Head of Partnerships

​The Role

As the Head of Partnerships, you will be expected to work at a strategic level, driving intimacy and partnerships with key vendors and distributors with an emphasis on building an approach that aligns with customer and market dynamics and key vendor priorities.

You will be expected to build relationships and a plan with key distributors that utilises their strengths to support CAE and the sales team on vendors and technologies that are non-core to CAE. This will include distribution selection and commercial agreements. Working with Vendors and Distributors, you will identify ways of driving outcomes through technology.

What you will be doing?

Partnership Management

• Identify opportunities with Vendors and Distributors to develop sales strategy & maximise customer opportunity
• Work closely with sales and account managers to understand the requirements of them and their customers to ensure full alignment between CAE, vendors and distributors
• Engage with the appropriate internal/external resources and management teams to ensure the solution meets the customer's needs.
• To work with other key leaders within the business to identify key solutions, vendors, technologies & arm the business with suitable skilled resources to help CAE grow and maximise the opportunity within our customers.
• Work with the Business Development Director to ensure targets are met.
• Work alongside the sales teams to maximise the opportunity within existing and net new customers
• Rebate management for distribution and vendors, with the exception of Cisco
• Work alongside the CTO office to ensure we are working with the right vendors to deliver upon our technology strategy

Commercial Management

• Work as part of the wider commercial team to ensure we have a commercially viable model identified for key customer opportunities as part of the Sales engagement cycle covering:
• Net profitability
• Cashflow
• Operational Impact & Commercial Risk
• Profit development planning

It is expected that this commercial aspect be integral due to the ownership of key vendors and distributors and the ability to influence/drive commercial terms

To be successful in this role, you will have:

• Experience working for a reseller, distributor and/or vendor
• A proven track record of building relationships across an organisation
• Broad understanding of key industry technology trends, customer needs and solutions
• Experience in building Solution and Vendor based go to markets.
• Strong understanding of Vendor programs and incentive schemes.
• A history of achieving and overachieving targets
• The ability to build effective and constructive relationships at multiple levels within both technology vendors and distribution partners.
• Experience assisting in negotiations to achieve successful outcomes for large value transactions.
• Proven ability to control costs in line with project and budgetary expectations.
• Highly developed networking, relationship and interpersonal skills.
• Good presentation skills with the ability to persuade and influence.
• Understand and appreciate our competitors and their strategy.

The above list is not exclusive or exhaustive and the post holder will be required to undertake such tasks as may reasonably be expected within the scope of the post.

What is needed?

• Good understanding and knowledge of key vendor technologies, programs and reward structures.
• Experience of sales in Software, Hardware, Security, Cloud, Managed Services & ITAM.
• Excellent communication skills, both written and verbal alongside presentation experience
• A passion for Technology.
• Vendor relationships and an excellent knowledge of key partners including Microsoft, Dell, Cisco.

Desired

• Understanding of technologies which will disrupt the market in future years
• Can set a vision & drive teams to achieve goals in a considered and effective way
• Experience of managing budgets and improving bottom line margin
• Experience of global supply chain management, cross border logistics & operations

The Company

This is CAE - Our goal is to be recognised as the most trusted and valued IT infrastructure solutions provider, and be chosen by our customers, partners and everyone in the CAE family, because of our unique understanding, total commitment and positive engagement.

We get recognised in a number of different ways:

• Having ISO9001 and 27001 certifications
• With multiple awards from manufacturers including Cisco and Dell Technologies
• Being 3 star accredited with the Service Desk Institute
• Within our industry with shortlists and wins from CRN
• and every time we get an order from one of customers – recognising that we are their partner of choice whether they are in the Commercial, Public or not for profit sectors

It is our approach that sets us apart and our people that make us different #thisishowwedoit

What is next?

If successful, one of our dedicated recruitment team members will be in touch with you for a screening call. Please note, we will always endeavour to acknowledge every application we receive, however, due to the high volume of applications, we are unable to reply to every individual with specific feedback.

Benefits:

• MediCash
• Investors in Personal Development
• Pension Scheme
• Death in Service
• Staff Referral Scheme
• Discounted Private Medical Insurance
• Tech Scheme
• Will writing
• Additional benefits: Shopping discounts, Length of service awards, Flu Vaccination Vouchers, Employee Recognition, Annual leave entitlements, Cycle to Work Scheme, Fresh Fruit

CAE Technology Services are an equal opportunities employer. We are committed to eliminating discrimination and encouraging diversity across our workforce. We aim to provide a fair and consistent job application process and to not discriminate on grounds of gender, marital status, sexual orientation, race, ethnic origin or disablement.