Role Summary
The Partner & Alliances Manager plays a vital role within the technology industry, acting as a strategic bridge between Cloud Formations and its key technology and service partners. This role enhances existing sales and marketing functions by leveraging the wider partner ecosystem to generate new business development leads, foster collaborative opportunities, community relationships and drive overall business growth.
In the fast-evolving data, analytics, and artificial intelligence (AI) industry, where collaboration and innovation are key to staying competitive, this position ensures that Cloud Formations stays at the forefront as industry leaders, using the strengths of its allies. Fostering these alliances, particularly with software vendors such as Microsoft and Databricks, and leveraging co-selling frameworks such as the Microsoft Independent Software Vendor (ISV) Success program, Data & AI Solutions Partner designations, and the Databricks Built-On Partner program, the Partner & Alliances Manager will directly contribute to the company’s vision of delivering cutting-edge solutions to customers driving long-term success. Additionally, the role will involve promoting Cloud Formations partner capabilities at events, emphasising team upskilling, and actively engaging in community initiatives such as Meetups and STEM, this role ensures the capabilities, expertise, and impact necessary to lead in the competitive landscape.
Key Responsibilities
Partnership Strategy and Development
* Develop and execute a comprehensive partner strategy aligned with Cloud Formation’s goals, focusing on Microsoft’s ISV and SI programs, Databricks’ Built-On Partner framework, and other relevant partnerships.
* Identify and evaluate potential partner opportunities to expand the organisation’s reach and enhance its capabilities in the industry.
* Build joint business plans with partners, outlining mutual objectives, aligned solutions, co-selling strategies, go-to-market initiatives, accreditation requirements, and community collaboration opportunities.
Relationship Management
* Establish and maintain strong, productive relationships with key stakeholders at partner organisations such as Microsoft and Databricks, including technical, sales, customer success, executive teams, and program managers across all initiatives.
* Act as the primary point of contact for strategic partners, ensuring clear communication and alignment of objectives.
* Facilitate regular reviews and touch points with partners to assess performance, explore new opportunities, and address challenges while identifying co-selling opportunities and ways to engage community initiatives.
Joint Go-to-Market Initiatives
* Collaborate with marketing and sales teams to design and implement co-branded campaigns, solution showcases, and events with partners, leveraging partner initiatives.
* Utilise partner resources and programs to enhance market visibility and generate demand.
* Coordinate the development of joint solutions, ensuring technical alignment and a robust co-selling value proposition for target customers.
* Enable or onboard new partners to ensure smooth integration and collaboration.
* Identify synergies with new partners where joint collaboration enhances customer outcomes.
Business Development and Lead Generation
* Actively identify and pursue business development opportunities through the partner ecosystem, resulting in a robust pipeline of new leads for sales teams, particularly through co-selling channels with Microsoft and Databricks.
* Bridge gaps between partners and internal teams to create seamless collaboration and successful joint engagements.
* Monitor and report on the performance of partner-driven initiatives, using data to refine strategies and achieve business goals.
* Monitor competitor alliances and understand how partner strategies compare across the market.
Promoting Partner Designations & Team Upskilling
* Take ownership for elevating the organisation’s partner status by aligning with key certification programs and solution designations, such as Microsoft competencies and Databricks certifications.
* Collaborate with internal teams to define and promote solution designations that showcase the Cloud Formations’ expertise and alignment with partner criteria.
* Drive team-wide upskilling initiatives, ensuring members meet certification and credential requirements to maintain and advance partner designations.
* Regularly track and report on progress toward achieving certifications and maintaining compliance with partner program criteria.
Ecosystem Navigation & Community Collaboration
* Stay informed on trends, innovations, and key players in the industry to identify emerging partnership opportunities.
* Engage with partner platforms, including the Microsoft Azure Marketplace (App Source) to maximise alignment with Cloud Formations’ offerings and co-selling potential.
* Promote and participate in external initiatives, such as STEM programs, to foster community collaboration and advance corporate social responsibility goals.
* Represent Cloud Formations at partner events, conferences, forums, and community-based initiatives to strengthen relationships and showcase expertise.
* Ensure cross-functional collaboration with product, legal, finance, and customer success teams.
Skills & Qualifications
* Experience: Proven track record in managing partnerships and alliances, ideally with exposure to Microsoft’s ISV and SI programs, Databricks’ Built-On and SI framework, or similar.
* An awareness of the data, analytics and AI technology landscape, including public cloud platforms and related tooling.
* An exceptional ability to articulate ideas, negotiate agreements, and influence stakeholders across varying levels of seniority.
* Demonstrate strategic thinking to design and execute long-term partnerships and alliance strategies that align with broader business objectives, including community outreach efforts.
* A strong grasp of revenue generation, lead conversion, and go-to-market dynamics in the technology sector.
* A foundational understanding of partner platforms such as Microsoft Azure and Databricks, along with the ability to collaborate with technical teams.
* The ability to problem-solve with a proactive approach to navigating challenges, bridging gaps, and finding innovative solutions within the partner landscape.
Success Metrics
* Growth in partner-driven business development leads and conversions, particularly through co-selling channels.
* Increased collaboration and alignment with strategic partners such as Microsoft and Databricks.
* Successful execution of joint go-to-market initiatives resulting in measurable revenue impact.
* Strengthened relationships and expanded engagement with the broader partner ecosystem.
* Achievement of certifications and solution designations, along with team-wide compliance with partner program criteria.
* Meaningful participation and impact in external initiatives, such as STEM, to foster community collaboration.
* Continuous improvement in the effectiveness of partnership strategies, community outreach, and programs.