Dell – Berwyn, PA – $ 100.000+

Dell Boomi, the market-leading provider of on-demand integration technology and the creator of AtomSphere, the industry’s first-to-market Integration Cloud™ is seeking an experienced, resourceful Business Development ISV Manager to target, qualify, onboard, and continuously nurture and grow our ISV (independent software vendors) partner relationships.

Dell Boomi partners with software providers who use Dell Boomi’s integration platform as a service to deliver integration between their application(s) and any combination of cloud and on-premise applications. As a result of the growing opportunity for these ISV partnerships, we are conducting a search for a representative to support the acquisition of new ISV partners and successfully manage a select group of our existing ISV partners. The role will include, yet may not be limited to targeting and qualifying strategic prospects, negotiating and executing the contractual arrangements, supporting the partner enablement and onboarding process, devising and executing against partner’s annual performance goals and objectives, managing renewals, and serving as a key contributor to the overall success of our partner ecosystem.

We currently have Business Development Consultant openings on our sales team in the San Francisco Bay Area, CA or Berywn, PA. The Business Development Consultant works with various ISV partners, job responsibilities include:

– Lead the qualification, selection and acquisition of inbound ISV partner leads

– Work with internal stakeholders to identify and target key ISVs to pursue for strategic partnership

– Structure and negotiate the ISV partner business model(s) and supporting contractual arrangements

– Support partner enablement activities, such as internal/external communications, partner training and certification, and go to market planning

– Enable scalable and sustainable growth via the ISV ecosystem by collaborating to continuously refine the Dell Boomi Partner Program and the benefits it provides to our ISV partners

– Ensure cross-organizational communication and education of the ever-growing Dell Boomi Partner Program

– Act as primary liaison for a set of Dell Boomi’s existing strategic partners

– Continuously assess ISV partners’ annual performance metrics and outcomes to nurture growth and optimize channel revenues

– Estimated 30% travel; included but not limited to partner meetings, conferences, on-site on-boarding activities

Qualifications

– 6+ years in the software technology industry, with 3 years in business development, partner program management or alliance management experience

– BA/BS degree in a related field

– Strong integration technology experience

– Strong experience in architecting indirect sales/business models

– Contract negotiation skills required

– Demonstrated success in program and/or relationship management

– Strong organizational skills and demonstrated ability of interacting and presenting to senior level management and cross-departmental collaboration

– Excellent communication skills: verbal, written and presentation

– Results oriented, customer focused, and able to plan, organize and coordinate the necessary arrangements to achieve successful business results

– Ability to manage and prioritize multiple projects

 

Preferred Knowledge, Skills, Abilities, and Background:

– Software industry experience, specifically Software-as-a-Service (SaaS), preferred

 

Why work with us?
–          Life at Dell means collaborating with dedicated professionals with a passion for technology.
–          When we see something that could be improved, we get to work inventing the solution.
–          Our people demonstrate our winning culture through positive and meaningful relationships.
–          We invest in our people and offer a series of programs that enables them to pursue a career that fulfills their potential.
–          Our team members’ health and wellness is our priority as well as rewarding them for their hard work. 
“LIPRIORITY”

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