The Head of Strategic Alliances & Partnerships is responsible for defining, owning, and executing the CNS alliance strategy across the business. The role is accountable for developing executive relationships with technology vendors, distributors, and strategic ecosystem partners to accelerate business growth, maximize partner value, strengthen CNS market position, and build long-term strategic partnerships.
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Duties & Responsibilities
- Define and own CNS strategic partner portfolio based on business priorities and growth objectives.
- Build and own executive relationships with strategic technology partners (e.g., Cisco, Oracle, Microsoft, Dynatrace, DN, etc.).
- Negotiate strategic partnership agreements, tier commitments, commercial frameworks, rebates, incentives, and vendor investment programs.
- Define and own joint go-to-market strategies aligned with CNS business objectives.
- Own CNS participation across strategic partner programs, certifications, competencies, and partner tier strategy.
- Define the partner enablement strategy across Sales, Pre-Sales, Marketing, and Business Units.
- Define and own the annual alliance marketing and ecosystem development strategy.
- Own the Alliance Performance Framework and establish KPIs to measure alliance performance and business impact.
- Identify, evaluate, and establish new strategic partnerships aligned with CNS business strategy and growth objectives.
- Define, own, and continuously enhance the Strategic Alliances & Partnerships Governance Framework for CNS.
Qualifications
Education
- Bachelor's degree in Business or Technology
- MBA is a plus
Experience
- 15 - 20 years of experience in the ICT industry with significant experience in strategic alliances, partner management, or business development within the technology or system integration industry.
- Previous experience leading a Strategic Alliances or Partner function at a regional level.
- Experience establishing alliance governance frameworks and executive engagement models.
Skills & Abilities
- Proven experience developing and executing alliance strategies and managing executive relationships with global technology vendors.
- Demonstrated success in driving partner-generated pipeline, securing vendor funding, rebates, incentives, and strategic business growth.
- Experience presenting alliance strategy, partnership performance, and business outcomes to executive leadership.
