Alliance Manager

October 12, 2022

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The Alliance Manager is responsible for the relationship and activity with chosen vendors/partners for product
resale and enables the development of value-added offerings aligned into Trustmarque’s strategic propositions and
marketing activity, to generate growth and profitability for Trustmarque.
Working closely with Specialist Sales, Marketing, Practice Leads, Sales management and Sales teams, the Alliances
Team collaborates to maximise the resale opportunity, align strategic and operational objectives of the partner and
Trustmarque, and oversee the execution of agreed plans and initiatives.
Aligning the interests of Trustmarque and identified external stakeholders/partners, the Alliance Manager will be
tasked with leveraging relationships and partner programmes for improved commercials, business growth in target
sectors and beneficial relationships across the business units for competitive advantage.

Accountabilities and main responsibilities

Key Tasks:

Alliance Management

• Maintain partner business plans which align to Trustmarque’s business strategy and the proposition GTM
plans owned by Specialist Sales.
• Be accountable for the ROI on managed partners and the performance against the business plans and
targets.
• Maximise the volume of incoming leads contributed via the company’s partner network through effective
relationships of the team with vendors and service delivery partners.
• Develop and maintain professional working relationships with key channel and direct touch
representatives to ensure Trustmarque is positioned as the leading partner and to maximise the volume of
incoming leads contributed via the company’s partner network.
• Enable the business to sell propositions that drive larger transaction values whilst maximising commercial
advantage through the managed alliances network and relevant accreditations.
• To maintain an understanding of all industry and partner accreditation programmes, where practical,
ensure Trustmarque is leveraging the highest possible accredited status in sales and technical terms, to
optimise available commercial advantage.
• Supported by the Legal team, to ensure all relevant partner-related contractual documentation is
accurate, up-to-date and has successfully passed through the requisite approval channel(s).
Proposition development and sales enablement
The Alliance Manager must
• Contribute to the development of propositions, representing the managed vendor and propose plans to
effectively manage any external party involvement; to foster a positive working relationship and effective
execution.
• Enable sales teams with appropriate and creative training sessions, messaging vehicles, access to pre-sales support etc for your aligned vendor network.
• Work closely with Specialist Sales, the Marketing team and Partner Executives to support with
proposition campaign related activity on the sales floor
Campaign management
The Alliance Manager must
• Facilitate and coordinate all campaign-related activity for the managed partner on the sales floor with
effective coordination, issue resolution and ROI measurement working closely with the Sales, Specialist
Sales and Marketing teams.
• Work with Specialist Sales and Marketing to develop high-impact, outcome-oriented campaigns
encouraging positive behaviour from existing customers and the acquisition of new customers.
• Working with the Marketing team conduct post-campaign debriefs to determine win / loss ratios, lead
quality and overall effectiveness with a view to providing the source of the leads with MI and constructive
feedback.

Qualifications and skills

Essential

You must be able to demonstrate that you possess:

• Excellent understanding of public and private market sectors, market trends, and the competitive
landscape in relation to Trustmarque and other resellers;
• Excellent understanding of Channel sales processes and the role of a reseller;
• An understanding of IT in general, networks, and business critical systems;
• Experience in a similar role within the IT product/services industry.
• An understanding of Channel investment, ROI methodology and the ability of the reseller to effect
positive or negative change in terms of partner performance.
• An understanding of how to coordinate and implement integrated sales & marketing campaigns
from inception through to fruition, evidenced by experience that demonstrates the ability to drive
revenue and/or GM growth.
• Knowledge of how to analyse campaign effectiveness and make recommendations for future
improvement
• A good working knowledge of product and service offerings relevant to Trustmarque
• General understanding of the IT landscape

Skills:

The Alliances team is a critical part of the business and is fast-paced, working within a constantly
changing environment.
The individual performing this role must be able to:

• Be numbers-driven, able to define and apply measurements of performance to the team and
individuals.
• Able to align and drive collaborative working across teams and influence others through effective
communication
• Interpret key performance indicators and possess the ability to plan and forecast accurately.
• Quickly build and leverage working relationships with stakeholders at all levels of seniority within
Trustmarque and its partners.
• Write clear, concise business English in all written correspondence, and create concise, accurate
and engaging presentations.

About Trustmarque

At Trustmarque, our vision is to enable organisations to harness the power of digital technology. For over 30 years, we have helped organisations in the public and private sectors to work smarter, run their business more effectively and unlock the value of their IT investments.

Our mission is to support our customers to buy and use innovative technology to positively impact local communities across the UK. We’re always evolving to keep up with the pace of change – to understand the technology solutions, licensing options and methodologies. Our customers come to us time and time again for collaborative transformation that helps them make better IT decisions for long-term success.

Our people are at the heart of our customer-centric business and we have company values which have been defined by our people – About us – Trustmarque. There’s never been a better time to join Trustmarque, we are growing and investing and you can play your part in influencing the future of IT in the UK.

One of our values is “be diverse and inclusive because we know that diversity of thought and experience positively benefits our ability to deliver work. We consider all suitably qualified applicants regardless of sex, gender identity or reassignment, race, disability, religion or beliefs, age, or sexual orientation. We recruit and develop our people based on merit and their passion, and we’re committed to creating an inclusive environment that reflects the diversity of the communities we serve. During the application process, you’ll be given the option to share your personal characteristics and data with us. This helps us understand our candidate pool so we can do everything we can to attract a diverse range of people and ensure our recruitment process is fair and inclusive.

All interviews, assessments and background checks will continue to take place online, to completely remove the need for face-to-face contact. All Trustmarque colleagues who can work from home should do so. Social distancing, enhanced hygiene and safety measures are already in place to protect our colleagues and manage the risk of COVID-19. The welfare of our people is of paramount importance to us, and we’re doing everything we can to keep our colleagues and customers safe during this time.

Standard benefits

As well as competitive rates of pay, we offer 25 days holiday (rising to 27), 2 volunteering days and 1 personal day plus bank holidays.  We also provide a substantial benefits package which includes a company-matched pension, life assurance, enhanced parental leave policies, the option to buy extra leave, a cycle2work scheme and more.

Trustmarque is an award-winning IT partner that delivers IT solutions allowing our customers to work smarter and more effectively. We simplify business, through a flexible and cost-effective approach that empowers organisations and their people. Giving honest, simple, and independent advice we help our customers to navigate an increasingly complex world of IT – and that’s exactly what you’ll do too, if you join our talented team here.

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