Senior Partner/Alliance Manager EMEA (IPTV/DVB)

Job description

For our customer, an international provider of tailor made multimedia solutions (IPTV/DVB) we are looking for a Senior Partner & Alliance Manager EMEA, to support their continuous growth during the last years and their strategy for the years to come. As being one of the ambassadors of the company, you will spend 30% of your time “where our partners are or in the greenfield which has to be developed”. The other part of your time you will be at the EMEA headquarters in the Netherlands.

Responsibility for all EMEA partners. Worldwide strategic partners are handled centrally in the headoffice in US, the Partner & Alliance Manager handles the EMEA tactical portions of the job.

 

Partner & Alliance Management

• Identification, scouting and management of Business Partners - Agents, Resellers (local & worldwide) and other strategic partners (worldwide);
• Definition of effective plan of acquiring new partners/resellers;
• Initiation and tracking of specific actions/projects to increase co-operation;
• Eco system solution coordination;
• Coordination point of contact for any partner lab/demo systems (initiation, deployment, upgrades, updates, maintenance);
• Coordination of Partner Marketing Program (materials, x-marketing, joint participation in trade shows, conferences, customer events, etc.;
• Main formal interface to partners & vice versa and ensuring a consistent and thorough approach to all partners;
• Define reseller package (agreement, marketing material, training material);
• Regular (sales) contact at all levels to ensure consistency and momentum;
• Develop and maintain a partner/reseller classification program;
• Supporting/coaching sales managers on realizing effective reseller contacts;
• Creating regular overviews of partner and reseller network;
• Negotiate sharp pricing of solutions with partners;
• Coordination of product and sales training for partner staff; Training partners on way of working;
• Ensuring internal staff are fully aware and trained in relevant Partner products/services;
• Tracking of business, leads, quotations through partners.

Purchasing Management

• Create an overview of suppliers;
• Agree with Suppliers on delivery terms and conditions;
• Negotiate with Suppliers sharp pricing and payment terms;
• For strategic components identify dual supply strategy.

Job requirements



To be successful in this position you will meet the following requirements:

• Education is at least on “bachelor-level”, and reflects a combination of profound commercial and technical knowledge in electrical engineering, telecommunication, or computer science.
• Knowledge of and well-known in the world of IPTV and digital video broadcasting (DVB);
• Familiair with the IPTV/DVB ecosystem (actual!);
• At least 7 years experience in a similar position;
• Experienced in setting up a channel of resellers and agencies;
• Bringing in a actual, strong, relevant and international network in the target geographic market;
• Experienced in building strong relationships with strategic partners;
• A natural born communicator with excellent negotiation skills;
• A strong sense of empathy, networker;
• An entrepreneurial, result focused and pro-active attitude;
• Fluent verbal and written expression in the English language is mandatory. Dutch is a strong asset;
• Living in or near the Netherlands is a must.

Company profile 

Our client is an innovative and fast growing international organization, with their very successful EMEA office in the Netherlands, and they are active in the multimedia market (DVB). Prominent companies around the world already use their solutions.

Company culture 

International focused, informal, target driven, customer focused, organization in movement by growth.

Interested?

You can apply by using the form below. For more information you can contact Wim van Empel, T: (06) 4100 2014