Partner Manager

Job Summary

Reporting Structure

• This position reports to the Director - Service Development and Delivery.

Job Objectives

• Develop and implement a comprehensive partnership strategy that encompasses both strategic partnerships and opportunistic partnerships.
• Identify, evaluate, recommend, negotiate, and sign new partnerships that align with our strategic objectives.
• Nurture and manage relationships with partners to maximize business opportunities and strengthen the partner ecosystem.
• Ensure compliance with partnership obligations, including certifications and other administrative aspects.
• Contribute to the growth and success of iHorizons by leveraging partnerships to generate new business and enhance market presence.
• Identify and enact opportunities to reduce partner costs on an ongoing basis.
• Own and achieve annual partner-driven revenue targets, including pipeline creation, influenced revenue, and closed deals.
• Define and track partner-sourced vs partner-influenced revenue.

Partnership Strategy Development

• Analyze market trends and competitive landscape to develop a comprehensive partnership strategy.
• Identify potential strategic partners and evaluate their alignment with iHorizons' goals.
• Determine the appropriate mix of strategic and opportunistic partnerships to drive business growth.
• Define partnership goals, objectives, and key performance indicators (KPIs) and dive to completion.
• Collaborate with internal stakeholders to align partnership strategy with overall business objectives.

Partnership Identification, Evaluation, and Negotiation

• Identify and research potential partnership opportunities that align with the strategic direction.
• Identify solution gaps and onboard partners to fill them
• Evaluate potential partners based on their expertise, market presence, and compatibility.
• Conduct due diligence on prospective partners, including financial analysis and risk assessment.
• Recommend selected partners for management approval.
• Develop and negotiate partnership agreements, including terms, conditions, and performance metrics.
• Collaborate with legal and finance teams to ensure contracts and agreements are compliant and protect the company's interests.

Relationship Management And Business Generation

• Build and maintain strong relationships with partners to foster collaboration and mutual success. This includes periodic face to face visits to partners, frequent interactions and participation with their various activities, with the objective of positioning iHorizons as their leading partner in Qatar and possibly the region.
• Regularly communicate with partners to identify business opportunities and address any concerns.
• Support partners in their efforts to generate business, providing guidance and resources as needed.
• Monitor partner performance against agreed-upon KPIs and develop action plans to drive improvement.
• Collaborate with sales, marketing and delivery teams to leverage partner relationships for lead generation and customer acquisition.
• Maintain a minimum level of public activities with partners (events, seminars, marketing activities, etc.)

Revenue & Growth Accountability

• Build and maintain a partner-driven pipeline (joint opportunities with vendors).
• Co-own deals with Sales and ensure partner attach rate (e.g., % of deals involving Microsoft, Google, etc.).
• Develop joint go-to-market (GTM) plans with key vendors/partners.
• Enable co-selling motions with vendor sales teams (account mapping, joint pipeline reviews).
• Establish Quarterly Business Reviews (QBRs) with key partners
• Maintain account mapping and executive alignment
• Track partner contribution to total company revenue
• Ensure profitability through incentives and optimized partner engagement.

Partnership Obligations And Administrative Management

• Ensure compliance with partnership obligations, such as certifications and training requirements.
• Manage administrative aspects of partner management, including contract renewals and terminations.
• Maintain accurate records of partnership agreements, milestones, and key contacts. Manage all documentation related to partner activities
• Coordinate with internal teams to provide necessary support and resources to partners.
• Monitor partner compliance with legal, regulatory, and ethical guidelines.

Vendor Program & Tier Management

• Manage and improve company standing in vendor programs (e.g., Microsoft Solutions Partner designations, Oracle Partner Network levels, Google Partner tiers).
• Ensure achievement of vendor KPIs (certifications, consumption, revenue thresholds) to unlock incentives.

Incentives, Rebates & Funding Management

• Maximize vendor benefits including:

• Deal Registration Benefits

• Track and optimize partner profitability, not just revenue.

Internal Enablement

• Enable Sales & Delivery Teams on:
• Partner solutions
• Vendor offerings
• Competitive positioning
• Organize internal training and certification programs.

Other Responsibilities

• Stay updated on industry trends, market dynamics, and emerging partnership opportunities.
• Provide regular reports and analysis on partnership performance and ROI.
• Collaborate with cross-functional teams to drive innovation and improve partnership processes.
• Participate in relevant industry events, conferences, and networking activities.
• Support other business development initiatives as required.

Key Performance Indicators (Kpis)

• Revenue from partners
• Partner-sourced pipeline value
• Number of active joint opportunities
• Certifications achieved
• Vendor tier/status improvement
• MDF utilization rate
• Number of joint GTM activities

Educational Qualification

• Bachelor’s degree in business or CS
• Partnership Management Certification a plus

Previous Work Experience

• 10 to 12 years’ experience in a software sales environment with at least 7 years of experience maintaining and developing partnerships.
• Working knowledge of the partner ecosystem and success in designing and executing partner strategy
• Experience with hyperscalers (AWS, Azure, GCP) should be explicitly stated
• Experience in CRM usage (Salesforce, Dynamics …etc.)

Skills And Abilities

• Proficiency in comprehending enterprise technology solution ecosystems in order to choose appropriate partners, encompassing industry-specific solutions.
• Familiarity with prominent solution evaluation tools, such as Gartner's Magic Quadrant and Forrester's Wave, a must.
• Ability to clearly identify the meaningful business impact and success metrics.
• Consultative approach and proven track record of effective collaboration and influence at all levels of an organization, with the ability to achieve goals in a fast-paced and continually evolving environment.
• Ability to work in and manage ambiguity, including dealing effectively with issues that do not always have a process, system, or solution in place.
• Excellent presentation and communication skills.
• Tenacious, confident, and self-motivated individual.
• Highly analytical, data-driven, and numerate.
• Proactive, self-starter and results oriented.

About Ihorizons