Regional Partnerships & Alliances Director

We are seeking a Regional Director, Partnerships & Alliances - Data, AI & Cybersecurity to join a dynamic, multi-national, industry-leading Cloud IT Systems Integrator based in their Dubai office, to manage and develop relationships with 5-7 Data, AI & Cybersecurity Vendors as well as the Channel Partners.

The Partnerships & Alliances Director is responsible for enhancing the GTM ability and delivering revenue contribution from a portfolio of alliance and strategic partners. Responsibilities include:

• Work with Strategic Planning Lead to make partner and alliance capability an integral part of the business planning cycle.
• Strengthen the organisation’s GTM capabilities by recruiting new strategic alliances and re-level partnerships with existing alliances based on the results of the capacity planning process.
• Uncover new GTM opportunities by working closely and continuously with alliance partners to identify capability and market coverage gaps in their partner ecosystem.
• Operationalise the Alliances GTM Framework to jointly capture and monetise market opportunities. Manage the entire alliance engagement lifecycle from GTM strategy alignment to building joint offerings / solutions, developing organisational sales and technical capabilities, and driving joint sales & marketing initiatives.
• Grow alliance contribution to overall revenue by owning the joint sales planning process including territory, account and GTM planning with Strategic Alliance partners to increase alliances contribution to pipeline.
• Maintain and continually grow an up-to-date pipeline of alliance-sourced and alliance-driven opportunities in Salesforce. Drive a regular review of our alliances pipeline internally and with alliance leadership teams.
• Orchestrate the execution of business development and co-sell initiatives and activities with Strategic Alliance and Product Partnerships. Accelerate the closure of joint strategic and lighthouse deals by acting as the hub between our partners and the various sales, marketing and delivery resources.
• Conduct regular pipeline management, portfolio planning, forecasting and QBRs with alliance partners.
• Orchestrate the execution of joint marketing activities with strategic alliance partners help drive awareness, win mindshare and build pipeline.
• Maximise the contribution of alliance partner sales investments funds and market development funds to business unit P&L to help fuel growth and strategic wins.
• Continuously assess existing partnerships and recommend changes to certification levels to help maximise discount levels, co-funding and access to sales support resources.
• Accelerate the closure of complex and high value opportunities by acting as the hub between our partners and the various sales, marketing and delivery resources. 

To be successful in this role you will require the following experience:

• 10+ years of experience in managing complex Cybersecurity, Data & AI Vendor relationships and solution sales.
• Own a proven track record of delivering sales targets through direct sales and channel partners.
• Strong track record of managing strategic relationships and alliances.
• Possess a can-do attitude and drive.
• Bachelor’s degree in Business Administration or equivalent is required

 
If you have a proven track record in Cybersecurity, Data & AI solutions sales and extensive experience in managing partners, alliances and vendors, then we'd love to hear from you.