Partnership Ecosystems Manager

The Partner Ecosystem Manager is responsible for driving strategic partner engagement, ecosystem growth, and joint go-to-market (GTM) execution across the technology partner landscape.
This role will work closely with Sales, Pre-Sales and Practices to strengthen partner alignment, drive partner-led opportunities, and accelerate business growth through a focused and tiered partner engagement model.
The individual will manage a portfolio of strategic and growth partners across areas such as Infrastructure, Cybersecurity, Cloud, Data, AI, and Digital Resilience solutions.
The role will also support the development of a partner ecosystem that enables customers to accelerate AI adoption securely and responsibly, through strategic collaborations, joint solutions, and integrated GTM initiatives.
What will you do:
Strategic Partner Management
Manage and grow relationships with assigned technology partners and alliances
Develop joint business plans and GTM strategies aligned to business priorities
Drive executive engagement and strengthen strategic alignment with key partners
Identify opportunities for deeper collaboration, solution positioning, and market expansion
Support strategic partner discussions around emerging technologies, AI adoption, and digital resilience initiatives
GTM & Business Growth
Drive partner-led pipeline creation and revenue growth
Work with Sales and Practices to identify whitespace opportunities and customer pursuits
Support co-sell motions, joint campaigns, partner events, and ecosystem initiatives
Facilitate earlier partner engagement in strategic opportunities
Support the positioning of integrated and AI-enabled solutions through ecosystem partnerships and joint GTM activities
Ecosystem & Portfolio Alignment
Support the execution of a tiered partner coverage model
Help position integrated offerings and solution bundles across Infrastructure, Cyber, AI, Data, and Applications
Support ecosystem initiatives that help customers operationalise and adopt AI capabilities securely, responsibly, and at scale
Maintain visibility of partner capabilities, certifications, commercial status, strategic initiatives, and key opportunities
Partner Governance & Performance
Track partner performance, business outcomes, and GTM progress
Monitor key metrics such as partner-influenced revenue, pipeline, engagement levels, and coverage effectiveness
Support regular business reviews and reporting for leadership
Ensure commercial readiness including agreements, onboarding coordination, and compliance tracking
Maintain partner program tier status, certification renewals, and adherence to partner program requirements to protect commercial benefits (rebates, deal registration, MDF eligibility)
Review partner/vendor agreements against internal contract policy to identify deviations in key commercial terms, draft and route deviation papers for cross-functional approval, and maintain up-to-date agreement and compliance status across the partner portfolio.
Internal Collaboration
Work closely with Sales Specialists, Pre-Sales, Practices, Finance, Legal, Marketing, and Operations teams
Act as a key coordination point between internal stakeholders and external partners
Drive alignment and communication across cross-functional teams
Support internal awareness of partner strategies, joint initiatives, and ecosystem priorities
The ideal candidate should possess:
5–10 years of experience in partner management, alliances, sales, business development, or technology ecosystem roles
Experience working within System Integrators, Technology, Cloud, Cybersecurity, or Consulting environments preferred
Strong understanding of enterprise technology landscapes including Cloud, Cybersecurity, AI, Infrastructure, or Digital Transformation
Good understanding of evolving AI ecosystems and how partnerships can support customer adoption journeys
Strong stakeholder management and communication skills, with the ability to engage both business and technical audiences
Strong commercial acumen and relationship management capabilities
Self-driven and able to operate effectively in a fast-evolving environment
Preferred Attributes
Preferred Experience
Experience working with hyperscalers, cybersecurity vendors, AI platforms, or strategic technology alliances
Familiarity with co-sell motions, marketplace ecosystems, and partner-led GTM models
Experience in regional or cross-functional coordination
Exposure to partner tiering, ecosystem strategy, or portfolio GTM initiatives
Success Measures
Growth in partner-influenced pipeline and revenue
Strength of strategic partner engagement
Joint GTM execution effectiveness
Increased ecosystem alignment and coverage efficiency
Contribution towards ecosystem strategies that support customer AI adoption and digital resilience outcomes

Employment type
Full-time

Work arrangement
No