Director Alliances

  • KRAs: Partner-Led/Partner-Influenced Pipeline and Order Intake, Partner Portfolio Revenue Growth, Scale Competency, Partner Events Calendar and Campaigns.

  • Developing and implementing partnership strategies: Identify and pursue new partnership opportunities aligned with the company's business goals; build joint business plans (JBPs) with strategic Hyperscale, ISV, and consulting/SI partners; negotiate mutually beneficial terms.

  • Managing existing partnerships: Maintain and strengthen existing partnerships through structured operating mechanisms - joint business reviews, QBRs, and partner readiness/capability reviews - to track performance, resolve execution gaps, and identify opportunities to grow and expand relationships.

  • Driving co-sell and marketplace motions: Enable and scale partner-led revenue through co-sell programs, marketplace listings/private offers, and joint solution launches, working closely with partner sales, marketing, and technical teams to accelerate customer adoption.

  • Identifying new business opportunities: Continuously identify new opportunities for growth and expansion, including new potential partners, working closely with Company offer and Tech practice teams.

  • Working with Sales: Partner closely with Sales leadership and account teams to align partner strategy with territory and account plans, jointly identify and progress partner-sourced/partner-influenced opportunities, and embed partner motions into the core sales pipeline and forecasting cadence.

  • Partner enablement and capability building: Identify capability gaps and drive enablement/certification programs so partners and internal teams can support priority workloads, launches, and customer requirements.

  • Performance tracking and forecasting: Track partner performance using pipeline, revenue-influence, and program-effectiveness metrics; provide accurate revenue and forecasting inputs to guide investment and prioritization decisions.

  • Ensuring compliance: Ensure all partnerships comply with relevant laws and regulations and that the company is protected against potential legal risks.

  • Communication: Communicate with key stakeholders, including senior management, partners, and clients, to keep them informed on partnership activities and to seek input and guidance as needed.

  • Travel and field engagement: Travel as needed to set up workshops and meet partners and clients to build and sustain momentum for

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