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Vendor Alliance Manager

Chess are currently recruiting for a Vendor Alliance Manager to join their Commercial team.


Location: Home Based |    Business Area: Commercial   |    Salary: Up to £60,000 dependant on experience

Chess is currently looking to recruit a Vendor Alliance Manager to join their group Commercial team reporting to the Commercial Director – with specific responsibility for their Security division.
This dynamic team includes individuals with a variety of experiences both in Vendor engagement and across the industry. They have a real focus on everyone taking ownership of their own role, whilst learning from each other’s experience to support individual personal development.
The role requires a degree of strategic thinking working towards longer term objectives whilst executing tactically on the ground. It is a key role within the business that interfaces with all departments along with both vendors and customers. 
This is a remote position, and the successful candidate will be home based, however, there will be the option to work flexibly from one of our local hubs. Ad-hoc travel to offices within the group and other locations may be required on occasion.
Duties to include but not restricted to:

Duties to include but not restricted to:

  • Regular reporting of numbers and hitting sales performance targets
  • Setting out, Implementing and managing framework agreements for our defined vendors.


  • Work closely with the CTO to form the overall business strategy for Security.
  • Engage with key vendors and build strategic go to market plans
  • Identify and deliver propositions to deliver growth
  • Attract MDF funding and ensure we use it to grow and hit vendor targets  
  • Work with Marketing and Vendor on maximising effective campaigns
  • Work with Sales on driving up sales performance
  • Drive customer engagement through Events/Webinars etc.
  • Maximise opportunity for growth by understanding vendor product portfolio and driving new gross margin opportunities identifying potential new products that fit within our core markets
  • Successfully on-board new products and vendors across all areas of the business
  • Build training plans with the knowledge team that align to strategic direction.
  • Ensure we maintain accreditation and proactively educate our people to retain our chosen partner status
  • Product presentations and demonstrations
  • Support with technical qualification of sales opportunities
  • Provide answers to (technical) questions in a Request for Information (RFI) or a Request for Proposal (RFP)
  • Build custom demonstrations
  • Deliver Proof of Concepts (POC)
  • Provide first-line technical support for software evaluations and/or pilot projects
  • Support at external and internal customer facing events for all Chess Group Companies.
  • Create internal software requests and POC implementation plans and monitor the approval process
  • Monitor accurate and correct delivery of solutions sold
  • Be able to position and present Chess Group product offerings
  • Compare Chess product offering at a technical level with competitive products
  • Build technical relationship with prospects or existing customers
  • Liaise with support teams to ensure accurate and timely resolution of technical issues that may arise during the pre-sales process 
  • Assists with the qualification of the opportunities and/or identification of target accounts
  • Assists with the creation of a sales cycle plan and comprehensive pipeline with timelines and probability.
  • Assists customer, prospect and Sales Representative to build a compelling and competitive business case and ROI (Return of Investment) Manages hand-over to the Services Functions (Post-Sales Support and Professional Services) for live project implementation


  • Work with Vendor and service departments to improve customer experience on your product specialism
  • Drive quarterly product improvement initiatives.
  • Ensure business systems fit for purpose
  • Identify opportunities to drive down cost to serve and work with change teams to realise 


  • Work with billing and finance to ensure accurate billing of products.
  • Work with commercial to drive down costs
  • Overall responsibility for revenue assurance in your vendor area. Focus where possible on driving recurring revenue streams
  • Work with acquisitions team to novate and consolidate vendors where appropriate
  • Assist sales on bid management
Skills & Qualities you will need to demonstrate:

Required Skills/Qualities:

  • Attention to detail
  • Ability to plan and prioritise workload efficiently and successfully perform duties under pressure
  • Ability to work well in a team environment
  • Negotiating skills
  • Organisational and prioritisation skills
  • Confident and articulate communicator
  • An in-depth technical knowledge of the Information Security Industry


Desirable Skills/Qualities:

  • Confident and articulate communicator
  • Team player but able to work on own initiative
  • Understanding of marketing & social media
  • Knowledge & understanding of Security MSP Programs
  • Understanding of the competitive environment
  • Excellent client-facing skills
  • The ability to develop successful relationships
Package Details

Basic salary: Up to £60,000 dependant upon experience.

Benefits include: Pension, Health Care, Life Assurance, Loyalty Scheme, Salary Sacrifice Scheme, access to Mental Health support and new for 2020 – Perkbox. This gives you access to hundreds of 'Perks' giving you great discounts. Whether it be days out, your weekly food shop, a clothes shopping spree on the high street and many more.

Hours: 37½ hours per week Monday to Friday, normal office hours apply.

Holiday Allowance: 25 days paid holiday p.a., plus public holidays.

“Play Your Part”

​Our growth creates opportunity for everyone to progress their career, to develop knowledge and skill, to gain reward and recognition and to maximise their potential. The growth and success of our people ensures the growth and success of our business. We believe that “if you’re not growing, we’re not growing”.

If you are looking for a career that brings exciting challenges and opportunities, then Chess is the place for you.

Please email your CV and covering letter to our Recruitment Department at:

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Please email your CV and Cover Letter to