渠道与联盟及商务拓展总监 SI/MSP - 英国及北欧
Channels & Alliances & Business Development Director SI/MSP - UKI
关于公司
此职位为英国及爱尔兰地区远程办公。
Cycloid专注于扩展平台工程计划。我们通过加速门户和平台的交付，优化开发人员体验和运营效率，减轻IT团队的认知负担，并倡导FinOps和绿色IT实践。通过我们的内部开发者门户和平台，您无需从零开始即可获得完全定制的解决方案。
平台团队设计、构建并运行平台，使最终用户能够可视化、部署和管理现有和新项目，与前沿的DevOps和云自动化工具交互，而无需成为专家，同时保持最佳实践，控制云成本，并实现最小的碳足迹。
Cycloid是一个内部开发者平台和内部开发者门户，包含自助门户和平台编排、项目生命周期和资源管理、FinOps和GreenOps以及插件模块。可以通过控制台、CLI或API使用。
在Cycloid，我们是一个开放的组织，这意味着您的声音和观点将对我们的工作方式和决策产生真正的影响力。因此，正如您所想象的，我们正在寻找一位乐于分享想法和意见的人。不要害羞！
一个目标：让我们的内部开发者平台和门户成为全球领先的平台工具，且可持续发展。
听起来是个好计划，对吧？
我的挑战是什么？
渠道与联盟是我们在英国及爱尔兰地区市场进入策略中的关键部分。
与我们的创始人兼首席执行官Benjamin Brial合作，您将负责我们在英国及爱尔兰地区的“销售通路/销售给”策略。您需要考虑的是，即使我们已经开始与一些关键合作伙伴如Capgemini、Accenture、Sopra Steria、Orange Business Services、分销商如Arrow以及云原生合作伙伴开展合作，您仍需从零开始。
以下是您的主要职责概述：
- 作为合作伙伴率先落地
- 拓展并评估符合我们理想合作伙伴标准的新合作伙伴，既作为客户也作为合作伙伴
- 具备作为合作伙伴和业务发展总监的双重技能，以客户身份完成签约。系统集成商和托管服务提供商也是我们的客户
- 为新合作伙伴提供入职支持，并帮助他们快速成功地使用/提供Cycloid平台
- 与合作伙伴战略性合作，向他们的客户推广Cycloid并生成试用和转化
查看英文原文
About us
This work is fully remote in UKI.
Cycloid focuses on scaling platform engineering initiatives. We optimize the developer experience and operational efficiency by accelerating the delivery of a portal and platform, alleviating the cognitive load on IT teams and advocating for FinOps & Green IT practices. With our Internal Developer Portal and Platform, you don’t need to start from scratch to get a fully customized solution.
Platform teams design, build and run the platform enabling end-users to visualize, deploy and manage existing and new projects, interact with cutting-edge DevOps and Cloud automation without the need to become an expert, while keeping best practices in place, cloud expenses under control with a minimum carbon footprint.
Cycloid is an Internal Developer Platform and an internal developer Portal with modules around self-service portal and platform orchestration, project lifecycle and ressources management, FinOps and GreenOps and plugins. It can be consumed through the console, in CLI or in API.
At Cycloid, we’re an open organization meaning that your voice and point of view will have a true impact on how we work and the decisions we make. So, as you can imagine, we’re looking for someone who is keen on sharing his/her ideas and opinions. Don’t be shy!
One goal: to make our internal developer platform and portal the leading platform tool in the world, done sustainably.
Sounds like a plan, right?
What is my challenge ?
Channel & Alliances is a critical piece of our GTM strategy across UKI.
Partnering with our Founder and CEO, Benjamin Brial, you will have the responsibility for our UKI “Sell Through/Sell To” approach. You should consider that you have to start everything from scratch even if we start to have initiatives with key partners such as Capgemini, Accenture, Sopra Steria, Orange Business Services, distributors such as Arrow and born in cloud partners.
Please find below an overview of your main responsibilities:
- Be the first on the ground as a partner
- Prospect and vet new partners that match our ideal partner profile both as a customer & partner.
- A double skills as a partner & as a business development director to close them as a customer also. System integrator & managed services provider are also our customers.
- Onboard new partners and help them find success quickly using/offering the Cycloid platform.
- Work strategically with partners to market Cycloid to their customers and generate trials and conversions of the Cycloid platform.
- Create collaborative marketing strategies with partners to encourage successful marketing outreach.
- Recruit and manage your partner team after that you have demonstrate your capability to achieve targets and, if you want to take the path of management. We value individual contributors and leaders.
What should I bring to the table?
- You have a minimum of 10 years in partnerships and alliances across UKI
- a minimum of 5 years of experience in Software selling with a proven and successful track record in scoring deals with major MSPs, Integrators, or GSIs
- a clear understanding of our market: platform engineering, internal developer portal and platform, DevOps, multi-cloud, FinOps, greenOps and the personas.
The salary is 60% fix, 40% variable with a double booking approach with the sales team and an acceleration plan.
The package is highly competitive.
What we bring to the table
Working together should be a win-win situation for everyone involved. Here is what we bring to our side of the table :
- First on the ground
- A great autonomy
- A collaborative and flexible environment where your opinion matters
- 100% remote work in Europe (incl. UK)
- Home office setup up to €1200 (including device)
- Choose your own device spirit
- 1 retreat per year somewhere in EU
How we manage from now
Join us in creating the future of internal developer platform and portal, done sustainably!
What to expect:
- An Interview with Benjamin, our founder
- A customer sales simulation with the team
- A partner case by writing
- A final discussion with Benjamin
- Ref calls
**Cycloid is committed to having equal opportunities for everyone!**