Now Is the Time To Be A Global Alliances Partner

Working with all of our partners brings me great joy. I treasure the relationships we’ve developed over the years and I treasure the way we do business together. So much of this is because underneath it all is a strong foundation of trust. Trust is not something I take lightly and it is core to who I am and what I value most in life. And I know it’s important to you. This is what has allowed us to defy gravity, because we trust each other to go above and beyond what anyone thought was possible.

We grew the Global Alliances business by 28% last year. Talk about defying gravity! When I think about how far we’ve come together over the past few years it sometimes feels like magic. This growth wasn’t driven by any one region or single line of business. It was a result of a combined effort across all regions and towers. It shows we’re relevant and balanced.

How are we achieving this success? Because we’ve doubled down on our three key enablers.

  1. Leveraging Our Global Sales Force: Our Alliance Sales Directors only get paid when you win. Our sales rep participation doubled last year, meaning more and more of our sales team is leveraging Global Alliances in one way or another.
  2. Being Strategically Aligned: we’ve positioned ourselves strategically and have anticipated where the market is going. Customers are moving to a multi-cloud environment and more and they plan to use a service provider to build or maintain their multi-cloud environments. This alignment has taken us up the value chain and we are required. Our customers need us.
  3. Conducting Joint Business Planning: I’m going to sound like a broken record, but we don’t prioritize partners, we prioritize plans. This prioritization of plans has absolutely contributed to our success. These plans should not remain stagnant, especially as the industry evolves. This is what will continue to ensure we’re strategically aligned in the industry.

We’re doing a great job strategically and tactically. We’re leading with the Four Transformations that we talk about across Dell Technologies, Workforce, IT, Application and Security Transformation. We are transforming our customer’s businesses. We’re doing incredible things with the portfolio. And with the new Dell Technologies Cloud, we’re poised to do incredible things. There’s never been a better time to be a Global Alliances partner.

About the Author: Jay Snyder

Jay Snyder is Senior Vice President of Global Alliances at Dell EMC. Dell EMC, a part of Dell Inc., enables organizations to modernize, automate and transform their data center using industry-leading converged infrastructure, servers, storage and data protection technologies. This provides a trusted foundation for businesses to transform IT, through the creation of a hybrid cloud, and transform their business through the creation of cloud-native applications and big data solutions. Dell EMC services its customers – including 98% of the Fortune 500 – with the industry’s broadest, most innovative infrastructure portfolio from edge to core to cloud. Snyder is passionate about building relationships that deliver mutual benefit for Dell EMC and its customers and partners. Having led EMC’s (now Dell EMC) Global Alliances organization since 2015, Snyder focuses on bringing uniquely differentiated industry solutions to market through strategic relationships with systems integrators, strategic outsourcers, and cloud service providers. With more than 25 years of experience in the high-tech and consulting industries, Snyder has been with EMC (now Dell EMC) for 18 years where he previously ran Americas Services and was the first COO of Americas Sales and Customer Operations. Prior to joining EMC, Snyder was Senior Director of Technology Alliances for PeopleSoft and a Senior Manager at Accenture. Snyder, a passionate supporter of giving back to the community, helped initiate EMC’s global philanthropy program, EMC Gives Back and is its current Executive Sponsor. He is an active member and Vice Chairman for Loaves and Fishes of Contra Costa County. Snyder serves on the Board of Directors of the Association for Corporate Growth, Silicon Valley. Snyder holds a Bachelor of Science from Bentley University.