Alliance Manager

Overview:

As an Alliance Manager, you will be responsible for driving the profitable and sustainable sales and delivery of our vendor practices. You will work closely with management and the regions in developing sales for the vendor partner and packaged solutions that include ePlus services. The Alliance Manager must serve as an evangelist, thought leader, and enabler for their vendor as well as other practices, both internal and external to the company.

Responsibilities:

CORPORATE VALUES

Respectful communication and cooperation: We prioritize respectful communication, fostering an environment where everyone is treated with dignity and respect.

Teamwork and employee participation: Collaboration and teamwork thrive through diverse perspectives, both within our teams and in our interactions with our customers.

Work/life balance that supports our employees’ varying needs: We value the well-being of our employees, recognizing that a healthy work-life balance is pivotal to our collective success.

Embracing communities: We embrace and support the communities that nurture us. Our employees' dedication to fostering positive change is a source of immense pride for us.

COMMITMENT TO DIVERSITY, INCLUSION AND BELONGING

We are an equal opportunity employer that does not discriminate or allow discrimination based on race, color, religion, sex, sexual orientation, gender identity, age, national origin, citizenship, disability, veteran status, or any other classification protected by federal, state, or local law.

ePlus is dedicated to fostering, cultivating, and preserving a culture that represents diversity, enables inclusion, and makes our employees feel comfortable bringing their full, unique selves to work.

YOUR IMPACT

The Alliance Manager serves in a national position but must work closely with the regions and therefore must be able to create value through both direct and indirect team-building.

The essential functions of this position include:

Practice Development

• Oversee relationships and go to market strategy with assigned vendor partners
• Manage and grow Engagement Strategy Plans with select vendors
• Work with ePlus marketing to update SharePoint sites
• Coordinate in market events with select partners, aligned OEMs, and Field Sales
• Drive vendor and ePlus engagement across the ePlus operating footprint
• Develop and cultivate to market plan to reliably deliver sales and gross margin results
• Maximize both front-end margin and back-end profits
• Manage vendor marketing efforts to create new business and harvest new accounts and gross margin dollars from addressable
  • Sales enablement: provide marketing campaigns, data sheets, technology presentations
  • Proposals: reference designs, vendor and ePlus differentiators, SOW templates, etc.
  • Delivery: Campaign management, field vendor engagement, executive communications, etc.
• Develop plans with individual region management teams (SVPs, RVPs, Sales Directors) and manage both ePlus and vendor teams to facilitate successful marketing and sales efforts for vendor in each region
• Define market segments, product positioning, competitors, value proposition and go-to market strategy
• Assess customer pain points and market demand to help define compelling services offerings packaged as a product
• Develop and execute product marketing and communications programs
• Identify strategic training needs to support current and future business operations

Business Development

• Align with architecture practice leadership internally, to Identify strategic and tactical manufacturer goals and key players necessary to achieve and sustain mindshare and thought leadership to maximize growth
• Evaluate, initiate, grow, and manage partnership programs
• Proactively work with ePlus vendor management team in achieving vendor certification targets and audit requirements
• Ownership and reporting for key performance metrics, including sales forecasting and overall financial analysis.

Market Development

• Evaluate emerging market trends and vendor go to market directions in order to accelerate technology adoption
• Build credibility by establishing ePlus as an authority on the given technology
• Expand sales force awareness of vendor offerings through webinars, seminars, speaking engagements, and other forms of media

Sales Development

• Leverage business skills, industry knowledge, technical skills, and customer service skills to build a high level of credibility with field sales and focus partners
• Build a strong sense of reliability with partners and co-workers to maximize direct sales leads and team confidence
• Enable teams to up-sell and cross-sell related products to prospective customers

QUALIFICATIONS

• Bachelor’s degree or equivalent experience; advanced degree preferred
• 5+ years of progressively successful career progression within an IT related industry.
• Experience working in a high-growth, fast-paced, high-speed environment and industry
• Working knowledge of the vendor’s various technology areas (Unified Communications, Virtualization, Data Center, Storage, etc.)

Business and Management

• Previous success managing a profit and loss for a line of business (ideal)
• Previous success developing partnerships between different, independent entities
• Previous success in sales and relationship-building roles

Technical

• Technical working knowledge within area of specialty
• Previous success in driving IT solution sales with technical decision-makers
• Demonstrated skill at working with multiple players across technical disciplines
• Demonstrated ability to guide teams through vendors’ product strategies
• Holds highest or multiple advanced vendor certifications

Personal

• Strong organization skills, presentation skills and acute attention to detail
• Strong oral and written communication skills
• Excellent inter-personal relationship skills
• Ability to work independently in a fast-paced, challenging work environment
• Ability to adapt and learn new technologies, products, and processes with little notice
• Ability to exercise judgment in determining appropriate course of action

POSITION SPECIFICS

The base salary range for this position at commencement of employment is expected to be between $100,000 and $130,000 annually; however, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other elements, including commissions and discretionary bonuses, in addition to a full range of medical, financial, and/or other benefits (including 401(k) eligibility and various paid time off benefits, such as vacation, sick time, and parental leave), dependent on the position offered. Details of participation in these benefit plans will be provided if an employee receives an offer of employment. ePlus Benefits highlights can be viewed here.

If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.

PHYSICAL REQUIREMENTS

While performing this role, you will engage in both seated and occasional standing or walking activities. We provide reasonable accommodations, in accordance with relevant laws, to support success in this position.

By embracing our values, you will contribute to our collective mission of making a positive impact within our organization and the broader community. We understand that this job description serves as a guide and is not an employment contract.