Director of Dell Partner Management

Palo Alto, California, United States (Hybrid)
Full time
Email Icon - Teechflow X Webflow Template

Apply to this position

Apply nowApply now

Job description

Position Overview

The Director, Partner Management will be responsible for managing our key partner relationships within the Sales organization. Individual will manage the Partner Management team to maximize contribution from our partner relationships by strategically creating business plans, structure, cadence, creativity, and provide clarity in negotiations.


  • Partner with business leaders to deliver services that support company objectives and that are consistent with Winning Together values.
  • Manage relationships with partners and Mibura to build the brand and the business.
  • Develop strategic plans for overall growth and engagement with Mibura.
  • Drive change, innovation and growth across the Partner programs.
  • Maximize front and back end process for partner specific items such as rebate programs, partner-specific solutions, and more.
  • Analyze and report on partner initiatives, forecast for strategic changes and report on key metrics.
  • Manage escalations on complex issues and provide appropriate support to internal team members.
  • Review forecast for opportunity to negotiate additional discounts and programs.
  • Manage and track Partner Rebates.
  • Communicate partner programs and processes to internal departments.
  • Fund liaison for Marketing and Engineering activities.
  • Manage Certification and Partner requirements.
  • Facilitate Internal & External QBR/BPs for assigned partner(s).
  • Assist with customer-facing meetings regarding end-user programs.
  • Assist with new Vendor Qualification and Onboarding.
  • Maintain and improve business profitability within assigned partner line(s).
  • Maintain and improve business line incorporating new products, when needed.
  • Assure compliance with policies and procedures.
  • Embrace and support Mibura’s mission and core values.

Education & Experience Required

  • 5-7+ years’ experience with a technology company in service delivery in the IT industry.
  • Demonstrable experience of working in a challenging environment.
  • Experience of working at a strategic level to enable partners and vendors to increase sales and enhance relationships.
  • Legally eligible to work in the United States.

Skills & Competencies

  • Ability to assess potential growth in partner relationships.
  • Contributes to the organizational vision and strategy, initiates and leads collaborative forums across the organization to create the foundation for achieving strategic goals.
  • Demonstrates understanding of current and emerging market trends, geographic and cultural needs.
  • Ability to develop strategy to implement lessons learned to future deals.
  • Ability to drive innovation in deal constructs with the business.
  • Presentation skills.
  • Able to drive continuous improvement through the creation of new metrics based on current performance.

Mibura is a network focused cloud infrastructure company, operating in 100+ countries across the globe and providing customization and flexibility to all the key clouds and TelCo networks. Businesses need to simplify and bring together fragmented, complex infrastructure that spans cloud environments. With Mibura NetMetal, customers can rapidly deploy their preferred silicon with dedicated network infrastructure and interact with every available TelCo at datacenters, ground stations, and wireless cellular. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.

Our mission is to cut the cord, drop the cubicle, bring down walls, break through barriers, and build bridges empowering every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Mibura is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification. Research shows that people from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy. We urge you not to prematurely exclude yourself and to apply if you're interested in this work.
Apply now