Partner Alliance Manager - Dell

About the role

Lead the go-to-market (GTM) strategy in close collaboration with executive, sales, marketing, and engineering teams to maximize direct and indirect channel opportunities with our strategic partner, Dell Technologies. Overseeing the day-to-day management and long-term growth of the Red River-Dell Technologies partnership.

Red River Technology is seeking an energetic Partner Alliance Manager to strengthen and accelerate its strategic partnership with Dell. The Alliance Manager will primarily develop and execute a go-to-market (GTM) strategy spanning commercial, state and local, civilian and Department of War.

Responsibilities

• Manage Partner Relationships: Develop and maintain productive relationships with Dell Technologies and other assigned partners within the Red River Partner Ecosystem. Build trusted connections with partner stakeholders and support executive engagement as needed. Communicate effectively across internal and partner teams to ensure business and technical alignment on goals, priorities, and execution plans.
• Drive Pipeline & Revenue Execution: Own & drive Dell pipeline targets for assigned accounts or segments. Execute joint account planning and co-sell motions to progress opportunities and close deals. Monitor pipeline health, forecasts, and performance metrics to improve deal velocity and results.
• Execute Joint Go-to-Market Initiatives: Collaborate with sales, engineering, and field organizations to understand the strategic goals, direction, and procurement paths. Enable sales teams on offerings, messaging, and sales motions. Collaborate with sales, marketing, and business development teams to support coordinated engagements aligned to Commercial, SLED, Civilian and Dept. of War opportunities.
• Joint Account Planning: Align cross-functional teams to integrate Dell infrastructure into joint account plans and accelerate sales pipelines. Mapping the strategy to partner sales, engineering and field organizations. Navigate and facilitate meetings and introductions to key stakeholders to accelerate joint growth efforts.
• Partner Positioning: Strengthen Red River’s visibility and standing with OEM partners as a premier go-to-market partner by communicating Red River’s capabilities, solutions, vision, and value proposition clearly.
• Rebates and Funding: Track and maximize rebates from Dell, including market development funds and memoranda of understanding. Align funding to GTM plan and sales to reinvest to accelerate Red River and OEM Relationships.

Requirements

• BS/BA and 3-5 years Business Development, Alliances or Channel Sales Experience
• Previous experience with Dell Technologies required
• Previous Public Sector strongly preferred
• Outstanding communication, organizational, and time management skills
• Candidate must be a self-motivated team player with sharp decision-making ability, results driven and able to achieve/exceed quarterly objectives
• Ability to collaborate with partner marketing team to develop creative partner marketing and lead generation programs and able to track partner lead and opportunity performance metrics in CRM
• Working knowledge across a variety of OEM platforms ideally within the areas of security, data center, networking, storage, cloud, AI, and analytics
• Travel up to 20% Required for Internal, OEM and Industry events
• DMV Location Required