Regional Alliances Manager

Job Description

REQUIREMENTS

• University/College degree or equivalent experience
• 10+ years of alliance or channel sales experience in a software/SaaS B2B environment, with a proven track record of consistent quota over-achievement — experience working directly with GSIs such as Accenture, Deloitte, IBM, Wipro, Infosys, TCS, or similar is strongly preferred
• Strong understanding of how GSIs operate, including their practice structures, P&L models, and how they build and monetise vendor partnerships
• Strategic thinker with a hunter mentality who takes initiative and is capable of hands-on problem solving, as well as the ability to generate ideas and solutions within a complex, matrixed partner environment
• Demonstrated experience developing and expanding GSI relationships, including engagement with senior practice leaders, alliance directors, and C-level stakeholders within GSI organisations
• Ability to communicate and influence at all levels within a GSI — from delivery consultants and solution architects through to practice leads and executive sponsors
• Motivated and focused self-starter with strong leadership skills who is able to multi-task, work independently or within a team
• Strong organisational, presentation, and communication skills
• Previous alliance or channel experience in the information security space, with strong technical knowledge across a broad range of security and networking technologies, is strongly preferred
• Experience working with GSIs that cover the government vertical will be a distinct advantage

RESPONSIBILITES

• Sustain, develop, build and grow the GSI ecosystem for the identified territory, owning the GSI business plan for the region and delivering against it.
• Define joint go-to-market strategies with key GSI partners and ensuring our client is embedded within their security practice offerings and client delivery frameworks.
• Coordinate with Channel Sales Engineers and other internal resources to drive technical enablement across GSI partners. Develop a technical enablement strategy that supports GSI partners in building our client’s competency within their practices, ensuring their technical teams are equipped to position, implement, and support our client’s solutions independently.
• Support and facilitate engagement between our client’s internal sales and technical teams and GSI partners’ sales, pre-sales, and delivery teams. Act as the primary liaison to ensure alignment on joint opportunities, account mapping, and coordinated pursuit strategies.
• Strategise and coordinate with marketing on the design and execution of marketing programs, events, and campaigns targeted at GSI partners and their end customers. Drive awareness of our client’s platform within GSI practices and support GSI-led demand generation activities.
• Develop a comprehensive GSI business plan outlining how target revenues and objectives for the year will be achieved, including partner tiering, investment priorities, and joint pipeline targets with each key GSI.
• Proactively maintain ongoing knowledge of the GSI landscape, including partner strategies, organizational structures, competitive dynamics, and emerging opportunities within the territory. Understand how GSIs are positioning cybersecurity services and where our client can differentiate.
• Maintain thorough knowledge of our client’s products, sales strategies and objectives, value proposition, and the competitive landscape to effectively support GSI partners in positioning our client within their service portfolios.
• Ability to travel across Northern Europe to engage with GSI partners, attend joint events, and support strategic opportunities as required.

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