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Partner & Alliances Manager, Cloud Practice

Requisition Number:  15962
Contract Type:  Permanent
Location(s): 

Manassas, VA, US Stafford, VA, US Washington DC, US Princeton, NJ, US Sterling, VA, US Woodbine, MD, US Hawley, PA, US Reston, VA, US Haleiwa, HI, US Bristow, VA, US Mount Airy, MD, US Somis, CA, US Miramar, FL, US El Segundo, CA, US

ROLE DESCRIPTION SUMMARY

 

As an Alliances and Partner Manager for SES’ Cloud Practice, you will be part of a team forming and executing the larger SES strategy for satellite enabled cloud solutions. You will have a unique and rewarding opportunity to work closely with the Global Digital Gap, bringing education and commerce to ultra-rural areas, supporting government sponsored humanitarian missions, and connecting everything from ships, planes, island nations and the remotest users into the digital age. The role involves developing and growing ecosystem alliances and partnerships (e.g., Cloud Service Providers, System Integrators, SES Channels/Partners) to create impactful Cloud offerings and Go-To-Market (GTM) strategies.

 

Extended Job Description:

PRIMARY RESPONSIBILITIES / KEY RESULT AREAS

 

  • Grooming strategic alliances for SES with major Cloud Partners (e.g., MSFT, AWS, Google, IBM, etc.) in support of satellite-based Cloud and Cloud Enabled services
  • Establishing SES into partner frameworks for major Cloud Partners, including securing partner credentials and building presence in partner marketplaces and service catalogues
  • Growing SES mindshare within major Cloud Partners to enable them to recommend and/or integrate SES as part of larger Cloud Ecosystem solutions
  • Facilitating linkage between SES industry/segment sales and product teams and the equivalents within the Cloud Partners
  • Defining and managing joint GTM strategies and commercial arrangements with major Cloud Partners
  • Working with SES Marketing, creating sales tools and campaigns for enabling Cloud Partners sales teams:  collateral, training, roadshows, etc.
  • Working with SES Product Management teams to align SES and major Cloud Partner product portfolios and GTM motions
  • Assisting SES Sales Teams with pipeline construction as relates to opportunities deriving from GTM motions with major Cloud Partners

 

COMPETENCIES

 

  • Knowledge of the ecosystem actors, including Cloud Service Providers, Solution Integrators and Network providers, ideally with established relationships and contacts across these
  • Knowledge of some or all of the following areas:  Cloud Networking, Cloud Infrastructure, Cloud based services, platforms and applications
  • Knowledge of key Cloud Service Provider platforms, service catalogues, and partner programs – i.e., Microsoft Azure, Amazon AWS, etc.
  • Strong presentation skills; the ability to produce and present content in an inspiring manner to a variety of internal and external audiences
  • Ability to work across company boundaries to form product and GTM strategies
  • Understanding of product management, defining requirements and executing on Product Life Cycle (PLC processes) to bring new possibilities to market
  • Intercultural awareness, working across a global enterprise with awareness and sensitivity to global cultural variations
  • Knowledge of satellite-based data networking architectures and services is a plus

 

QUALIFICATIONS & EXPERIENCE

 

  • 7+ years’ experience working within a target partner company (e.g. Amazon, Microsoft, Google, IBM) is essential, and within the partner structures of these companies is preferred
  • Experience in product management, defining product requirements and bringing products to market
  • Experience in managing alliances and partners, creating growth trajectories and new channels to market for products and services
  • Demonstrated ability to influence partner organizations in the adoption and selling of 3rd party products and services
  • Experience in a multinational organization, covering strategic, technical, commercial and marketing aspects 
  • Fluency in English.  Other languages are considered as additional assets
  • Ability to undertake international travel, up to 25% of the time

 

WHAT’S IN IT FOR YOU: 

 

  • Flexible working policy 
  • Bonus and equity plans 
  • Comprehensive and competitive benefits plans 
  • Access to Microsoft Azure training suite 
  • A range of wellness activities and employee assistance programmes (varies by location) 
  • An employer that values all aspects of Diversity and respects every individual’s story 

 

GOOD TO KNOW: 

 

SES is an Equal Opportunity employer, committed to workplace diversity & inclusion. We do not discriminate on the basis on race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, disability, or other characteristic protected by local, state, or federal law. 


Nearest Major Market: Washington DC

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