GTM Alliance Director

The GTM Alliance Director is a leadership role, responsible for supporting the development and management of strategic partnerships with external organizations.  The primary objective of this role is to drive business growth, improve client experiences, and enhance the organization's competitive position through Secure Networking and Security partnerships.

This role owns and manages the partnership lifecycle, including the formation and leadership of the implementation team, creation of joint working teams and governance structures, maintenance and growth of strategic alignment, overall partnership well-being, and expansion of transformative business opportunities.

Through effective management of a team of partner alliances specialists, this role has the primary responsibility to work with sales and technical teams to ensure certification and enablement standards are maintained and to develop joint investment opportunities to grow the partnerships strategically aligned to organizational goals and objectives.

• Drives the creation of incremental value for the organization, increasing long term revenue within assigned partnerships.
• Drives all aspects of the alliance lifecycle, including strategic and day-to-day operating activities with assigned partners.
• Forms and leads implementation teams while working across multiple areas with key stakeholders to meet milestones and deliverables according to the partnership agreement.
• Drives the governance structure of the partnership relationship.
• Builds and maintains strong relationships with partners, including managing partner performance, addressing any issues or concerns, and ensuring effective collaboration to achieve mutual goals.
• Identifies and pursues new business opportunities through partner alliances, including identifying market trends, assessing client needs, and leveraging partner capabilities to create innovative solutions and services.
• Tracks and measures the performance of partner alliances against established KPIs and targets, including analyzing data, identifying areas for improvement, and implementing correctives actions as needed.
• Collaborates with cross functional business stakeholder (for example, Sales, Marketing, Product Development, Operations etc.) to align partner alliance activities with overall business strategies including coordinating joint marketing campaigns, product integrations, and go-to-market strategies.
• Oversees the coaching of the senior alliance management team to ensure alignment to current business drivers, organizational initiatives and senior programs.
• Identifies and mitigates potential risks associated with partner alliances, including conducting due diligence, monitoring compliance with legal and regulatory requirements, and implementing risk mitigation strategies.
• Defines and ensures the implementation of partner alliances policies, standards, and guidelines.
• Acts as a strategic partner to partner alliances leadership and teams by delivering consistent and valuable training and coaching interventions that enable continuous improvement and revenue growth whilst closing skills gaps.
• Ensures that relevant processes and tools are implemented to support the adoption and benefit of partner programs.

• Ability to think strategically to identify market trends, assess competitive landscapes and evaluating partnership opportunities.
• Significant relationship-building and collaboration ability enabling the establishment and enablement of strategic partnerships with external partners.
• Significant ability to foster trust and manage partner relationships to achieve mutual goals.
• Significant understanding of business development principles and ability to identify and pursue new.
• Significant ability to lead and inspire immediate team as well as cross functional teams and influence stakeholders at all levels within the organization.
• Excellent communication skills to articulate complex ideas in a clear and concise manner.
• Significant negotiation and contract management skills to secure favorable terms and conditions in partnership agreements and contracts.
• Significant analytical ability to assess partnership opportunities, evaluate partner performance and make data-driven decisions.
• Significant proficiency using data analysis and reporting tools.
• Significant ability to adapt to a rapidly changing business environment, embrace new technologies, and navigate complex partnerships.
• Flexibility, agility and a growth mindset are valuable traits.
• Established network of contacts within the technology industry, including potential partners and industry influencers.

• Bachelor's degree or equivalent in business, computer science, or information technology or a related field.

• Significant experience in a similar leadership role, preferably gained within a global technology organization.
• Significant track record of success in building and managing strategic partner alliances.
• Significant experience operationally managing a partner/vendor alliances team.
• Significant go-to-market experience and driving business growth.
• Significant experience in partner alliances management, business development and strategic alliances.
• Significant experience gained within a global technology organization.