Alliance Manager

Posted:
10/8/2024, 10:30:47 AM

Location(s):
Victoria, Australia ⋅ Melbourne, Victoria, Australia

Experience Level(s):
Mid Level ⋅ Senior

Field(s):
Business & Strategy

Employment Type

Permanent

Closing Date

25 Oct 2024 11:59pm

Job Title

Alliance Manager

Job Summary

Job Description

At Telstra, our purpose is to build a connected future so everyone can thrive. It's a future that won't happen on its own, it has to be delivered — and only Telstra can bring together all the parts to create it. And this is where YOU come in, by playing your part in help our customers connect: faster, better, and smarter.

The role with us

Telstra and our alliance partners aim to co-create unique, mutually beneficial productised solutions and offers to support our Business, Enterprise and Government customers.   

As the Alliance Manager, you are accountable for developing & executing an alliance go to market (GTM) plan to drive mutual growth and establish a governance program to measure the success of the partnership. This will help ensure that both companies are aligned in their objectives and can work together effectively to achieve their shared goals. It will also help establish clear processes for decision-making, communication, and collaboration at all levels.  

In this role, you will have the opportunity to work with global leaders in the industry, and to contribute towards a key part of Telstra's strategy. Your focus on growth, profitability, certifications, demand generation, and enablement will help to drive the success of this partnership and deliver value to customers.

Key responsibilities

  • Lead the creation & presentation of Technology Alliances operational reviews 

  • Develop Market Development fund plans which align to both TE & TB priorities  

  • Manage the compliance of the various alliance partner funding portals  

  • Raise purchasing requests 

  • Lead delegations at Telstra and Alliance partner conferences and Study Tours as required. 

  • Assist our Alliance partners to deliver exceptional experiences for our customers at Telstra lead events e.g Vantage, leveraging the combined value proposition of the Alliance 

  • Work with Telstra Purple to position and drive professional services and consulting engagements via the Alliance partner 

  • Prepare presentation material for governance meetings including Quarterly Business Reviews with key stakeholders from both Telstra and your Alliance Partner and manage these forums. 

  • Drive campaigns through marketing missions to build pipeline. 

About you

To be successful in the role, you’ll bring skills and experience in:

  • Developing an Alliance Plan that focuses the efforts and activities of Telstra and its Alliance partner in growing the relationship and profitability

  • Applying business and commercial fundamentals and success criteria to inform planning and decision making

  • Conducting overarching management of opportunities from lead generation through to closing out the proposal to minimise cost of sale

  • Building new relationships with key stakeholders and effectively manages these relationships to maximise opportunities

  • Effectively conveys messages using verbal and non-verbal communication to achieve desired outcomes

  • Identifying and managing key stakeholders to gain their support and deliver outcomes

Skills and Experience in:

  • Previous role in relationship management (customers or partners) 

  • Demonstration of prior sales success 

  • Proven capability in business strategy planning, execution and engagement 

  • Ability to manage and influence multiple stakeholders inside and outside Telstra’s business.  

  • Demonstrated ability in solving complex problems 

  • Executive engagement and senior stakeholder management

Highly desirable if you have:

  • Knowledge and experience in Alliance partnerships  

  • Contribution to developing partners strategies and aligning with Company OKRs 

  • Cyber security expertise 

  • NAS specialisation and multi-domain product knowledge 

If this opportunity sounds like a perfect fit for you, we'd encourage you to apply!

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We’re committed to building a diverse and inclusive workforce in all its forms. We encourage applicants from diverse gender, cultural and linguistic backgrounds and applicants who may be living with a disability. We also offer flexibility in all our roles, to ensure everyone can participate.

We fully embrace flexibility and choice at Telstra and it’s as unique as you. We believe every role can flex in some way and encourage you to work where, when, and how you are most engaged, safe, and productive. Talk to us about how a role could be flexible for you!

To learn more about how we support our people, including accessibility adjustments we can provide you through the recruitment process, visit tel.st/thrive.