence and Quarterly Business Reviews (QBR) that includes performance reviews, joint roadmaps and exec sponsor plans.- Develop & deliver solutions workshops for both sales and technical field communities online and in person.- Forecast commercial impact over time of partnerships and alliances- Ensure partner compliance with partner agreements- Lead in person partner visits, conferences and partner field sales events- Travel domestically and internationally up to 40% of the time, post COVID.

What we are looking for- 5+ years of experience working in a senior business development, strategic partnerships and technical sales roles within a fast paced environment- 5+ years of senior management experience leading high performance business development, commercial partner alliances and solutions teams- Fundamental knowledge and experience in two or more of the following areas: hyper scaler public cloud services with terminology, technical account management history with L2/L3 network solutions and routing architectures, SDN based interconnection services with VNF hosted Network Funcations as a Service.- Hold Cloud, Channel and Technology partner relationships that drive influence and alignment across Sales Execs, Alliances and Product Program Management teams- Ability to articulate complex technical topics and turn these into simple, easy to understand solutions.- Strong leadership skills, with an ability to inspire cross-functional teams- Exemplary interpersonal, analytical and communications skills- Entrepreneurial, self motivated and a team player with a sense of humour- Expert communication, presentation, and time management skills- Ability to make data driven decisions and adapt to change- Ability to liaise with customers and partnership to gain feedback and turn these into opportunities to drive greater revenue opportunities

What We Offer- Flexible working environments- Birthday Leave- Generous study and training allowance + 5 days of paid study leave- Creative, fun, and contemporary workspaces- Motivated team of industry experts and new talent- Celebrated success with ‘Legend’ and ‘Kudos’ Awards- Health and wellness programIf you have any questions, please reach out to Megaport's Talent Acquisition Team at
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