Strategic Alliance & Partner Manager

The Strategic Alliance & Partner Manager is responsible for managing and optimizing the company's technology partner ecosystem to maximize business value. The role focuses on building strong strategic relationships, structuring joint go-to-market approaches, and enabling sales, pre-sales, and business units to effectively leverage partner capabilities. This position supports the development of a partner-influenced pipeline and ensures the company maximizes the value of its partnerships while maintaining clear alignment that Sales teams retain full ownership of the pipeline and revenue.

Duties & Responsibilities

• Partner Relationship Management:

  • Conduct comprehensive mapping and segmentation of all existing partners based on strategic importance and revenue potential.
  • Build and maintain strong relationships with strategic technology partners (e.g., Cisco, Oracle, Microsoft, Dynatrace).
  • Act as the primary point of contact between the company and partner organizations.
  • Establish partner governance and executive management cadence with strategic partners.
  • Manage partner expectations and resolve issues to ensure long-term partnership value.

• Joint Go-To-Market & Pipeline Support:

  • Develop and align joint-go-to-market strategies in coordination with Sales and Business Unit.
  • Support Sales teams across Dubai, Abu Dhabi, and Oman in identifying and positioning partner solutions within client opportunities.
  • Contribute to the development of partner-influenced pipeline by facilitating partner involvement in strategic opportunities.
  • Coordinate partner participation in bids, proposals, and client engagements.
  • Act as a bridge between partners and internal teams to accelerate deal readiness and solution positioning.

• Partner Program Management:

  • Manage the company's participation in partner programs (certifications, tier status, competencies).
  • Ensure compliance with partner program requirements and targets to maintain and improve partner tier levels.
  • Track and optimize partner rebates, incentives, and funding programs.

• Sales & Pre-Sales Enablement:

  • Enable Sales and Pre-Sales teams on partner solutions and offerings.
  • Coordinate training, certifications, and technical enablement programs.
  • Support the development of joint solutions offerings aligned with the company's services portfolio.

• Marketing & Ecosystem Development:

  • Collaborate with Marketing to plan and execute joint marketing activities (e.g., events, campaigns).
  • Support the development of partner-focused solution offerings and value propositions.
  • Represent the company in partner ecosystem initiatives and events.

• Performance Management & Reporting:

  • Track partner-related revenue, pipeline, and performance metrics based on defined KPIs, ensuring alignment with business objectives.
  • Provide regular updates to leadership on partner performance, risks, and opportunities.
  • Establish standardized partner dashboards and performance tracking tools.
  • Continuously assess and optimize the partner ecosystem to maximize business impact.

• New Partnership Development:

  • Proactively research and identify new strategic technology partnerships aligned with the company's priority offerings.
  • Develop business cases and partnership strategies for new alliances.
  • Support partnership discussions and negotiations in coordination with Legal, Finance, and Business Units.
  • Define and implement structured onboarding frameworks for new partners.
  • Stay informed on market trends and emerging technologies to identify high-value partnership opportunities.

• Governance and Operating Model:

  • Ensure consistent partner engagement model across all geographies (Dubai, Abu Dhabi, Oman).
  • Work closely with all regional sales teams to ensure alignment and effective partner utilization.
  • Maintain clear separation of responsibilities, ensuring Sales retains ownership of pipeline and revenue while the role focuses on enablement and partner value maximization.

Qualifications

• Education

  • Bachelor's degree in Business or Technology
  • MBA is a plus

• Experience

  • 8 - 10 years of experience in alliances, partner management, or business development within the technology or system integration industry.
  • Experience working with global technology vendors (e.g., Microsoft, Oracle, Cisco).
  • Proven track record in driving partner-led pipeline and revenue.

Skills & Abilities

• Strong stakeholder and relationship management skills.
• Strategic thinking with the ability to execute operationally.
• Strong negotiation and contract management skills.
• Excellent communication and influencing abilities.
• Ability to work cross-functionally across sales, pre-sales, delivery, and marketing.
• Strong analytical mindset with experience in market research, financial analysis, and business case development.
• Commercial mindset with focus on revenue generation.