Alliance Partnership Manager (Ref 26614)

Responsibilities

Build and manage strategic alliances

• Own and develop a portfolio of network and cybersecurity technology partners, with clear engagement priorities and joint business plans.

• Build strong relationships with partner executives, sales leaders, channel teams and technical stakeholders to secure commitment and alignment.

• Identify new strategic partners and system integrators that extend capabilities, market reach and ability to address customer requirements.

Create opportunities and new growth revenue

• Develop joint go-to-market plans with OEMs and system integrators around priority solutions, target industries, named accounts and emerging customer needs.

• Work closely with Sales and Account Managers to identify whitespace, map partner opportunities and convert partner intelligence into qualified pursuits.

• Create repeatable solution plays that combine connectivity, managed network and cybersecurity services with partner technologies and SI integration capabilities.

• Drive opportunities from account mapping and customer engagement through solutioning, proposal development, commercial alignment and closure support.

Develop the system integrator ecosystem

• Build relationships with local and regional system integrators that provide complementary consulting, implementation, application and vertical expertise.

• Develop practical teaming models for complex customer opportunities, including clear roles, customer ownership, delivery responsibilities and commercial arrangements.

• Use SI partnerships to open new routes to market and support larger, multi-domain transformation opportunities.

Lead commercial and contractual partnership readiness

• Coordinate and drive partnership agreements required for execution, including Non-Disclosure Agreements (NDAs), Master Services Agreements (MSAs), reseller agreements, teaming agreements, Statements of Work and other relevant commercial frameworks.

• Work with Legal, Procurement, Finance, Compliance and internal stakeholders to progress agreement review, negotiation, approval and signing.

• Ensure commercial terms, responsibilities, support models and governance are clearly defined before joint customer execution.

• Manage partner-related commercial or contractual escalations that may affect opportunity progress or customer delivery.

Drive partner governance and execution

• Lead regular business reviews with strategic partners to align priorities, pipeline, joint investments, capability development and key actions.

• Orchestrate execution across Sales, Presales, Product, Engineering, Marketing and Delivery teams to translate partnership plans into market outcomes.

• Secure partner resources such as solution specialists, executive sponsors, marketing support, POC funding, rebates and market development funds where relevant.

Shape new solutions and market plays

• Stay current on developments across enterprise networking, SASE/SSE, Zero Trust, cloud and network security, AI security and managed services.

• Work with Product and technical teams to assess new partner capabilities and turn them into scalable, supportable customer propositions.

• Initiate customer workshops, solution showcases, pilots and lighthouse opportunities to validate demand and accelerate commercialisation.

Requirements

• Bachelor's degree in Business, Marketing, Computer Science, Information Technology, Engineering or a related discipline.

• Minimum 5-8 years of relevant experience in alliances, partner management, business development, channel sales or enterprise technology sales.

• Experience managing or working with technology OEMs in networking and/or cybersecurity; exposure across both domains is strongly preferred.

• Good understanding of enterprise networking, managed services and cybersecurity solution areas, and how solutions are brought to market through partner ecosystems.

• Experience within major network and cybersecurity partner ecosystems, including areas such as campus/data-centre networking, SD-WAN, SASE/SSE, firewall, Zero Trust, cloud security, AI security or managed security.

• Experience developing new partner propositions or managed-service offerings from concept or pilot through commercial launch.

• Experience working with system integrators, distributors, technology vendors and cross-functional internal teams to originate and progress enterprise opportunities.

• Demonstrated ability to develop joint business plans, activate opportunities, build executive relationships and translate partnerships into business outcomes.

• Commercial acumen and practical experience coordinating or negotiating partnership agreements such as NDAs, MSAs, reseller agreements, teaming agreements and Statements of Work.

• Experience supporting regional or multi-country opportunities and partner fulfilment models.

• Strong stakeholder management, communication, presentation, negotiation and influencing skills.

• Ability to operate with a high level of ownership in a fast-moving environment, balancing strategic thinking with disciplined execution.

Licence no: 12C6060