Alliance Manager

In this role you will:

Alliance Strategy & Revenue Growth

• Own and execute the alliance strategy for assigned OEM partners, aligned to Infrastructure Solutions growth priorities

• Drive joint GTM motions, including campaigns, account targeting (e.g., Super 60 / broader segments), and pipeline acceleration

• Ensure alignment to 3-2-1 pipeline expectations (3X pipeline, 2X qualified, 1X commit) through partner engagement

Pipeline, GP & Marketplace Execution

• Partner with Sales, RevOps, and Finance to drive partner-influenced pipeline, services attach, and gross profit contribution

• Embed NTT DATA services (TS/SDI/CXP) into partner-led opportunities, with a focus on services-led, lifecycle-based solutions

• Lead and support cloud marketplace motions (AWS, Azure, GCP) as a primary transaction and growth lever

• Support growth in AI and next-generation infrastructure solutions through collaboration with multiple strategic OEM partners across the ecosystem

Partnership Lifecycle & Governance

• Manage the full partnership lifecycle, from onboarding and program alignment to execution and growth

• Establish and maintain joint governance models, including executive cadence, scorecards, and performance tracking

• Drive deal registration, incentive capture, and MOU execution to maximize partner economics

Field Alignment & Enablement

• Align closely with Sales and technical teams to ensure certification, enablement, and readiness for priority partner solutions

• Develop and deliver partner enablement assets (playbooks, use cases, battlecards) to support field execution

• Facilitate joint account planning and mapping workshops to accelerate near-term opportunities

Partner Ecosystem Expansion & Investment

• Identify and onboard new partners aligned to strategic growth areas (e.g., AI, security, cloud, data center)

• Develop and execute joint investment strategies (MDF, co-sell motions, marketplace incentives)

• Ensure partnerships are aligned to long-term strategic objectives and measurable business outcomes

Success Profile

• Demonstrated ability to operate at the intersection of alliances, sales, and strategy

• Strong understanding of OEM ecosystems, partner economics, and marketplace models

• Proven track record of driving pipeline, revenue, and GP through partnerships

• Ability to influence across cross-functional teams and executive stakeholders

• Operates with a high level of ownership, accountability, and execution discipline

Summary

This role is not traditional partner management—it is a strategic growth role, responsible for transforming alliances into a scalable, measurable, and repeatable revenue engine for Infrastructure Solutions.

• Supports with execution of a comprehensive partner alliances strategy aligned with organizational objectives.
• Supports with identifying and prioritizing potential partnership opportunities that drives business growth.
• Builds and maintains strong relationships with partners and business stakeholders.
• Collaborate with partners to define joint value propositions, establish mutually beneficial business models and drive successful go-to-market strategies.
• Acts as a main point of contact for partners, fostering ongoing communication and resolving any issues that may arise.
• Identifies and pursues new business opportunities through partnership alliances.
• Leads the identification, evaluation, and onboarding of new partners.
• Manages and monitors partnership agreements, ensuring compliance and managing any necessary modifications or renewals.
• Works closely with internal teams such as sales, marketing, product management, and engineering to ensure alignment and maximize the value of partnership initiatives.
• Manages all aspects of the alliance lifecycle, including strategic and day-to-day operating activities with assigned partners.
• Administers the governance structure of the partnership relationship.
• Regularly measures performance success for partners, providing insights and recommendations for improvement.
• Stays up to date with industry trends, emerging technologies and competitive landscapes.
• Contributes to the development and improvement of processes related to the alliance management function.
• Performs any other related task as required.

• Extended ability to foster trust and manage partner relationships to achieve mutual goals.
• Extended understanding of business development principles and ability to identify and pursue new.
• Excellent communication skills to effectively collaborate with partners.
• Extended ability to influence internal and external stakeholders to drive successful partnerships.
• Ability to articulate complex ideas and concepts clearly and concisely.
• Ability to identify market trends, assess competitive landscapes and evaluating partnership opportunities.
• Extended analytical ability to assess partnership opportunities, evaluate partner performance and make data-driven decisions.
• Extended proficiency using data analysis and reporting tools.
• Extended 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.
• Ability to network effectively coupled with the ability to build and maintain relationships with key stakeholders within the industry.

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

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

About NTT DATA

NTT DATA is a global leader in IT services and consulting, helping clients navigate and succeed in a rapidly changing digital world. We combine deep industry expertise with innovative technologies to deliver business outcomes that matter.

NTT DATA is an equal opportunity employer and values diversity in all its forms. We do not discriminate based on race, color, religion, gender, sexual orientation, age, disability, or any other protected status.

Where required by law, NTT DATA provides a reasonable range of compensation for specific roles. The range for this position is $111K-207K base plus variable commissions. This range reflects the minimum and maximum target compensation for the position across all US locations. Actual compensation will depend on several factors, including the candidate's actual work location, relevant experience, technical skills, and other qualifications.

This position is eligible for company benefits that will depend on the nature of the role offered. Company benefits may include medical, dental, and vision insurance, flexible spending or health savings account, life, and AD&D insurance, short-and long-term disability coverage, paid time off, employee assistance, participation in a 401k program with company match, and additional voluntary or legally required benefits.

Base pay is one part of the Total Rewards offerings that NTT provides to employees. We also provide benefits offerings to include medical, dental, vision, life insurance, supplemental life insurance, spouse and child life insurance, STD, LTD, Flex Spending Accounts and the Company's 401(k) retirement plan.