Director - Partnerships

Director - Partnerships

Job Description

Role Overview

The Director of Partnerships will be responsible for developing and executing a cohesive partnership strategy that aligns with our corporate objectives. This role will ensure that our relationship ecosystem—inclusive of niche solution providers, industry-focused software vendors, and hyperscaler cloud providers—is managed effectively to maximize joint business growth, client impact, and innovation. The ideal candidate will be a strategic thinker with a strong track record in forging high-value alliances, demonstrating operational rigor, and fostering collaborative business models that produce tangible revenue and margin contribution.

Key Responsibilities

Strategic Partnership Development:

• Identify, evaluate, and secure new strategic partnerships with niche and industry-specialized technology companies, as well as leading hyperscalers (e.g., AWS, Microsoft Azure, Google Cloud).
• Prioritize partners based on business goals and craft a long-term partnership roadmap, ensuring alignment with our corporate growth objectives, industry trends, and client needs.
• Negotiate partnership terms, framework agreements, and joint go-to-market strategies.

Relationship Management & Governance:

• Serve as the primary liaison for all partner relationships, ensuring ongoing alignment, active communication, and mutual success.
• Establish and lead formal governance structures, including quarterly business reviews, executive sponsor engagement, and escalation protocols.
• Monitor partner performance against agreed-upon KPIs (revenue targets, solution adoption rates, customer satisfaction metrics) and drive corrective action where necessary.

Go-to-Market & Sales Enablement:

• Collaborate closely with Sales, Marketing, Delivery, and Solutions Engineering teams to develop joint value propositions, market-facing offerings, and integrated solutions with partners.
• Enable the sales organization with partner-specific training, playbooks, and co-marketing initiatives.
• Support global and regional sales teams in identifying, qualifying, and closing partner-influenced deals.

Innovation & Thought Leadership:

• Continuously scan the market for emerging technologies, niche startups, and innovative platforms that can enhance our competitive advantage.
• Work with functional leadership teams to influence our solution roadmap based on partner capabilities and market opportunities.
• Represent the company at industry events, conferences, and forums, articulating our partnership strategy and outcomes.

Operational Excellence & Compliance:

• Implement standardized processes, tools, and templates for partner onboarding, enablement, and performance tracking.
• Ensure all partnership activities adhere to corporate standards, legal requirements, and compliance guidelines.
• Manage partnership budgets, forecast partner-related revenues, and produce regular executive-level reports on partnership ROI.

Key Skills and Qualifications

• Bachelor’s degree in Business, Technology, or related field(or) 10+ years of experience in partnerships, alliance management, business development, or a related function within the technology or consulting industry.
• In-depth understanding of global IT services, systems integration, and digital transformation landscapes.
• Familiarity with hyperscaler ecosystems (AWS, Azure, GCP) and industry-specific platform providers.
• Experience working with enterprise clients across multiple verticals, demonstrating an ability to align technology partnerships with sector-specific business outcomes.
• Proven track record in negotiating, structuring, and executing complex partnership agreements that drive measurable business growth.
• Strong analytical skills with the ability to assess partner performance, market potential, and ROI.
• Demonstrated capability to bridge strategic and operational priorities, ensuring that partner strategies translate into tangible business results.
• Exceptional relationship-building and communication skills, capable of influencing C-level stakeholders both internally and externally.
• Ability to lead cross-functional teams and foster a culture of collaboration, transparency, and shared success.
• Entrepreneurial mindset, comfortable navigating ambiguity, and able to pivot strategies as market conditions evolve.
• Strong project management capabilities, with experience driving initiatives to completion in a global, matrixed environment.
• Demonstrated track record of meeting or exceeding revenue targets, expanding partner portfolios, and improving partnership productivity.
• High attention to detail, follow-through, and accountability for results.