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Director of Partner Management & Alliances

AZ, US

Requisition Number: 88916 

As the Director of Partner Management at Insight, you will be responsible for developing and executing on profitable growth plans for HPE, IBM and Red Hat.  In this role you will work with key partner executives and their teams to become an expert in their product and services and the partner’s strategic direction.  You will partner internally with key stakeholders across the organization, including sales, marketing, and finance to ensure our growth strategies are well aligned with your designated partners.  You will be responsible for maximizing the partner rebate and investments with Insight to ensure Insight obtains above market revenue and profit growth with the partners. 

 

In this role, you will oversee a team that is responsible for driving revenue, profitability, and awareness of their respective partners.  The teams you will lead are responsible for the following for their respective partners:

  • Manage and maximize overall profitability and develop a strategy around re-investing funding
  • Work with sales to maximize our return on partner deal reg programs
  • Facilitate strong field sales alignment with our partners channel sales teams
  • Provide comprehensive reporting both internally and with assigned partners on brand performance, category performance, industry trends, and market share
  • Educate sales on new product introductions, transitions, competitive advantages, and opportunities to identify sales within their customer base to read: Develop and educate sales team on sales plays required to drive market share for respective partners including: new product introductions, transitions, competitive advantages, and opportunities to identify sales within their customer base
  • Partnering with our learning and development teams to develop and maintain sales enablement of the partners product and service offerings
  • Understand and communicate partner organizational structure with key Insight stakeholders and cultivate relationships with senior management
  • Host Quarterly Business Reviews (QBRs) to review partner performance and discuss joint initiatives
  • Analyze and communicate partners’ financial conditions and changes in our market share
  • Partner with marketing to internally and externally market key partner products for assigned partner
  • Engage daily with assigned partner to drive strong alignment to ensure that all Insight and partner stakeholders are kept up to date on issues and initiatives
  • Engage with Insight procurement to ensure sufficient inventory positions and understand lead times
  • Represent the assigned partners and offerings in meetings and speak to brand performance, category performance, program/promotion results, and current initiatives
  • Assist the marketing team in creation and review of content for respective manufacturer ads
  • Obtain and facilitate necessary partner and industry certifications

 

What you’ll do at Insight:

  • Lead a high performing Partner Alliance team whose performance ensures our strategic partners think of Insight first.
  • Oversee the creation and implementation of major product category and partner strategies. 
  • Analyze industry information to identify opportunities and develop strategies to increase sales
  • Proactively manage partner/sales pipeline to achieve quarter sales/profitability targets
  • Work across product lines to drive increased Insight profitability through attach opportunities
  • Drive partner lifecycle opportunities to ensure software/warranty renewals are secured
  • Develop go-to-market strategies that outline target customer segments, products, promotions, pricing, positioning and complete launch plans
  • Understand and communicate partner organizational structure with key decision makers and foster relationships with senior management
  • Develop and implement business plans, marketing plans, sales strategies, and action plans for assigned manufacturers or strategic initiatives.
  • Develop and implement merchandising strategy, to include product selection and pricing responsibility and ensuring that the costs and product offerings are accurately represented in final marketing materials, electronic and print, so that category revenue, margin, and supplier reimbursement budgets are met.
  • Foster a diverse and inclusive culture that provides our teammates a strong sense of belonging.

 

What you’ll need to join Insight:

  • Bachelor’s degree from a four-year college or university; MBA is highly desirable, marketing degree is also preferred.
  • 10+ years leading partner alliance or marketing team in a high-tech or IT service-related industry or professional services company.
  • Must be customer obsessed.
  • Must be a self-driven strategic and tactical leader with the ability to operate at both the strategic and where required, detailed level.
  • Must be an exceptional leader (by way of our Insight Leadership Commitments).
  • Must have a strong knowledge of IT products and services of Sales Segments and Solution areas.
  • Excellent communication and relationship-building skills.
  • Experience in strategic planning and execution. Knowledge of contracting, negotiating, and change management.

The position described above provides a summary of some the job duties required and what it would be like to work at Insight. For a comprehensive list of physical demands and work environment for this position, click here.

 

Today, every business is a technology business. Insight Enterprises, Inc. empowers organizations of all sizes with Insight Intelligent Technology Solutions™ and services to maximize the business value of IT. As a Fortune 500-ranked global provider of digital innovation, cloud/data center transformation, connected workforce, and supply chain optimization solutions and services, we help clients successfully manage their IT today while transforming for tomorrow. From IT strategy and design to implementation and management, our 11,000 teammates help clients innovate and optimize their operations to run smarter. Discover more at insight.com 

  • Founded in 1988 in Tempe, Arizona
  • 11,000+ teammates in 19 countries providing Insight Intelligent Technology Solutions™ for organizations across the globe
  • $8.3 billion in revenue in 2020
  • Ranked #409 on the Fortune 500, #15 on the CRN Solution Provider 500, 2020 CRN Innovator of the Year Award
  • 2020 Intel Innovation Partner of Year, 2020 Microsoft U.S. Partner of the Year and Worldwide Customer Experience Partner of the Year
  • Ranked #7 on the 2021 Fortune World's Most Admired Companies (Information Technology Services industry), #70 on the Fortune 100 Best Workplaces for Diversity, #296 on Forbes World's Best Employers (#27 within IT), and #5 on the Phoenix Business Journal 2020 list of Best Places to Work
  • Signatory of the United Nations (UN) Global Compact and Affiliate Member of the Responsible Business Alliance

 

Today's talent leads tomorrow's success. Learn about careers at Insight: jobs.insight.com.

 

Insight is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation or any other characteristic protected by law.

 

 

Posting Notes: Remote || Arizona (US-AZ) || United States (US) || PM || None || Remote; National; US - Chandler,AZ ||


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