Partnership Development Manager – Cloud & Technology Alliances

Role Overview

Strategic Partner Development

• Develop and execute partnership growth strategies with Microsoft, AWS, Google Cloud, and other strategic technology vendors.
• Build and maintain executive-level relationships across partner organizations.
• Position Tech Unicorn as a preferred implementation, consulting, managed services, and solution delivery partner.
• Identify and secure new partnership opportunities across government, enterprise, and commercial sectors.
• Drive joint business planning and partner engagement programs.
• Establish and grow strategic alliances that contribute directly to revenue generation and market expansion.

Revenue & Quota Achievement

• Own and achieve monthly, quarterly, and annual partnership revenue targets.
• Generate and manage a predictable pipeline of partner-sourced opportunities.
• Convert partner referrals and joint opportunities into closed business.
• Develop account plans and growth strategies for assigned partner relationships.
• Maintain accurate pipeline forecasting and reporting.
• Drive consistent achievement of KPIs and business growth objectives.

Go-to-Market & Demand Generation

• Execute joint marketing and demand-generation initiatives with technology partners.
• Coordinate partner events, executive briefings, workshops, and industry engagements.
• Identify opportunities for co-selling, marketplace offerings, funding programs, incentives, and joint campaigns.
• Leverage partner programs to increase market visibility and business growth.

Stakeholder Engagement

• Act as the primary liaison between Tech Unicorn and assigned technology partners.
• Collaborate closely with sales, delivery, pre-sales, marketing, and executive leadership teams.
• Maintain strong relationships with partner account managers, channel managers, solution specialists, and regional leadership teams.
• Facilitate executive alignment, governance meetings, and strategic planning sessions.

Pipeline Management & Forecasting

• Develop and maintain a healthy partner-driven sales pipeline.
• Track KPIs, conversion rates, opportunity stages, and revenue performance.
• Provide accurate weekly, monthly, and quarterly forecasts.
• Identify risks and proactively implement mitigation plans to ensure target achievement.

Deal Facilitation & Closure

• Lead partnership-driven opportunity qualification and progression.
• Coordinate internal and external stakeholders throughout the sales cycle.
• Support proposal development, commercial negotiations, and contract discussions.
• Drive opportunities through to successful closure.
• Ensure smooth transition from sales to delivery teams while maintaining customer and partner satisfaction.

Partner Program Management

• Maintain awareness of partner competencies, certifications, incentives, and funding programs.
• Work closely with technical and delivery teams to maximize partner benefits and accreditations.
• Identify opportunities to expand partner status and strategic alignment.
• Ensure Tech Unicorn remains highly engaged and visible within partner ecosystems.

Required Qualifications

• Bachelor’s degree in Business, Information Technology, Computer Science, Engineering, or a related field.
• Minimum 5–8 years of experience in technology partnerships, channel sales, business development, alliance management, or partner ecosystem management.
• Proven experience working with Microsoft, AWS, Google Cloud, or similar enterprise technology ecosystems.
• Demonstrated success achieving revenue targets and managing sales pipelines.
• Strong understanding of cloud infrastructure, enterprise software, AI solutions, digital transformation, cybersecurity, and managed services.
• Experience engaging with senior executives, government stakeholders, and enterprise decision-makers.
• Strong commercial acumen with a proven ability to negotiate and close deals.
• Experience operating within GCC and Middle East markets.

Preferred Qualifications

• Experience with Microsoft Partner Network, AWS Partner Network, Google Cloud Partner Advantage, or equivalent partner programs.
• Knowledge of Azure, AWS, Google Cloud, Microsoft AI, OpenAI, cybersecurity, data platforms, and digital workplace solutions.
• Experience selling into government, public sector, justice, healthcare, telecommunications, or large enterprise environments.
• Microsoft, AWS, or Google Cloud certifications are advantageous.

Core Competencies

• Strategic Partnerships
• Alliance Management
• Business Development
• Revenue Growth
• Pipeline Management
• Forecasting and Reporting

• Executive Stakeholder Management

• Commercial Negotiation
• Opportunity Management

• Partner Program Management

• Communication and Presentation Skills
• Relationship Building
• Leadership and Influence
• Problem Solving
• Delivery Excellence
• Results Orientation

Personal Attributes

• Highly self-motivated and entrepreneurial.
• Strong go-getter mentality with a passion for winning business.
• Excellent interpersonal and people management skills.
• Exceptional verbal and written communication skills.
• Strong networking and relationship-building capabilities.
• Comfortable engaging with C-level executives and senior government officials.
• Tech-savvy with the ability to understand and articulate technology solutions.
• Organized, disciplined, and highly accountable.
• Able to work independently with minimal supervision.
• Strong ownership mindset with a focus on outcomes and execution.

Travel Requirements

• Willingness to travel extensively across the GCC and Middle East region.
• Ability to attend partner meetings, executive engagements, customer visits, conferences, and industry events as required.

Performance Metrics (KPIs)

• Monthly Revenue Quota Achievement.
• Quarterly Revenue Growth.
• Partner-Sourced Pipeline Value.
• Qualified Opportunities Generated.
• Closed-Won Revenue.
• Forecast Accuracy.
• Number of Executive Engagements Conducted.
• Joint Go-to-Market Activities Executed.
• Partner Satisfaction and Relationship Health.
• Marketplace and Co-Sell Opportunities Generated.
• Strategic Partner Expansion and Growth.

Compensation Structure

• The role offers a competitive base salary combined with a success-based remuneration model linked to:
• Monthly Revenue Achievement.
• Quarterly Revenue Achievement.
• Partner-Sourced Opportunity Creation.
• Qualified Pipeline Generation.
• Closed-Won Business Value.
• Strategic Partnership Growth.
• Achievement of Individual and Company Targets.
• Exceptional performers will have significant earning potential through commission, incentives, accelerators, and performance-based rewards.