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. 

• Identify and 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 to identify integration 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 in optimizing their 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. 

• Proven track record driving 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.