Sr. Director - Americas Channel & Alliances Sales - 418

Company Name:
## Description
As a global leader in fixed, mobile and converged broadband access, carrier and enterprise IP technologies, applications, and services, Alcatel-Lucent offers the e nd-to-end solutions that enable compelling communications services for people at home, at work and on the move.
A key element of Alcatel-Lucent's 2013 - 2015 Americas sale strategy is to leverage Channel and Alliance Partners to grow and diversify revenue streams, particularly in new and under-served customer segments. To that end, we are investing resources and energy to refocus our efforts on this route-to-market by focusing on three major end-customer segments:
1) a subset of Service Providers who are more efficiently served via channels and alliance partners versus a direct sales model for future enterprise growth
2) Targeted Industry Segments , which we address via key industry and technology partners
3) Select Enterprise Verticals, such as Banking and Financial Services, which would benefit from our data center interconnect and carrier-grade networking solutions
The Americas Channel & Alliances Sales Sr. Director will work closely with the newly appointed VP of the team to help formulate the overall strategy; identify and recruit new business partners as required, and provide the needed support activities to ensure the success of our indirect go-to-market program and achieve the top line growth goals.
Job Responsibilities Summary:
As part of the Americas Channels and Alliances organization leadership team, the Sr. Director will focus on indirect channel program strategy, business development and internal alignment activities to foster a winning partner attitude and set of processes across Alcatel-Lucent sales, marketing, product and support organizations. The successful candidate for this position must act as an effective bridge between the Channel Partners / Primes and the Segment / Marketing teams within ALU. That involves taking the lead to represent the Channels and Alliances organization's requirements and recommendations for: targeted vertical-marketing initiatives; creative and successful demand generation programs; the development of relevant value propositions for the intended internal (sales / marketing groups) and external audiences; and effective communications.
Specifically, the responsibilities include:
Work with Internal and External Segment leaders to analyze and research risk and marketability of products and features to ensure maximum ROI for the GTM channel strategy and opportunity cost
Form strategic and channel relationships and drive corporate brand awareness and demand through the channel partners
collaborate with and help direct marketing to drive the creation and utilization of partner and end customer engagement material, as well as demand generation programs and campaigns that drive partner revenue
Work closely with the partner primes and partners to develop joint marketing plans to achieve revenue plans by product and segment
## Qualifications
This position requires an individual that can work collaboratively both within the newly reformed Channel and Alliances Sales team and across the Alcatel-Lucent cross-functional product, sales and marketing groups. Our ideal candidate would have the following experience and skill set:
Minimum of 10 years leadership experience in product, industry or channel marketing, strategic alliances, and business development;
Experience managing direct or matrixed teams with multidisciplinary skillsets
Excellent communicator, relationship builder, collaborator and negotiator;
Strong and demonstrated ability to engage effectively across functional units and with our targeted Channel and Alliance Partners across a broad spectrum of product / business / market topics;
Innovative and strategic thinker who can help define and drive to success a new approach to our Channel and Alliances partners;
Product and Industry / Marketing knowledge of Alcatel-Lucent's relevant portfolio, particularly in layer 2 and 3 switching, optical transport, and public and private networks; as well as our targeted Strategic Industries -- able to drive discussions at the senior management levels;
Bachelors degree and preferably advanced degree or commensurate experience in Business, Engineering or Technical Marketing; and ideally a combination of the above.
Alcatel-Lucent is an Equal Opportunity/Affirmative Action employer including women, minorities, veterans, and individuals with disabilities
## Job
Job: General Sales
Primary Location: Americas-United States
Schedule: Full-time
Req ID: 1400000ABL

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