Copy of Sr. Manager – Business Alliances

Sr. Manager – Business Alliances CBTS serves enterprise and midmarket clients in all industries across the United States and Canada. CBTS combines deep technical expertise with a full suite of flexible technology solutions--including Application Modernization, Managed Hybrid Cloud, Cybersecurity, Unified Communications, and Infrastructure solutions. From developing and deploying modern applications and the secure, scalable platforms on which they run, to managing, monitoring, and optimizing their operations, CBTS delivers comprehensive technology solutions for its clients' transformative business initiatives. For more information, please visit www.cbts.com .CBTS serves enterprise and midmarket clients across the United States and Canada, delivering comprehensive technology solutions that drive business transformation. Our portfolio includes Application Modernization, Managed Hybrid Cloud, Cybersecurity, Unified Communications, and Infrastructure solutions. By combining deep technical expertise with flexible delivery models, CBTS helps clients modernize, secure, and optimize their IT environments. For more information, visitwww.cbts.com.Role Purpose Lead CBTS’s Dell-focused business alliance strategy by building, managing, and scaling high-impact partnerships that drive revenue growth, strengthen Dell ecosystem alignment, and expand CBTS’s infrastructure, hybrid cloud, and data center solution capabilities. This role ensures tight integration between Dell and CBTS go‑to‑market strategies while maximizing partner program value.Key ResponsibilitiesDefine and execute a long‑termDell alliance strategyaligned with CBTS growth objectives and Dell Technologies’ go‑to‑market prioritiesBuild and maintainexecutive‑level relationshipsacross Dell sales, channel, and partner organizationsDevelop and scalejoint go‑to‑market (GTM) motionsincluding co‑selling, cross‑selling, and partner‑driven demand generationOwn theend‑to‑end Dell partner lifecycle, including onboarding, enablement, compliance, governance, and performance managementLeadQuarterly and Monthly Business Reviews (QBRs/MBRs)with Dell stakeholders to ensure alignment, accountability, and performance trackingDrivepipeline growth and revenue performancethrough Dell partner‑sourced and partner‑influenced opportunitiesPartner with Sales and Delivery teams toposition and execute Dell solutions, including infrastructure, storage, compute, and hybrid cloud offeringsTranslate Dell partner insights intosolution and portfolio strategy, influencing CBTS offerings and differentiationGovernjoint marketing initiativeswith Dell, including campaigns, events, MDF utilization, and account‑based marketing strategiesCollaborate with Legal, Finance, and Procurement to structureDell‑related agreements, rebates, and incentivesMonitoralliance health, risks, and KPIs, providing executive‑level reporting and recommendationsKey Performance Indicators (KPIs)Dell‑drivenpartner‑sourced and partner‑influenced revenueGrowth ofqualified pipelinetied to Dell alliancesExpansion and effectiveness ofDell strategic partnership engagementPartner program compliance, tier alignment, and incentive realizationGTM execution effectiveness (co‑sell wins, campaign ROI, pipeline conversion)Skills & Competency Profile Technical SkillsDell Partner Tools & Portals (Partner Program, MDF, Incentives) – Level 3Power BI (Analytics & Reporting) – Level 3Microsoft Office Suite – Level 4Organizational & Program Management – Level 3Negotiation & Deal Structuring – Level 3Problem Resolution – Level 3Executive Communication & Presentation – Level 3Relationship & Stakeholder Management – Level 3Dell Alliance & Partner Relationship ManagementDell Partner Program Compliance & Incentives ManagementJoint Business Planning (OEM & Channel)Cross‑Functional Enablement (Sales, Delivery, Marketing)Certifications (Preferred)Dell Technologies Certifications (e.g., Proven Professional or Partner Program certifications)Relevant infrastructure, cloud, or data center certifications aligned to Dell ecosystemOEM or alliance management certificationsQualifications & ExperienceEducation:Bachelor’s degree in Business, Engineering, IT, or related field required; MBA preferredTotal Experience:18+ yearsRelevant Experience:12–15+ years in Dell alliances, OEM partnerships, or ecosystem leadership rolesDemonstrated success drivingDell‑related revenue growth, partner strategy, and GTM executionStrong understanding of Dell’s portfolio, includingcompute, storage, networking, and hybrid cloud solutionsWhy This Role Matters at CBTS This position plays a critical role in expanding CBTS’sDell partnership as a core revenue engine, ensuring alignment with Dell’s strategic initiatives while enabling scalable growth through joint solutions, co‑selling motions, and ecosystem leverage.$138,000-170,000 base salary (not including bonus)The compensation range in this posting reflects the Company’s good‑faith estimate at the time of publication. The applicable base pay range for any individual will be determined based on the candidate’s designated primary work location as well as factors including role scope and responsibilities, required qualifications, and the individual’s experience, education, skills, knowledge, and performance. Certain positions may also be eligible for additional compensation such as discretionary merit increases, bonuses, or sales‑based variable compensation in accordance with applicable plans and role requirements.Due to U.S. Government requirements applicable to foreign‑owned telecommunications providers, non‑US citizens may be required to submit to an extensive government agency background check which will necessitate disclosure of sensitive Personally Identifiable Information.#J-18808-Ljbffr