CBTS serves enterprise and midmarket clients in all industries across the United States and Canada. CBTS combines deep technical expertise with a full suite of flexible technology solutions--including Application Modernization, Managed Hybrid Cloud, Cybersecurity, Unified Communications, and Infrastructure solutions. From developing and deploying modern applications and the secure, scalable platforms on which they run, to managing, monitoring, and optimizing their operations, CBTS delivers comprehensive technology solutions for its clients' transformative business initiatives. For more information, please visit www.cbts.com.

Sr. Manager – Business Alliances (Dell)

CBTS serves enterprise and midmarket clients across the United States and Canada, delivering comprehensive technology solutions that drive business transformation. Our portfolio includes Application Modernization, Managed Hybrid Cloud, Cybersecurity, Unified Communications, and Infrastructure solutions. By combining deep technical expertise with flexible delivery models, CBTS helps clients modernize, secure, and optimize their IT environments.
For more information, visit www.cbts.com.

Role Purpose

Lead CBTS’s Dell-focused business alliance strategy by building, managing, and scaling high-impact partnerships that drive revenue growth, strengthen Dell ecosystem alignment, and expand CBTS’s infrastructure, hybrid cloud, and data center solution capabilities. This role ensures tight integration between Dell and CBTS go-to-market strategies while maximizing partner program value.

Key Responsibilities

• Define and execute a long-term Dell alliance strategy aligned with CBTS growth objectives and Dell Technologies’ go-to-market priorities
• Build and maintain executive-level relationships across Dell sales, channel, and partner organizations
• Develop and scale joint go-to-market (GTM) motions including co-selling, cross-selling, and partner-driven demand generation
• Own the end-to-end Dell partner lifecycle, including onboarding, enablement, compliance, governance, and performance management
• Lead Quarterly and Monthly Business Reviews (QBRs/MBRs) with Dell stakeholders to ensure alignment, accountability, and performance tracking
• Drive pipeline growth and revenue performance through Dell partner-sourced and partner-influenced opportunities
• Partner with Sales and Delivery teams to position and execute Dell solutions, including infrastructure, storage, compute, and hybrid cloud offerings
• Translate Dell partner insights into solution and portfolio strategy, influencing CBTS offerings and differentiation
• Govern joint marketing initiatives with Dell, including campaigns, events, MDF utilization, and account-based marketing strategies
• Collaborate with Legal, Finance, and Procurement to structure Dell-related agreements, rebates, and incentives
• Monitor alliance health, risks, and KPIs, providing executive-level reporting and recommendations

Key Performance Indicators (KPIs)

• Dell-driven partner-sourced and partner-influenced revenue
• Growth of qualified pipeline tied to Dell alliances
• Expansion and effectiveness of Dell strategic partnership engagement
• Partner program compliance, tier alignment, and incentive realization
• GTM execution effectiveness (co-sell wins, campaign ROI, pipeline conversion)

Skills & Competency Profile

Technical Skills

Functional Competencies

• Dell Alliance & Partner Relationship Management
• Dell Partner Program Compliance & Incentives Management
• Joint Business Planning (OEM & Channel)
• OEM Pipeline & Revenue Reporting
• Escalation Management & Resolution
• Cross-Functional Enablement (Sales, Delivery, Marketing)

Certifications (Preferred)

• Dell Technologies Certifications (e.g., Proven Professional or Partner Program certifications)
• Relevant infrastructure, cloud, or data center certifications aligned to Dell ecosystem
• OEM or alliance management certifications

Qualifications & Experience

• Education: Bachelor’s degree in Business, Engineering, IT, or related field required; MBA preferred
• Total Experience: 18+ years
• Relevant Experience: 12–15+ years in Dell alliances, OEM partnerships, or ecosystem leadership roles
• Demonstrated success driving Dell-related revenue growth, partner strategy, and GTM execution
• Strong understanding of Dell’s portfolio, including compute, storage, networking, and hybrid cloud solutions

Why This Role Matters at CBTS

This position plays a critical role in expanding CBTS’s Dell partnership as a core revenue engine, ensuring alignment with Dell’s strategic initiatives while enabling scalable growth through joint solutions, co-selling motions, and ecosystem leverage.

$138,000-170,000 base salary (not including bonus)

#LI-Remote #LI-PF2

The compensation range in this posting reflects the Company’s good‑faith estimate at the time of publication. The applicable base pay range for any individual will be determined based on the candidate’s designated primary work location as well as factors including role scope and responsibilities, required qualifications, and the individual’s experience, education, skills, knowledge, and performance. Certain positions may also be eligible for additional compensation such as discretionary merit increases, bonuses, or sales‑based variable compensation in accordance with applicable plans and role requirements.

Due to U.S. Government requirements applicable to foreign-owned telecommunications providers, non-US citizens may be required to submit to an extensive government agency background check which will necessitate disclosure of sensitive Personally Identifiable Information.