Partners Partnerships Manager

Job description

The role is responsible for developing, managing, and expanding the employer's channel ecosystem, including strategic technology vendors and sales partners. The role drives orders growth through partner-led opportunities, strengthens vendor relationships, secures commercial advantages, and ensures alignment between sales, marketing, delivery, and partner organizations. The position serves as the primary interface between the company, its technology vendors, and its channel partner network to maximize market coverage, business development, profitability, and customer success. The ideal candidate is a commercially driven partnership leader who can build strong vendor relationships, expand an ecosystem of sales partners, and consistently translate those relationships into measurable revenue growth, market expansion, and strategic competitive advantage for the organization Key Responsibilities Vendor Management & Alliances • Develop and manage strategic relationships with key technology vendors. • Own executive engagement with vendor channel, sales, marketing, and alliance teams. • Negotiate partner agreements, commercial terms, rebates, incentives, and joint business plans. • Identify new vendor partnerships aligned with the company's strategic growth plans. • Drive vendor-funded initiatives including marketing development funds (MDF), enablement programs, and demand-generation campaigns. • Coordinate joint account planning and go-to-market activities with vendors. Sales Partner Management • Recruit, onboard, and enable channel sales partners, resellers, the employer partners, and system integration partners. • Develop and execute partner growth plans to generate incremental revenue. • Build partner programs, incentive models, and engagement frameworks. • Manage partner relationships and act as the primary escalation point. • Conduct regular business reviews with strategic partners. • Support partners throughout the sales cycle including qualification, solution positioning, bid management, and customer engagement. • Ensure partners are equipped with appropriate sales, technical, and marketing resources. Orders & Business Development • Own channel-generated order targets and pipeline objectives. • Develop channel sales strategies to increase market share and geographic coverage. • Drive partner-sourced and partner-influenced opportunities. • Collaborate with internal sales teams to maximize joint opportunities. • Monitor pipeline development, forecasting accuracy, and opportunity progression. • Identify new routes to market and strategic partnership opportunities. Marketing & Go-to-Market • Create and execute joint marketing plans with vendors and partners. • Work with Marketing team for co-marketing campaigns, events, webinars, workshops, and customer engagement programs. • Optimize utilization of vendor marketing funds and incentives. • Work closely with marketing teams to generate qualified leads through the channel ecosystem. Enablement & Ecosystem Development • Coordinate technical and sales training initiatives. • Promote adoption of new technologies, solutions, and service offerings within the partner ecosystem. • Build a highly engaged and productive partner community. Governance & Performance Management • Define and monitor channel KPIs. • Prepare regular executive reports on channel performance. • Manage channel budgets, investments, MDF utilization, and partner profitability. • Ensure adherence to contractual, compliance, and vendor program requirements. • Develop continuous improvement initiatives across the channel function. • Proven experience managing relationships with global technology vendors and channel partners. • Strong track record of achieving channel revenue targets. • Preferred Vendor Ecosystem Experience • Fully flexible for business travel / deployment

Requirements

• Ensure achievement and maintenance of vendor partnership tiers and certifications.
• Track and report vendor performance metrics, order targets, certifications, and partnership compliance.
• Establish partner onboarding and certification programs.
• Bachelor's degree in Business Administration, Marketing, Information Technology, or related field ( prefer to have MBA)
• 5+ years of experience in channel sales, alliances, vendor management, or business development.
• Minimum 3 years in a leadership role within an IT Services, System Integrator, Cloud, Cybersecurity, Data & AI, or Digital Transformation environment.
• Experience with one or more of: AWS, Google Cloud, Huawei, Creatio, OutSystems, the employer etc

Skills