We are seeking a Regional Partnerships & Alliances Director to join a dynamic, multi-national, industry-leading Cloud IT Systems Integrator based in their Dubai office, focused on specialist Cybersecurity, Data and Digital solutions Partners. The Partnerships & Alliances Director is responsible for enhancing the GTM ability and delivering revenue contribution from a portfolio of alliance and strategic partners.
Responsibilities include:
- Work with Strategic Planning Lead to make partner and alliance capability an integral part of the business planning cycle. Conduct a bi-annual partner capacity planning exercise as part of the business planning cycle.
- Strengthen the organisation’s GTM capabilities by recruiting new strategic alliances and re-level partnerships with existing alliances based on the results of the capacity planning process.
- Uncover new GTM opportunities by working closely and continuously with alliance partners to identify capability and market coverage gaps in their partner ecosystem. Develop plans to capture these opportunities as part of the bi-annual partner capacity planning process.
- Operationalise the Alliances GTM Framework to jointly capture and monetise market opportunities. Manage the entire alliance engagement lifecycle from GTM strategy alignment to building joint offerings / solutions, developing organisational sales and technical capabilities, and driving joint sales & marketing initiatives.
- Grow alliance contribution to overall revenue by owning the joint sales planning process including territory, account and GTM planning with Strategic Alliance partners to increase alliances contribution to pipeline.
- Maintain and continually grow an up-to-date pipeline of alliance-sourced and alliance-driven opportunities in Salesforce. Drive a regular review of our alliances pipeline internally and with alliance leadership teams.
- Orchestrate the execution of business development and co-sell initiatives and activities with Strategic Alliance and Product Partnerships. Accelerate the closure of joint strategic and lighthouse deals by acting as the hub between our partners and the various sales, marketing and delivery resources.
- Conduct regular pipeline management, portfolio planning, forecasting and QBRs with alliance partners.
- Orchestrate the execution of joint marketing activities with our strategic alliance partners help drive awareness, win mindshare and build pipeline.
- Maximise the contribution of alliance partner sales investments funds and market development funds to business unit P&L to help fuel growth and strategic wins.
- Develop a Partnerships Governance Framework to guide the recruitment and management of product partnerships and reseller agreements. Operationalise framework to ensure monetisation of partnerships and compliance with legal, procurement and business processes.
- Work with HR and organisational development teams to ensure technical and sales readiness for product partnerships.
- Continuously assess existing partnerships and recommend changes to certification levels to help maximise discount levels, co-funding and access to sales support resources.
- Accelerate the closure of complex and high value opportunities by acting as the hub between our partners and the various sales, marketing and delivery resources.
To be successful in this role you will require the following experience:
- 10+ years of experience in managing complex Cybersecurity, Data & Digital solution sales.
- Own a proven track record of delivering sales targets through direct sales and channel partners.
- Strong track record of managing strategic relationships and alliances.
- Possess a can-do attitude and drive.
- Bachelor’s degree in Business Administration or equivalent is required
If you have a proven track record in Cybersecurity, Data & Digital solutions sales and extensive experience in managing partners, alliances and vendors, then we'd love to hear from you.
