Strategic Alliance Partner Manager

Overview

As a Strategic Alliance Partner Manager, you will own the executive, commercial, and technical relationship with a portfolio of high-impact strategic partners. You will drive joint go-to-market motions, solution innovation, and revenue growth by aligning business priorities, enabling partner success, and orchestrating cross-functional execution between internal teams and partner organizations. This role is central to accelerating ecosystem value, expanding market presence, and strengthening long-term partner commitment.

Key Responsibilities

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.

• Identifyand 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 toidentifyintegration 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 inoptimizingtheir 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.

• Proventrack recorddriving 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.

• Willingness to travel as business needs require.