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EMEA Partner Manager for Cloud Infrastructure Services

The role of the Global Partner Manager CIS Partners Partner Manager is to drive incremental Capgemini bookings and revenues with CIS Partners as a global technology partner in Globally.

His/her mission is to:

  • Be a senior Capgemini point of contact for engaging Global CIS Partners executives and teams
  • Be the thought leader in Enterprise Cloud Computing and our CIS Partners champion in Globally
  • Design very specific Global growth initiatives with CIS Partners and roll-out these Growth Initiatives in the Global Capgemini SBU/Bus/GBL’s/ABL’s
  • Support and help strategically the Capgemini Global Market Unit Leaders, Cloud Leaders and SBU/BU/GBL/ABL Leaders to design their Offerings/Solutions and create bold Go-To-Market plans
  • Design and execute the future Global Capgemini Group Strategy with CIS Partners and contribute to the Global total Sell-With Bookings.
  • Manage Global Quarterly Business Reviews (QBRs) with CIS Partners and drive partner centric sales with Capgemini Area/BU Account Executives, Sales Executives and Delivery Teams,
  • Document and promote partner solutions and architecture into Capgemini technical/delivery/architects communities
  • Enable the Global Capgemini sales and delivery teams via CIS Partners trainings and certifications program.

 This person will report to the Global Partner Executive for CIS Partners. The position requires intense interactions with Global CIS Partners executives and their teams; therefore the work location will be based in Globally.  This position will also require flexible work schedule and frequent travels to other Group Locations in Globally.

Key Responsibilities

Increase our Global Services Bookings with CIS Partners, and enhance the CIS Partners Influential Revenue with Capgemini through:

  • Maintaining a strong governance and executive mapping amongst the two companies in Globally
  • Design and drive High Growth Initiatives with joint CIS Partners /Capgemini solutions
  • Work with CIS Partners Teams to map industry, service line and sector leaders to identify potential joint opportunities and future account development, initiatives and solutions
  • Facilitate Cross-BU/Cross Sector/Cross-Regions Alignment initiatives
  • Elevate field engagement through working closely with regional alliance leaders and other BU leaders

 Lead engagement in the field with Account Execs and Sales Execs, as well as all sales efforts from the partner’s prospective (CIS Partners and Capgemini)

  • Manage current Capgemini/ CIS Partners programs around Sector initiatives
  • Support Sales Activities (including seminars, webcast, conferences, road shows, joint planning/mapping sessions)          
  • Support Account Strategy Development Leveraging CIS Partners and/or ecosystems of CIS Partners Partners
  • Deeper penetration of existing Capgemini accounts by leveraging CIS Partners
  • Set-up the appropriate Global operational processes and execution of resale, influence registrations, brand reviews, audits, etc...

Key Measurements

  • Incremental bookings driven by Sell-With, Growth Initiatives, Sell-To, and Partner Funding for CIS Partners
  • Increase Capgemini's intimacy at all levels within CIS Partners Globally
  • Success of Global QBRs (Quarterly Business Reviews) and Global Executive Relationship management
  • CIS Partners Alliance Success Measure – Influential Revenue ( Partner’s own revenue that has been validated by the Partner organization as having been influenced by Capgemini)

Profile

  • Title: Global Partner Manager
  • Level: Strong Manager / Senior Manager
  • Background: Alliances Management, Sales Management, Enterprise Cloud Computing Management, Global/Multi Country Account Management, Business Development Management

    Experience:
  • Track record of successful management of global alliance programs or software solutions sales programs within a large technology or large Consulting/ System Integrators organization
  • CIS Partners or Enterprise Cloud Computing senior position experience working globally
  • Product and solution experience in CIS Partners (Cloud, Data Center, Security, Software)
  • Global Alliance/Account Management experience
  • Networked with Sales and Alliances teams within a GSI and with channels and partners

Expected Competencies

Role Competencies

  • Mastery of Alliances/Sales Management techniques
  • Global Market Awareness
  • Executive Presence
  • Deep knowledge of Cloud (Public/hybrid/Multi)
  • Rigorous Program Management and Change Management skills
  • Understanding of CIS Partners a plus
  • Global Perspective and thinking

 
Core Competencies

  • Business Acumen
  • Excellent Presentation Skills
  • Industry and Technology Understanding
  • Excellent Communication/Listening Skills
  • Strong negotiation skills

 
“Global” Competencies

  • Fluent in English
  • Strong networking and relationship development skills
  • Ability to influence and convince executives
  • Comfortable with working in an international and “virtual” team and network
  • Ability to work autonomously in a dynamic environment
  • Successful in teaming with people from different cultures

 

 

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