MTI

MTI provides award-winning, end-to-end technology solutions and services in cyber security and data centre for over 35 years. MTI has 250+ staff, with offices across the UK, France and Germany. MTI was acquired by Ricoh in 2020 as part of their transformation into a global digital services company. As part of the Ricoh family, MTI benefits from access to a much broader set of specialist IT services and significant technical resources available on a global scale.

More information can be found at mti.com

The Role

Position: Cyber Alliances Manager

Team: Sales & Marketing

Location: Leeds or London (Hybrid)

Contract: Permanent

The Role

The Cyber Alliances Manager is responsible for managing and maximising MTI’s strategic relationships with vendor partners with a particular focus on Cyber Security. The role is comprised of two parts;

• Cyber Vendor relationships with MTI UK; Maximising funding and rebates, coordinating joint sales and marketing initiatives, supporting the sales organisation and ensuring MTI accelerates its position as a leading Cyber security solution provider.
• Proactively supporting the intercompany sales efforts to sell MTI’s range of Cyber vendors, alongside MTI’s Cyber managed services into the Ricoh UK customer base

This role requires a commercially aware, tech-savvy professional with good experience of the Cyber Security vendor market, capable of navigating vendor programs, negotiating funding and rebates, and driving structured campaigns that deliver tangible ROI for both MTI and its partners.

Key Areas of Responsibility & Deliverables – MTI UK Core

• Manage and develop business plans for any assigned vendor accounts with a view to maximising vendor partner revenues, rebates and vendor funding. You will need to be able to think creatively and constructively to develop sound business plans
• Manage, coordinate or execute on sales & marketing plans, sales initiatives and ensure that relevant departments follow through on their responsibilities.
• Negotiate with any assigned vendor partners on all levels of funding with a view to maximising income.
• Negotiate with any assigned vendor partners on rebate agreements, rebate terms and conditions.
• Recommend and advise any assigned vendors on the best use of available funds, and resources, to maximise vendor ROI (return on investment).
• Identify additional initiatives, which can either directly or indirectly, positively affect vendor revenues
• Organise and coordinate all contracts and paperwork associated with marketing and vendors funding commitments.
• Gain a comprehensive understanding of the Cyber Security Market through trade press, e-info sources and vendor data to stay informed about industry trends.
• Assist the sales function with vendor related queries and provide support as appropriate (according to the specific RACI tasks)
• Manage and coordinate vendor and related business reports to use as part of the vendor management role
• Provide assistance with vendor leads and renewals as appropriate (according to the specific RACI tasks)
• Proactively assist with the planning, coordination and implementation of relevant vendor accreditations within both the sales function and the services team (according to the specific RACI tasks)
• Ensure the Chief Technology Officer is made aware of all relevant issues that affect vendor income / sales (both positive and negative)
• Work with existing channel teams and with RUK, team members to develop collateral, marketing campaigns, sales enablement activities and events to ensure all relevant RUK sales staff are aware of the MTI Cyber Vendor capability and offerings
• Work with existing channel teams and with RUK, team members to ensure all aspects of the sales process are defined and effective