Position: Alliance Manager

Reporting To: Vice President (Sales & Marketing)

Location: Mumbai / Bangalore

Position Summary:

This position requires to develop and implement business plans for the acquisition of Strategic Alliances Partners to contribute effectively to the Company’s business portfolio and deliver agreed volume and profit targets. The primary focus would be Indian territory followed by Middle East and APAC

The incumbent will be responsible for the overall development and execution of strategy for acquiring New Alliance Partners, leading the process from inception through to the signing of new partnerships.

The job will also include Account Management i.e. jointly managing the Partners acquired at the corporate office level- in conjunction with the sales execution team

 

Key Responsibilities:

• Identify, solicit, prospect and secure new business relationships, generating new income for Company across the domains of Alliances in India.
• Develop the whole acquisition machinery: Build the lead generation, credentials pitch, consultative questioning, solutions pitch, negotiations, closing and account on boarding
• Create and be accountable for all client proposals, contracts and any other documentation following Company procedures.
• Solution Selling to prospective partners. Should display application and creativity in building a compelling Value Proposition for the prospective partner organisations.
• Engaging across hierarchies within the prospect organisation during the pitch period through effective relationship management skills
• Working across the internal organisation to build business proposals for the prospective alliance partners to effectively size the business opportunity within the partner ecosystem.
• Understand and Adhere to all Corporate Policies to include but not limited to Code of Ethics and Global Information Security.
• Report any significant security breaches to Operations head or IT services.
• Participate in the role of Incident Manager during any incidents and emergencies.

 

Requirements:

• Ideal candidate should be a Management Graduate with an overall work exposure of 8 to 12 years.
• In-depth understanding of the DATACENTER industry & an out-of-the-box thought inclination to effectively tap opportunities outside of the DATACENTER segment
• Strong relationships and networks within the Alliances domain
• Ability to create robust win-win value propositions and strategic fit for the partnerships
• Strong commercial acumen and understanding of business profit drivers.
• Understanding where product would sit within the complex operations of a client and how to embed it.
• Excellent communication skills, fluent in both written and verbal communication.
• Strong presentation skills. Inclined towards Solution selling- able to influence and persuade others to take action or gain buy-in
• Proactive, agile and highly responsive towards achieving goals – leveraging key strengths and capitalizing on opportunities with a keen sense of urgency

Job Description
Regional Head – Sales (14-16 yrs.)
Location: Mumbai/Bangalore

This position is part of India Sales Team and would be responsible for regional business leadership, mentoring, building a high-performance ecosystem and exceed regional business targets. This role would also carry individual revenue targets for specific strategic initiatives. Right candidate would have the opportunities to grow into a P&L role in due course. Candidate should have a thinking mind.

The role would lead the representation of Pi DATACENTERS in the region:
• Unravel the opportunities in Market segments/industry verticals
• Drive account-based strategy and strong engagement
• Work with regional and cross functional teams to achieve business goals.
• Exceed set revenue realisation target of INR 15 Cr. for FY19 (Apr18 to Mar19)
• Should be able to lead market penetration by example.

 

Key Responsibilities:
• Responsible for selling Pi’s extensive portfolio of DC and Cloud service offerings to enterprise and public-sector customers, where they possess the sales and technical expertise required to conduct all phases of the sales cycle
• Responsible to drive regional business strategies and own the entire cycle from opportunity identification, validation, qualification, order closing and payment realisation
• Present the value of Pi solutions at all required levels of customer’s decision-making chain
• Responsible to, identify triggers, with impact to the customer business and recommend mitigation strategy
• Build and develop business case, provide relevant and sound business & technical advice to the customer and present the same to various stakeholders within the company.
• Map competition and develop appropriate winning sales strategies, often in conjunction with Partners.
• High degree of commitment and goal orientation is a must and must be willing to adjust to the demands of a dynamic environment.
Requirements:
• Overall 14-16years- experience in IT Managed Services Selling, services with a proven track record in sales
• Candidate should have 5-7 years of experience in building, transforming and leading a high-performance team (direct reportees) of not less than 3 senior sales professionals.
• Candidate should have 5-7 years of experience in datacentre services and solution selling i.e. Colocation, Cloud Services, DR, IT Infrastructure management services to customers at C Level (Executives)
• Candidate should have a good conceptual knowledge of Datacenter technologies (Server/Storage/Network/Cloud/Middleware etc. & IT Service Management)
• Candidate should have extensive experience in developing high value new accounts and have the capability to translate the customer business concerns into requirements and eventually turn the same into business.
• Candidate should have managed large conglomerates and must have extensively engaged and maintained strong relationship with CXOs in the region
• Candidate must possess excellent verbal, written communication skill, along with convincing presentation skills

SOC RESPONSIBILITIES:

• Establishes system controls by developing framework for controls and levels of access; recommending improvements.
• Performs Penetration Testing, Vulnerability scanning and remediation, and system hardening.
• Monitors and responds to alerts from IDS/IPS, HIDS, and end point protection.
• Coordinates actions with Network Operations Center staff.
• Maintains access by providing information, resources, and technical support.
• Ensures authorized access by investigating improper access; revoking access; reporting violations; monitoring information requests by new programming; recommending improvements.
• Establishes computer and terminal physical security by developing standards, policies, and procedures; coordinating with facilities security; recommending improvements.
• Safeguards computer files by performing regular backups; developing procedures for source code management and disaster preparedness; recommending improvements.
• Develops security awareness by providing orientation, educational programs, and on-going communication.
• Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations.
• Accomplishes information systems and organization mission by completing related results as needed.
• Must have extensive experience in multiple security areas such as SIEM, IDS, APT, and WAF. Candidates will be required to participate in multiple intelligence communities and be able to disseminate pertinent information throughout the SOC.
• Ideal candidates should have extensive experience in Linux and Windows operating systems, deep knowledge of networking and attack methods such as SQLi and pivoting.
• Triage and resolve advanced vector attacks such as botnets and advanced persistent threats (APTs)
• Perform basic forensic activities e.g. conducting examinations of computers, system logs, applications and networks to locate evidence.

Essential skills & Qualifications:

• Information Security Policies, System Administration.
• Network Security, Firewall Administration, Problem Solving.
• Network Protocols, Routers, Hubs, and Switches.
• Hands-on investigation and log analysis exposure.
• Experience in IT security and defensive technologies (Antivirus, Firewalls, Event Monitoring, Network and Perimeter devices, Data Loss Prevention, IDS, Web content filtering).
• Should be familiar with handling and mitigating attacks related to viruses, spoofing, hoaxes, malware
• Should be familiar with emerging security threats and their attack vectors especially web application attacks
• Knowledge of SSL/TLS, certificates and encryption methods
• Sound understanding of OS (Unix/Linux, Windows, OSX), IPS/IDS, VPN, Firewalls, Web Application Firewalls, Application Security.
• Below certifications would be added advantage (CEH, GCIH, ECIH)

Note: It would be good if we have knowledge on GRC (Governance Risk and Compliance)

 

Requirements:

• Overall 8+ years- experience in IT  Managed Services selling, with a proven track record in sales
•  At least 4 years’ experience in selling datacenter services, optimization and integration services to customers at C Level (Executives)
• Candidate should have experience in services and solution selling i.e. Cloud Services, Hosting Services , Virtual Data Center, IaaS , PaaS
• Candidate should have a good conceptual knowledge of DataCenter technologies (Server/Storage/Network/Cloud/Middleware etc. & IT Service Management)
• Candidate should have extensive experience in developing  new accounts (hunting), and have the capability to translate the customer business concerns into requirements and translate the same into business
• Candidate should have managed  large conglomerates and   must have extensively engaged with CXO /CIO’s in their respective regions
• Candidate must have deep connects with partner ecosystem in the region
• Candidate must possess excellent verbal, written, communication and presentation skills

Key Responsibilities:

• Responsible for selling Data Center service offerings ( Managed Hosting, Cloud, Virtual Datacenter, Recovery as a Service, Colocation Services) to enterprise and public sector customers as a key focus area where they possess the sales and technical expertise required to conduct all phases of the sales cycle
• Responsible to drive deals from opportunity, identification, validation, qualification to closing the Deal – Present the value of Pi DATACENTER solutions to all levels of customer’s management and drive services sales
• Participate and team up with technical, presales and “Partner specialists” to provide complete solutions to customers
• Responsible to build and propose transformational services to customers, identify triggers, Identify key IT issues which impact the business and make recommendations to customers
• Build and develop business case, provide relevant and sound business & technical advice to the customer and present the same to various stakeholders within the company.
• Map competition and develop appropriate winning sales strategies, often in conjunction with Partners.
• High degree of commitment and goal orientation is a must and must be willing to adjust to the demands of a dynamic environment.