Alliance Strategy & Relationship Leadership

• Serve as the primary point of contact and relationship owner for assigned strategic alliance partners.
• Champion the company’s value proposition, platform strategy, and solution vision within each partner organization.
• Ensure alignment between partner priorities and corporate strategy, driving integrated messaging and co-investment.
• Facilitate executive-level engagement to deepen partnership commitment and expand strategic opportunities.
• 
  

Joint Business Planning & GTM Execution

• Lead annual and quarterly joint business planning to define shared goals, revenue targets, co-sell motions, and marketing investments.
• Identify and activate joint value propositions and integrated solutions that differentiate in the market.
• Drive field alignment by partnering with sales leaders to prioritize accounts, build co-sell pipelines, and accelerate partner-influenced revenue.
• Ensure partners are equipped with the latest positioning, enablement, and competitive insights.
• 
  

Partner Enablement & Co-Innovation

• Orchestrate cross-functional resources (solution engineering, product, marketing, enablement, services) to empower partner sales and technical readiness.
• Promote partner access to training, certifications, technical assets, and solution playbooks.
• Collaborate with product and engineering teams to identify integration opportunities, roadmap alignment, and future co-innovation initiatives.
• 
  

Operational Management & Partner Performance

• Track partner KPIs, including pipeline creation, revenue contribution, solution adoption, and customer success metrics.
• Analyze partner performance and guide partners in optimizing their investment, resource allocation, and market execution.
• Oversee partner satisfaction, operational excellence, and post-sales execution with internal teams.
• Maintain clear visibility into industry trends, partner ecosystem movements, and competitive landscape shifts.
• 
  

Candidate Requirements

• 12+ years in strategic alliances, partner management, cloud/technology sales, or ecosystem development roles.
• Proven track record driving revenue, co-sell execution, and mutual business growth with enterprise technology partners.
• Deep understanding of cloud platforms, enterprise software, and partner ecosystems (ISVs, hyperscalers, OEMs, GSIs, MSPs).
• Strong business acumen with the ability to navigate complex organizations and influence executives.
• Excellent communication, negotiation, and cross-functional leadership skills.
• Highly self-directed, with the ability to manage multiple strategic initiatives simultaneously.
• Passion for innovation, ecosystem thinking, and building long-term strategic relationships.