Everyone communicates. It’s the essence of the human experience. How we communicate is evolving. Technology is reshaping the way we live, learn and thrive. The epicenter of this transformation is the network—our passion. Our experts are rethinking the purpose, role and usage of networks to help our customers increase bandwidth, expand capacity, enhance efficiency, speed deployment and simplify migration. From remote cell sites to massive sports arenas, from busy airports to state-of-the-art data centers— we provide the essential expertise and vital infrastructure your business needs to succeed. The world’s most advanced networks rely on CommScope connectivity.
CommScope is a global leader in networking and communications space. Our Ruckus portfolio is used by thousands of organizations around the world. The Ruckus portfolio offers customers high performance wired and wireless access along with Cloud or On-premise management and device security.
To manage our expanding partnerships with global technology partners, CommScope is looking for an exceptional individual with the ability to manage potential partner development engagements and collaborate and coordinate with the technolgy partners on solutions development, go to market, joint sales and training.
The US Strategic Alliances Manager must drive collaboration between the CommScope engineering organization and the global field sales team, along with channel and distribution. As CommScope develops new partnerships you will be expected to play a key role in determining partner solutions that will drive our overall partnerships. Your role will have you engaged with executives at the CommScope and executives in the technology partners.
ABOUT THE ROLE
As the North America Manager for Strategic Alliances you will be responsible for managing and expanding our activities with global technology partners. Your engagement will require deep familiarity with networking and customer requirments. General knowledge of technology partners in the Security, Management, SD-WAN, NFV and SDN leaders in their respecitve fields. The position requires taking these types of partners and working with our engineering teams to determine where partner products may fit best into a solution to address enterprise customer needs.. Your objective will be to build long-term, enduring partnerships that provide an expanding revenue stream and technical resources that can deliver the Ruckus solutions to enterprises, SLED and Federal customers. You will be responsible for the overall success of the NA partnerships with primary KPIs including revenue, pipeline progression, resource enablement, joint marketing programs and customer satisfaction.
Develop and expand relationships with technology partners. This would include working with relevant practices such as the software and hardware teams supporting Ruckus products at CommScope.
Maintain the equilibrium between the organizations by facilitating regular senior executive meetings, joint Quarterly Business Reviews, and integration of the sales organization with the partners field sales team.
Organize and manage pipeline reviews that develop, forecast, and manage to closure a pipeline of sales opportunities.
Build awareness across the CommScope and tecnology partners sales channel and distribution of joint solutions that can be brought to market.
Document and maintain in SFDC/SAP accurate partner activity and pipeline progression.
Facilitate enablement on solutions for the SI solution architects, field sales teams, and delivery resources. Working closely with the Solutions organization at CommScope.
Evangelize partnership program across the internal organization to build collaboration and ensure resource availability required to meet their delivery and sales commitments.
Experience with networking solutions.
Minimum of 10+ years working in networking or networking related field.
Comfortable building relationships
Experience in selling to enterprises and working across a lengthy and complex sales cycle.
Ability to engage with partners in C level meetings at enterprise organizations to qualify and progress opportunities.
Proven ability to create significant revenue opportunities in the early stages of a relationship.
Demonstrable ability to understand, develop and navigate complex sales cycles involving a variety of stakeholders.
Proven capability to integrate sales team into a complex sales cycle to close transaction.
Ability to develop, maintain, and grow multiple relationships at once.
Experience working in a high-growth environment and acting as the Partner advocate internally.
Ability to work independently and with a team.
Excellent spoken and written communication
It is the policy of CommScope to provide Equal Employment Opportunities to all individuals based on merit, qualifications and abilities. CommScope does not discriminate in employment opportunities or practices on the basis of race, color, religion, gender (including pregnancy), national origin, age or any other characteristics as protected by law. Furthermore, this contractor and subcontractor shall abide by the requirements of 41 CFR 60-300.5(a) and 41 CFR 60-741.5(a). These regulations prohibit discrimination against qualified protected veterans and qualified individuals on the basis of disability, and require affirmative action by covered prime contractors and subcontractors to employ and advance in employment qualified protected veterans and qualified individuals with disabilities.