Alliance Lead Network and Infrastructure Partners

Location: Sydney

This is a hybrid opportunity where you will work 2 days in the office, 3 days a week from home or as arranged with your manager.

Now is the time to bring your expertise to a Partner Lead role for a Fortune 500 Solutions Integrator where success and fulfillment go hand in hand. You will be at the forefront of helping businesses transform their cloud, data, AI, cybersecurity, and analytics to ensure they are future-ready.

As an Alliance Lead, Network and Infrastructure Partners with Insight, you will be the backbone of Insight. We will count on you to be responsible for leading the engagement between Insight and key Partners to deliver against our strategic priorities. You will be proactive in creating and driving effective and profitable business plans, including sales enablement, serving as a specialist within your respective portfolio of assigned partners internally and externally. The key partners in this role portfolio include: Cisco, Dell, Palo Alto, Aruba, Juniper, Net App, HPE and Pure Storage. This is an exciting and growing Network & Infrastructure partner portfolio. This is a new role and experience across some/ all vendors is required.

What to Expect

We’re legendary for taking care of our teammates. We want you to enjoy a full, meaningful life and stick around Insight for the long haul.

We offer all the benefits you expect plus:

• Freedom to work from another location—even an international destination—for up to 30 consecutive calendar days per year
• Work life balance days  
• Employee Stock Purchase Plan  
• Employee Referral bonus – work with your mates  
• Vehicle novated lease  
• Dedicated career pathways and development planning  
• Opportunity to join our President Club Champions  

Leadership: The Manager for this role is Athena Thompson, Director Marketing and Strategic Partnerships APAC. Athena is based in Sydney. The APAC Alliances team’s passion is to create, orchestrate and enhance alliances that support our companies’ expertise and ambition. They develop and nurture strategic and mutually beneficial relationships both internally and externally to support the strategic direction of the wider business.

As an Alliance Lead you will get to:

• Establish and drive strategic business relationships across Insight’s partners. Facilitate cross collaboration of key stakeholders across the Partner and Insight business to ensure stability and growth.
• Align with key internal stakeholders and orchestrate the business plan process between Insight teams. Orchestrate delivery of Insight’s goals in specific time limits, financial targets, sales campaigns, investments and growth initiatives, and all types of partner income.
• Ensure Insight gains and maintains partner accreditations and certifications that differentiate Insight as a solutions integrator
• Drive landing GTM (Go to market) solutions by engaging with the local Insight teams to secure readiness, on time launch, and sales execution.
• Establish Partner Engagement plan across APAC & Global executive engagement to drive key growth plans across the region and partner with local APAC alliance managers to drive successful execution in- country.
• Understand revenue and profit-based targets internally, building and maintaining accurate weekly reporting of the pipeline, forecast, and activities, to deliver against future revenue and GP (Gross Profit) targets.
• Drive performance assessments within Insight and with the partner and lead necessary course corrections/actions
• Represent Insight and our capabilities at relevant industry and Partner events, and create a schedule of these partner events, as well as debrief analysis, including ROI. Conduct regular research to keep up to date with innovative solutions/technologies and current market trends.
• Utilise partner funds to propose and drive special investment initiatives for Insight.
• Ensure relevant teammates and leadership teams are informed, involved, and updated on partner activities

We are looking for an Alliance Lead with:

• Proven record of accomplishment of successful Partner Account/Partner Alliance relationship management. Demonstrates considerable experience within technology (services or software) and can provide evidence of prior success and consistent overachievement against targets
• In-depth knowledge of the vendor product strategy and product offerings
• Fully conversant with Microsoft Office suite (Outlook, Teams, PowerPoint, Excel, Power BI and Word) and CRM, eg, Salesforce
• A team-player who can work successfully within a diverse team in a mutually supportive way (including with technical and sales teammates in multiple/virtual locations)
• High level of written and spoken English
• Business acumen: ability to win confidence, and deliver with professional authority and ease
• Demonstrable knowledge of modern business processes and trends and the impact of leading-edge IT (Information Technology) solutions
• Holds relevant, industry recognised, professional sales qualification, accreditation, and or certification such as Sales Methodology Certification (desirable)

Insight at a Glance 

• Received 35+ industry and partner awards in the past year
• $9.2 billion in revenue
• #20 on Fortune’s World's Best Workplaces™ list
• 14,000+ engaged teammates
• #8 Australia’s Best Workplaces™ in Technology 2024  
• $1.4M+ total charitable contributions in 2023 by Insight globally

We are not just a tech company; we are a people-first company. We believe that by unlocking the power of people and technology, we can accelerate transformation and achieve extraordinary results. As a Fortune 500 Solutions Integrator with deep expertise in cloud, data, AI, cybersecurity, and intelligent edge, we guide organizations through complex digital decisions. But what really sets us apart are our core values of Hunger, Heart, and Harmony, which guide everything we do, from building relationships with teammates, partners, and clients to making a positive impact in our communities.