Job Summary
We are looking for an experienced leader to lead the company’s global partnerships and alliances function, translating strategic relationships into measurable revenue growth, differentiated solutions, and access to new clients and markets. The leader will build and manage a focused partner ecosystem across cloud, enterprise applications, data, AI, cybersecurity, and industry platforms. Working closely with sales, business units, marketing, and delivery, they will develop joint offerings, drive co-selling, and establish the company as a preferred services partner.
Job Description
Partner strategy and executive relationships
- Define the global alliances strategy aligned with the company’s growth priorities, industry focus, and service capabilities.
- Prioritize partners based on market opportunity, client demand, strategic fit, and commercial returns.
- Build executive relationships with priority partners and establish joint business plans, investment commitments, and governance.
- Negotiate partnership agreements, commercial arrangements, and joint market development initiatives.
Revenue and joint go-to-market execution
- Own targets for partner-sourced pipeline, influenced bookings, and revenue from joint solutions.
- Develop account mapping, joint prospecting, co-selling, and deal pursuit programs with partners and internal sales teams.
- Secure access to partner field sales teams, strategic accounts, referral channels, and marketplace opportunities.
- Establish clear ownership and attribution for partner opportunities, supported by consistent CRM reporting.
- Support major pursuits with partner sponsorship, solution expertise, funding, and commercial support.
Joint solutions and market differentiation
- Work with service lines and delivery leaders to create repeatable offerings around priority platforms and client needs.
- Develop industry-specific propositions that combine partner technology with the company’s consulting, engineering, and managed services capabilities.
- Turn successful engagements into reference architectures, case studies, and scalable sales propositions.
- Identify emerging partners and technologies that strengthen the company’s competitive position.
Partner capability and marketing
- Align certifications, competencies, and partner designations with commercial priorities.
- Coordinate training and enablement for sales, solution architects, and delivery teams.
- Secure and deploy partner funding for campaigns, proofs of concept, and capability development.
- Lead joint campaigns, events, executive briefings, and client reference programs with marketing.
Leadership and performance management
- Build and lead a global alliances team with clear partner and regional accountability.
- Run regular business reviews covering pipeline, bookings, revenue, investments, and execution.
- Align partner priorities across business units and geographies, resolving channel conflicts and overlapping ownership.
- Evaluate partnership performance and redirect resources toward relationships delivering measurable value.
Profile Description
- Typically 18+ years in enterprise technology or IT services, including significant leadership experience in alliances, sales, or ecosystem development.
- Proven record of converting strategic partnerships into substantial pipeline, bookings, and revenue.
- Experience managing alliances with major cloud, enterprise software, data, or AI platforms.
- Strong understanding of IT services economics, enterprise sales cycles, co-selling models, and partner programs.
- Ability to engage senior partner executives and client leaders while driving execution across internal teams.
- Experience building joint offerings and coordinating global, regional, and industry go-to-market programs.
- Strong commercial judgment, negotiation skills, and team leadership.
Measures of success
- Partner-sourced qualified pipeline and bookings.
- Partner-influenced bookings, measured separately with clear attribution.
- Revenue and profitability from joint offerings.
- Joint pursuit conversion rates and new client wins.
- Number of active joint accounts and productive partner sales relationships.
- Returns on partner investments and market development funding.
- Relevant certifications, competencies, and referenceable client outcomes.
First-year priorities
Assess the existing partner portfolio, select priority alliances, agree joint business plans, establish revenue attribution and performance dashboards, and launch a focused set of joint offerings and account pursuits that deliver measurable commercial results.
