Cloud Partner Manager

Ingram Micro Williamsville, NY

About the Job

As a Cloud Partner Manager within Ingram Micro Cloud, you will have the exciting opportunity to deliver on our strategy, and build mind share and adoption of the Ingram Micro Cloud Marketplace. 

 

 

In doing so, the Cloud Partner Manager is ultimately responsible and accountable for developing joint annual business plans, drive interlock go-to-market plans with sales, marketing, and optimize pricing strategies throughout the organization so that Ingram Micro maximizes growth, market share, and profitability.  The leading metric which measures success of the Cloud Business Manager is Contribution Margin Dollar Growth.  The role is the intersection across product management, sales and marketing and will drive tight interlock by managing:

 We are looking for smart, high energy candidates who are looking to make a big impact, and who want to work alongside a great team to do so. The perfect candidate will thrive on the prospect of taking on huge challenges and will “move the needle” at Ingram Cloud by driving programs through feats of flawless execution. 

 

  • Enable Ingram Cloud partners by delivering business level partner certifications, workshops and applied learning
  • Guide our strategic partners, practice leaders and consultants through the Ingram IaaS and Cloud Platform Strategy
  • Create joint partner enablement plans in collaboration with partner counterparts
  • Engage regularly with key partners to monitor enablement process, new requirements and future goals
  • Provide regular updates to partner management on the status of each partner’s enablement
  • Respond to concerns from customers when partners fail to deliver to the expectation of customers when implementing Ingram Cloud IaaS Platforms
  • Represent Ingram Cloud and our joint capabilities with our strategic partners at Industry and tech conferences
  • Work closely with internal cross-functional stakeholders in sales enablement, global partner enablement, services and customer success to align on messaging, methodology, Ingram Cloud best practices and sales to service partner engagement models
  • Effectively build strategic working relationships and develop and use collaborative relationships to facilitate the accomplishment of work goals. 
  • Identify specific customer segments and industry verticals to approach with a joint value proposition between Ingram and vendor(s).
  • Responsible for communicating and directing resources to meet these targets.

     

Management

  • Manage day-to-day business relationship with vendor(s), oversee all aspects of the relationship and ensure regular, coordinated interaction
  • Responsible for vendor IM Marketplace launch planning.
  • Leads vendor onboarding pre-qualification including APS expectations overview.
  • Manages communicating SKU creation needs with the buyer/PM resource
  • Responsible for developing front-end pricing strategies that result in gross margin optimization.
  • Responsible for setting the parameters the Sales organization works within when negotiating price.
  • Responsible for executing pricing tactics, utilizing existing pricing systems, so that pricing is

   competitive and profitable.

  • Responsible for ensuring that marketing activities and plans are effective in driving value to IM and the vendor, and results in an appropriate return on investment.
  • Responsible for maximizing purchase discount and rebates while meeting overall profitability and working capital metrics.

 

 

Business Planning

  • Responsible for monthly, quarterly and annual planning.
  • Coordinate and drive go-to-market interlock planning.
  • Drive regional vendor interlock planning.
  • Manage and drive quarterly business reviews and performance management
  • Jointly develops sales business plan & targets with sales team.
  • Manages and monitors plan performance and jointly develops corrective action plans.
  • Prepare and deliver business reviews to the Ingram Micro senior management team
  • Partner with Vendor Marketing Management to set marketing targets that align with the business plan.

 

 

QUALIFICATIONS:

  • Bachelor's degree required, Master’s degree preferred.
  • 7-10 years experience managing vendors, partners, or customer relationships or business development with solid, demonstrated performance.
  • Travel 20% - 40% of time.

 

About You

  • Passion towards partners and solutions consulting/sales engineering
  • Background in partner business with a system integrator, a service provider, an ISV or a product company
  • A technical background
  • Engineered and executed enterprise pre-sales cycles (e.g., sales engineering/solution consulting/sales consulting
  • Demonstrated ability to grasp and learn new business models and technology paradigms
  • Experience with one or more of the following
  • Enterprise Architecture
  • SaaS Integration
  • API Management
  • PaaS and IaaS
  • Understanding of ERP, CRM, HCM and related application software domains This is a fast-paced, high-growth startup environment
  • Sales, delivery and or vendor management with Infrastructure background
  • Build trust and display confidence in his or her intentions and those of the organization.e
  • Strong sense of ownership in his or her work.h
  • In depth knowledge of technology products and markets as well as competitive knowledge.

 

 

 

QUALIFICATIONS:

  • Bachelor's degree required, Master’s degree preferred.
  • 5 – 7 years experience managing vendors, partners, or customer relationships or business development with solid, demonstrated performance.
  • Travel 20% - 40% of time.

 

Ingram Micro Inc. is committed to creating a diverse environment and is proud to be an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other protected category under applicable law.