Partnership & Alliance Lead

Job Summary

The Partnership & Alliances Lead is responsible for developing, managing, and expanding strategic partnerships with technology providers, hyperscalers, system integrators, consulting firms, and channel partners to accelerate business growth. The role focuses on building a partner ecosystem that drives revenue, enhances market reach, enables joint go-to-market initiatives, and strengthens the organization's competitive positioning.

Key Responsibilities

Strategic Alliance Management

• Identify, onboard, and manage strategic partners aligned with business objectives.
• Develop alliance strategies and business plans with key partners.
• Build executive-level relationships across partner organizations.
• Evaluate partnership opportunities and create business cases for engagement.

Skill Requirements

Strategic planning and executionVendor and partner managementComplex stakeholder managementContract negotiationBusiness case developmentFinancial acumen and commercial understanding

Other Requirements

Managing strategic relationships with Microsoft, AWS, Google, SAP, Oracle, Salesforce, ServiceNow, Adobe, or cybersecurity partners. Experience supporting large enterprise deals and RFPs through partner engagement. Knowledge of alliance programs, market development funds (MDF), co-sell motions, and cloud incentive structures. Experience in driving AI, Cloud, Data, Cybersecurity, and Digital Engineering partner-led growth initiatives.