Alliance Manager

Experience & Skills

• Minimum 5+ years of experience in leading alliance management specifically with [Microsoft / AWS].
• Should have experience as a Managed Partner relationship. This is a very different relationship (we had it in the US in the GNet days)
• Must have established partner networking and connects in the partner ecosystem at managing Exec level in country and also global partner manager level.
• Proven track record of growing the practice, driving GTM, and securing partner funding for solutions and pilot projects.
• Emphasis on certification and listing of solutions and accelerators, with successful co-selling across regions.
• In-depth understanding of cloud computing technologies, including SaaS, PaaS, IaaS, and related security considerations.
• Strong understanding of cloud business models, co-selling strategies, and revenue sharing agreements.

Key Responsibilities

Annual Partnership Plan:

• Prepare an Annual Partnership Plan. Monitor and drive this plan, and review monthly with leadership and practices.
• Review and manage global and regional alliance agreements.
• vTrack Solution Competency status and work with practices to maintain the required new wins, cloud consumption, certifications, skills, and competency on monthly basis
• Report overall progress of partnership in terms of business and financial achievements and challenges that covers joint Wins, Revenue, Sales, Pipeline, Booked Opportunities

Joint Programs / Initiatives:

• Work with the Partner to secure funds for marketing, PoC, Solutions, Accelerators, Cloud Environments
• Facilitate awareness of joint programs, track, and monitor progress and compliance
• Schedule and support leadership meetings with Partner in key regions

Solutions Co-sell

• Work with practices and partner teams on Nihilent solutions to get them certified and listed on partner portal
• Drive co-sell of these solutions and accelerators along with partner sales teams

GTM Management

• Work with Sales to tag opportunities to Alliance Partner
• Maintain a GTM Tracker.
• Facilitate, manage, and report on joint events
• Coordinate with Marketing and Communication team to develop relevant content

Operations:

• Systematically manage Alliances-related reference materials.
• Administration and maintenance of partner portal
• Schedule alliance reviews

Partner Trainings:

• Facilitate online and classroom training sessions from Partner for practice and delivery teams