Work In Tech

The Role

This is an exciting time to join our business as we stand at a pivotal point in our growth journey. With a solid track record of success, we remain humble in our accomplishments and focused on our ambitious future.

The Alliances Director role is central to our growth strategy. This individual will be responsible for expanding our business by managing and deepening relationships with key vendors and hyperscalers - primarily AWS, Microsoft, and Google Cloud Platform (GCP), as well as other complementary partners.

The key goals of this role include:

• Growing pipeline and revenue through alliance-driven sales.
• Increasing market visibility and positioning via joint marketing and solution initiatives.
• Driving deeper technical and strategic collaboration with AWS, Microsoft, Google, and others.
• Expanding and maintaining a robust portfolio of certified capabilities and joint offerings.
• Scaling the ecosystem by onboarding complementary and strategic partners.

This role will help us leverage alliances as a strategic growth lever and ensure long-term success in the competitive technology services market.

Responsibilities

Develop and Execute an Alliances Strategy

• Design and implement a comprehensive alliance strategy focused on AWS, Microsoft, Google, and other partners.
• Align strategies with corporate goals, revenue targets, and go-to-market initiatives.

Drive Revenue Through Strategic Partnerships

• Identify and execute co-selling and co-marketing opportunities with alliance partners.
• Collaborate with internal sales teams to build joint value propositions and GTM strategies.
• Qualify leads with alliance partners and generate aligned business opportunities.

Relationship Building and Management

• Foster strong, trust-based relationships with key stakeholders across partner organizations.
• Serve as the main liaison between the company and alliance partners.
• Regularly engage with partner account teams, solution architects, and marketing leads.

Joint Solution Development

• Partner with technical and delivery teams to co-develop offerings and accelerators.
• Ensure alignment with alliance partners’ strategic roadmaps, certifications, and tech standards.

Certification and Competency Development

• Lead efforts to achieve and maintain key certifications and competencies.
• Ensure internal technical teams are trained and certified in relevant partner technologies.

Joint Marketing and Branding Initiatives

• Collaborate with partners on joint campaigns, webinars, and events.
• Ensure the company is well-represented in partner marketplaces and programs.

Reporting and Performance Management

• Track and report on alliance performance (e.g., pipeline contribution, revenue impact, ROI).
• Provide regular insights and updates to senior leadership.

Cross-Functional Collaboration

• Align and coordinate activities across internal teams (sales, marketing, technical, delivery).
• Act as a connector between alliances and internal stakeholders to drive execution.

Expand the Ecosystem of Partnerships

• Identify and evaluate new alliance opportunities beyond the major cloud vendors.
• Negotiate agreements with complementary partners to expand the ecosystem.

Stay Ahead of Industry Trends

• Monitor trends in cloud tech, software platforms, and partner programs.
• Anticipate how market changes may create new opportunities for alliances.

Advocacy and Representation

• Represent the company at industry events, partner forums, and conferences.
• Advocate for the company’s interests within partner ecosystems.

Financial and Commercial Oversight

• Ensure alliance initiatives are commercially viable and align with budget expectations.
• Optimize resource allocation for alliance-driven activities.

Success Profile

Strategic Thinking and Business Acumen

• Strong ability to align alliance strategies with overall business goals.
• Proven track record in designing go-to-market plans that deliver measurable results.

Relationship Management

• Expertise in building senior-level relationships within partner organizations.
• Skilled at navigating complex ecosystems and maintaining collaboration.

Sales and Business Development

• Demonstrated success in revenue generation via partner-led initiatives.
• Experience with co-selling, joint account planning, and pipeline development.

Industry and Technical Knowledge

• Deep understanding of cloud technologies and platforms (AWS, Microsoft, GCP).
• Familiarity with certifications, partner programs, and tech service delivery.

Marketing and Co-Branding Expertise

• Knowledge of joint marketing tactics, events, and campaigns within alliance frameworks.
• Ability to drive brand visibility through partner collaboration.

Communication and Influence

• Excellent written and verbal communication skills.
• Comfortable representing the company externally and influencing internal stakeholders.

Leadership and Collaboration

• Proven cross-functional leadership across technical, sales, and marketing teams.
• Effective liaison between internal stakeholders and external partners.

Results-Oriented and Analytical

• Focus on outcomes with strong ability to track KPIs and ROI.
• Data-driven approach to performance evaluation and optimization.

Innovative and Entrepreneurial

• Proactive in identifying and capitalizing on new partnership opportunities.
• Creative problem-solving mindset with the ability to differentiate offerings.

Negotiation and Commercial Acumen

• Skilled in developing and managing partnership agreements and joint GTMs.
• Strong understanding of commercial viability and profitability metrics.

Adaptability and Market Awareness

• In tune with evolving cloud trends and digital transformation drivers.
• Ability to adapt strategies to capitalize on emerging industry developments.

Experience and Qualifications

• 7–10+ years of experience in alliance/partnership management with cloud vendors (AWS, Microsoft, GCP) or similar technology ecosystems.
• Demonstrated success in managing joint initiatives and securing funding/support through partner programs.
• Self-driven, entrepreneurial mindset with a passion for partnership and business growth.
• Strong team player, comfortable working in cross-functional and matrixed environments.
• Bachelor’s degree in Business, Marketing, Technology, or a related field (MBA preferred).
• Certifications or training from AWS, Microsoft, or Google are highly desirable.
• Resourceful and resilient, with a proactive approach to seizing opportunities and overcoming challenges.