Alliance Partner Manager

Responsibilities

• Manage relationships with technology vendors and business partners, coordinating priorities across sales, presales, business development and operations.
• Develop joint go-to-market plans that generate sales opportunities and revenue through partner collaboration.
• Work with sales and technical teams on account mapping, uncovering untapped customer needs and pursuing opportunities together with partners.
• Coordinate joint selling activities and communicate the value of integrated infrastructure, AI, security and cloud solutions.
• Organise partner campaigns, customer events and executive briefings, while equipping sales teams with relevant solution updates and competitive positioning materials.
• Maintain partner programme standing by tracking certification renewals, tier requirements and compliance obligations.
• Manage deal registrations, vendor rebates, back-end margins and marketing development funds to improve commercial returns and support joint activities.
• Lead regular partner business reviews and report on revenue contributions, opportunity coverage, deal registrations and engagement performance.

Requirements

• 5–10 years of successful experience in partner management, alliances, sales, business development or technology ecosystem roles.
• Strong understanding of the IT systems integration environment, with familiarity in enterprise infrastructure, AI/HPC, cybersecurity or hybrid cloud.
• Demonstrated experience managing vendor partner programmes, deal registration and rebate schemes, and joint marketing development budgets.
• Strong communication, negotiation and relationship management skills, with the ability to engage senior business leaders and technical stakeholders.