Alliance Lead (Palo Alto Networks)

JOB DESCRIPTION

The team you'll be working with:

NTT DATA Partner & Alliances | Alliance Lead

As part of the NTT DATA Inc. Partner and Alliances team, this role requires an energetic, detail-orientated person, experienced in sales and/or business development as well as a comprehensive understanding of Alliance Partner technologies. The Alliance Lead will apply consulting-led sales skills and engage with their local Partner counterpart, Client Managers, Sales Specialists, Industry leads, Pre-Sales architects, Procurement, Partner stakeholders and, at times, client key decision makers to drive more opportunities for NTT DATA Inc and revenue for the partner. The Alliance Lead will also work directly with the Pre-Sales Solution Architects and delivery teams. The Alliance Lead functions as the glue between NTT DATA Inc. and the Partner, building deep relationships between the teams and orchestrating the workflow between both companies.

What you'll be doing:

The Alliance Lead role covers the length and breadth of the Partners technologies and priorities.

The main tasks are:

Sales Partnership and Enablement

• Enable the internal sales organisation to:

• Articulate the Alliance Partner/NTT value propositions and offers
• Identify white-space opportunities for Alliance Partner-based solutions using the current customer base
• Address common objections the client may pose
• Monetise solutions based on Alliance Partner technologies
• Provide the best offer/proposal for NTT customers using Alliance Partner technologies
• Unlock funding and incentives through Alliance Partner programs

• Engage and co-ordinate with Alliance Partner stakeholders such as local Partner Development Manager, Account Executives, Account Technology Strategists as well as 3rd party vendors to drive demand generation through vendor-based opportunities
• Facilitate the relationships between members of the internal sales organisation and Alliance Partner stakeholders. This includes facilitation of joint account planning activities, joint GTM, pro-active demand generation campaigns and follow up to ensure momentum is built and retained.
• Engage with the broader organisation such as solution architects from the internal Alliance Partner Team, Specialist Sales, Industry leads and delivery teams to promote and support high-value services opportunities.
• Pipeline creation and optimisation. The Alliance Lead is to jointly create qualified pipeline with sales teams and their Alliance Partner counterparts, based on Alliance Partner and NTT priorities, pro-actively engaging with the Alliance Partner and NTT account and sales teams.
• Management of the Referrals section of Alliance Partner Console/Centre for the specific region/country.
• Grow the brand awareness of NTT within the partner and market and evangelizes the joint solutions with the partner to become top of mind with the partner.

Trusted Advisor

• Build deep relationships with Client Managers, Sales Specialists, Pre-Sales architects, and assist them in executing competitive wins through understanding the Microsoft technology and solution stack value propositions.
• Build deep relationships with Alliance Partner Development Managers, local Account Execs, local Industry leads and Partner Solution Architects to make NTT top of mind with the local Alliance Partner community to generate more opportunities.
• Maintain a high level of relevant knowledge to have meaningful conversations with clients, Alliance Partner personnel and about industry verticals.
• Contribute to the knowledge base of NTT DATA Inc’s services solutions by sharing best practices with both internal and external teams, ensuring these teams are aware of typical client challenges that can be resolved through joint Alliance Partner solutions.

Deal Construct

• Help build and support commercial solutions for Alliance Partner technologies and assist in designing deals that meet the client’s needs to ensure win/win solutions for client, NTT and Alliance Partner.
• Assist in deal construct including commercial modelling, negotiating of contractual terms, mitigation of legal risk and other obstacles.
• Work closely with Alliance Specialists and Partner Alliance to determine the best programs for unlocking funding from Alliance Partner.
• Pre- and post- deal/opportunity alignment with Alliance Partner. The Alliance Lead/Lead is responsible for ensuring that NTT DATA Inc. is aligned with relevant Alliance Partner personnel on specific opportunities to ensure best practice solution application to maintain credibility with clients.

General Responsibilities

• Become familiar with NTT DATA Inc.’s value propositions and offers to enable marketing and sales when required. This includes articulation of the relevant customer profiles and conversation starters associated to each value proposition.
• Thorough practice alignment: the Alliance Lead is to be fully aligned with the various practices internally to lift the profile and prioritisation of the Alliance Partner.
• Assist internal teams to define and develop required communication, training and other collateral to enable the sales force to sell a particular Partner Alliance based solution
• Identify pipeline from the existing Alliance Partner customer base in the region/country for specific marketing and sales motions when required.
• Work with specific Alliance Partner focused sales teams to help them develop business in their respective Alliance Partner technology spaces. This would include helping them to identify relevant funding programs, potential customer pricing models and identifying opportunities.
• Understand and work with Sales Specialists and Client Managers on business cases and Total Cost of Ownership (TCO) models as part of the overall value proposition enablement.
• Follow up with practices on Solution Assessment activities and notify them of changes in Solution Assessment execution or funding value from Alliance Partner. Track pull-through business.
• Assist other members of the Partner Alliance team as well as the internal Alliance Partner team to resolve escalated issues when required.

What experience you'll bring:

Required Knowledge, Skills and Attributes

· The ability to tactically identify sales opportunities and how to address these using combined NTT and Alliance Partner value propositions when working with the sales organization.

· Able to focus and execute in a changing environment.

· Ability to make things happen.

· Conversant with a business outcomes-led approach to sales.

· Understanding of financial statements and metrics to hold a strategic client conversation.

· Problem solving individual who takes initiative and collaborates well with both internal and external stakeholders.

· Great presentation, verbal, and writing skills; ability to communicate complex ideas effectively across a wide range of audience levels and functions.

· Strong business acumen and negotiation skills to craft solutions beneficial to NTT, and the client, based on Alliance Partner technologies and solutions.

· Ability to proactively and independently identify and qualify opportunities.

· Highly collaborative self-starter who ensures alignment and builds optimal relationships with key stakeholders.

· Action-orientated, quick learner who can meet deadlines, with the capability to manage a range of projects while consistently delivering results.

Required Experience

· Demonstrated track record of cloud services/solutions sales.

· Demonstrated sales, client engagement, and business development experience with the requisite understanding of relevant markets and market penetration strategies.

· Good interpersonal, communication, and organisational skills.

· Good relationship building skills with the ability to engage with a variety of internal and external stakeholders.

· Good team player and display good attention to detail.

· Solution Selling skills.

Who we are:

We’re a business with a global reach that empowers local teams, and we undertake hugely exciting work that is genuinely changing the world. Our advanced portfolio of consulting, applications, business process, cloud, and infrastructure services will allow you to achieve great things by working with brilliant colleagues, and clients, on exciting projects.

Our inclusive work environment prioritises mutual respect, accountability, and continuous learning for all our people. This approach fosters collaboration, well-being, growth, and agility, leading to a more diverse, innovative, and competitive organisation. We are also proud to share that we have a range of Inclusion Networks such as: the Women’s Business Network, Cultural and Ethnicity Network, LGBTQ+ & Allies Network, Neurodiversity Network and the Parent Network.

For more information on Diversity, Equity and Inclusion please click here: Creating Inclusion Together at NTT DATA UK | NTT DATA

what we'll offer you:

We offer a range of tailored benefits that support your physical, emotional, and financial wellbeing. Our Learning and Development team ensure that there are continuous growth and development opportunities for our people. We also offer the opportunity to have flexible work options.

You can find more information about NTT DATA UK & Ireland here:

We are an equal opportunities employer. We believe in the fair treatment of all our employees and commit to promoting equity and diversity in our employment practices. We are also a proud Disability Confident Committed Employer - we are committed to creating a diverse and inclusive workforce. We actively collaborate with individuals who have disabilities and long-term health conditions which have an effect on their ability to do normal daily activities, ensuring that barriers are eliminated when it comes to employment opportunities. In line with our commitment, we guarantee an interview to applicants who declare to us, during the application process, that they have a disability and meet the minimum requirements for the role. If you require any reasonable adjustments during the recruitment process, please let us know. Join us in building a truly diverse and empowered team.