Cyber Alliances Manager

MTI provides award-winning, end-to-end technology solutions and services in cyber security and data centre for over 35 years. MTI has 250+ staff, with offices across the UK, France and Germany. MTI was acquired by Ricoh in 2020 as part of their transformation into a global digital services company. As part of the Ricoh family, MTI benefits from access to a much broader set of specialist IT services and significant technical resources available on a global scale.

More information can be found at mti.com

The Role

Position: Cyber Alliances Manager

Location: Leeds orLondon (Hybrid)

Contract: Permanent

The Role

The Cyber Alliances Manager is responsible for managing and maximising MTI’s strategic relationships with vendor partners with a particular focus on Cyber Security. The role is comprised of two parts;

• Cyber Vendor relationships with MTI UK; Maximising funding and rebates, coordinating joint sales and marketing initiatives, supporting the sales organisation and ensuring MTI accelerates its position as a leading Cyber security solution provider.
• Proactively supporting the intercompany sales efforts to sell MTI’s range of Cyber vendors, alongside MTI’s Cyber managed services into the Ricoh UK customer base

This role requires a commercially aware, tech-savvy professional with good experience of the Cyber Security vendor market, capable of navigating vendor programs, negotiating funding and rebates, and driving structured campaigns that deliver tangible ROI for both MTI and its partners.

Key Areas of Responsibility & Deliverables – MTI UK Core

• Manage and develop business plans for any assigned vendor accounts with a view to maximising vendor partner revenues, rebates and vendor funding. You will need to be able to think creatively and constructively to develop sound business plans
• Manage, coordinate or execute on sales & marketing plans, sales initiatives and ensure that relevant departments follow through on their responsibilities.
• Negotiate with any assigned vendor partners on all levels of funding with a view to maximising income.
• Negotiate with any assigned vendor partners on rebate agreements, rebate terms and conditions.
• Recommend and advise any assigned vendors on the best use of available funds, and resources, to maximise vendor ROI (return on investment).
• Identify additional initiatives, which can either directly or indirectly, positively affect vendor revenues
• Organise and coordinate all contracts and paperwork associated with marketing and vendors funding commitments.
• Gain a comprehensive understanding of the Cyber Security Market through trade press, e-info sources and vendor data to stay informed about industry trends.
• Assist the sales function with vendor related queries and provide support as appropriate (according to the specific RACI tasks)
• Manage and coordinate vendor and related business reports to use as part of the vendor management role
• Provide assistance with vendor leads and renewals as appropriate (according to the specific RACI tasks)
• Proactively assist with the planning, coordination and implementation of relevant vendor accreditations within both the sales function and the services team (according to the specific RACI tasks)
• Ensure the Chief Technology Officer is made aware of all relevant issues that affect vendor income / sales (both positive and negative)
• Work with existing channel teams and with RUK, team members to develop collateral, marketing campaigns, sales enablement activities and events to ensure all relevant RUK sales staff are aware of the MTI Cyber Vendor capability and offerings
• Work with existing channel teams and with RUK, team members to ensure all aspects of the sales process are defined and effective

Planning & Forecasting

• Maintain up to date and accurate revenue, rebate and funding reporting.
• Maintain up to date pipeline reporting and be up to speed and have the details associated with key pipeline deals. (MTI core and MTI into RUK)
• Ensure all potential vendor income is included on forecast sheets and forecast reports. Ensure all pipeline and funding bookings are tracked and captured in NetSuite
• Manage and maintain up to date status of MTI performance vs vendor incentives, targets and partner programme goals.
• Report in accordance with company policies.

Relationship Management

• Work alongside the rest of the sales team, marketing team, and management, ensuring that the relevant staff are informed / involved / updated on relevant vendor issues / info.
• Work with Finance department in the management of accurate partner invoicing and payment. (according to the specific RACI tasks)
• To participate in inter department and company training programs, on some occasions outside of working hours.
• Build good relationships with other departments and key personnel.
• Aim to improve your commercial awareness to allow greater empathy of businesses (both reseller and vendors) in the context of the market.
• To attend and manage vendor business reviews, QBRs, team meetings and other meetings specified by the Chief Technology Officer
• To represent Alliances function throughout the company and to vendor partners when appropriate.
• Self-motivated and able to work at a fast pace with a common-sense attitude to decision making
• Able to multitask and manage several initiatives and relationships at the same time
• A highly effective individual who has an absolute eye for detail and is focused on improving business performance through continuous assessment, evaluation and innovation.
• Technology native and willing to embrace new tools, methods and tactics to support business objectives
• Understands the IT market, it’s broad dynamics and is willing and interested in learning about new technologies and services
• Experienced with Cyber security products, partner programmes, sales teams and key stakeholders
• Experienced with managing vendor partners in a channel business

As part of the Ricoh family, MTI benefits from access to a much broader set of specialist IT services and significant technical resources available on a global scale. As a key constituent in Ricoh’s IT services growth and investment strategy, the MTI group of companies are developing an expanded and enhanced portfolio of services aimed at gaining market share while helping their customers accelerate and de-risk their own transformation plans. MTI has capabilities and services that support a wide range of technologies and customer objectives. MTI is one of the most technically accredited solutions providers across with highly experienced consultants and project managers to ensure excellent project outcomes as well as offering a set of well-resourced and scalable managed services. By employing proven methodologies, best practices and adopting a consultative approach, underpinned with operational excellence gained through thousands of client engagements. MTI helps its customers solve business challenges, by providing secure, compliant management of their applications, data, infrastructure, and systems environments.

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